Sr Appl/Sys Sales Engineer

Key Responsibilities:

• Technical Sales and Proposal Development:
• Lead technical sales for Hydrogen Purification projects by collaborating with Sales, Business, Engineering, and other disciplines to drive each opportunity to close.
• Develop and maintain Project Specific Sales Strategies (PSSS), keeping track of action items and key milestones throughout the sales phase using tools like SFDC.
• Prepare and deliver sales presentations and maintain relevant sales materials in collaboration with Product Line Managers (PLMs).
• Develop cost estimates and proposal documents based on customer inquiries and technical specifications.
• Modularization and Process Design:
• Lead modularization studies for process units, ensuring design solutions align with customer requirements, including site/plot dimensions, sourcing plans, and logistics.
• Work closely with process engineering teams to optimize design solutions for customer requirements.
• Develop sourcing plans and project execution philosophies in collaboration with procurement and vendors, including RFQ generation, technical and commercial bid evaluation, and cost estimation.
• Project Management and Execution:
• Own and manage project-specific cost workbooks, cash flow models, and proposal documents, ensuring internal buy-in and support for project and proposal plans.
• Lead Commercial Project Readiness (CPR) meetings to evaluate material and service transfers between UOP, vendors, and customers, considering legal and tax compliance.
• Develop commercial risk summaries for Senior Leadership approval, identifying technical and commercial risks and suggesting mitigation strategies.
• Stakeholder Management and Collaboration:
• Build and maintain relationships with Business Leaders, Offering Managers, Project Development Managers, Equipment Engineering, and Procurement to coordinate resources and expertise.
• Lead and support cross-functional teams to review project plans, costs, product positioning, and sales strategies.
• Collaborate with stakeholders to integrate equipment improvements and innovations into proposals, ensuring they align with customer requirements.
• Proposal Development & Negotiation:
• Lead technical clarification meetings and support commercial clarification and negotiation meetings, focusing on pricing strategies.
• Prepare and deliver Technical Sales Handover Packages to Project Management for sold projects.
• Continuous Improvement & Innovation:
• Develop and implement methodologies and work processes for identifying opportunities for standardization in proposal development.
• Lead initiatives for tools and work process improvement to enhance proposal development efficiency.
• Drive business growth and innovation by exploring new opportunities and technologies.
• Compliance and Safety:
• Support corporate policies related to Office & Field Safety, Workplace Culture, Integrity, Compliance, and Intellectual Property protection.
• Adhere to diversity and inclusion principles within the team and during cross-functional interactions.

Basic Qualifications:

• Education:
• B.E./B.Tech in Chemical Engineering or Mechanical Engineering.
• Experience:
• Minimum 6-8 years of experience in Refining, Petrochemical, Gas Processing, renewable energy, or biofuels industries, with a strong focus on Technical Sales, Project Management, Proposal Development, and/or Cost Estimation for packaged unit projects.
• Industry Knowledge:
• General knowledge of Refining, Petrochemical, Gas Processing, and related industries, including awareness of local and international codes and standards.
• First-hand knowledge of refining and gas processing technologies, including process configuration optimization.
• Skills:
• Strong interpersonal, presentation, and organizational skills.
• Experience in handling contractual, legal, tax, and financial matters related to projects.
• Proficiency in MS Excel, MS Project, Acrobat, MS Word and other relevant software tools.
• Ability to multi-task and manage multiple complex projects.
• Business management skills and financial acumen.
• Travel:
• Ability to travel up to 10% annually.

Preferred Qualifications:

• Business Management Skills:
• Strong business management skills, including financial analysis, cost estimation, and project management.

• Additional Skills:

• Familiarity with the modular execution of Hydrogen Purification projects.
• Previous experience with change management and working across functional lines.
• DOORS experience for requirement management and JIRA/Bitbucket/GIT for configuration management.
• Communication:
• Excellent verbal and written communication skills, especially in a cross-functional, global environment.