Pumps Upgrades - Techno Commercial Lead

Req ID:  63243
Location: 

Abu Dhabi, Abu Dhabi, AE

Date:  Feb 3, 2024

For over 140 years our products have helped ensure the safe, reliable operations of key industries.  With a passion for precision and partnership, Celeros Flow Technology continues this heritage of high performance and dependability, providing mission critical, sustainable flow control solutions for our customers around the globe.

 

Celeros Flow Technology is looking for individuals with a voice and a vision.  We embrace change, diversity and promote new ways of looking at old ideas.  We seek talented professionals to join our world-class team of innovators in a global, collaborative & multi-cultural environment, where you will be challenged, supported, and inspired to be extraordinary.

 

 

JOB SUMMARY

The role will be responsible for developing, implementing, and validating world class value driven Pump Proposals, including coaching the aftermarket pump commercial operation teams to ensure consistent proposals are produced across all Celeros pump facilities. Central to achieving this will be the definition & implementation of a scalable, repeatable costing methodology to support the Pump Upgrades, Re Rates & Retrofit Program.

 

The scope of the role will focus on driving Pump Sales & Revenue Growth across ME in the areas of technical, hydraulic, performance upgrades to own and competitor High Energy Pumps products.

 

The role holder will proactively interact with new and existing customers to understand the markets needs and expectations for Pump Upgrade & Re-Rate opportunities and to adjust and improve Celeros proposals and offering accordingly. This includes working with global Engineered Solutions Program Manager, regional commercial & engineering teams to develop the customer relationships & generate leads, defining and quantifying the technical opportunity, all with the objective to achieve the specified sales and business targets.

Success in this role requires a comprehensive understanding of Pump Upgrades & Re Rates, customer needs, combined with a technical understanding of the costing, sourcing & manufacturing aspects of upgrading pumps.

 

 

PRINCIPAL DUTIES AND RESPONSIBILITIES  

Technical Aspects

  • Work with Global Program Manger to define target products, market sub sectors and geographies to approach.
  • Generation of Technical Support materials to provide to commercial teams broken into the various the pump upgrade offerings.
  • Direct Presentation of the Technical Advantage and ROI Business Case to Clients as required.
  • Definition and implementation of a consistent methodology for Technical Quotes & Costings in conjunction Aftermarket Service Operations teams on upgrade / re rate opportunities.
  • Keep updated on Industry Regulations, Technical developments in areas of Metallurgy, Coatings, manufacturing techniques and market drivers, Rival Re-Rate programs, MSA’s which would help secure upgrade / re rate contracts.
  • Designing & oversight in conjunction with Operations teams standardized procedures for post order execution of Upgrade & Re Rates Contract to ensure optimal customer experience and OTD of Upgrade Contracts.
  • Facilitating and participating in the interfaces between Engineering, Project Management and commercial Operations in complex upgrade tenders.

 

Commercial Aspects

  • Proactively interact with new and existing customers to identify suitable pump applications for Pump Upgrade & Re Rate.
  • Presentation of white papers at Client Sites and Technical Seminar on commercial and technical benefits of upgrade & Re Rate of Pumps versus new capital purchase.
  • Creation of ROI Business Cases Documentation, calculations to support the commercial teams in presenting the upgrade opportunities. Support Commercial teams in engagement with customers to present ROI Calculations and business case for upgrades to secure opportunities.
  • Responsible for summarizing, presenting the technical & commercial risk evaluations and Risk Mitigation actions to senior management on larger scale upgrade & re rate opportunities.
  • Coordinate and actively participate in the order hand over meeting of larger / complex opportunities with the Manufacturing Facility, Project Managers and Supply Chain Teams. Provide clarification on any specific project requirements and on any technical or commercial queries.

 

KPI – / Deliverable Metric

  • Defined costing methodology aligned per upgrade / re rate offering category.
  • Commercial Offering / Value Proposition Bids & literature to align with Pump upgrade, Re Rate & Retrofit road map.
  • Technical Training Material & Presentations suitable for internal and external stakeholders.
  • Upgrade & Re Rate Bookings as per annual target.

 

 

KNOWLEDGE, SKILLS & ABILITIES

  • Exhibits confidence with negotiations and possesses the power to influence
  • Comfortable with Change Management Techniques and Programs
  • Thinks creatively and has in-depth engineering knowledge to solve problems and provide technical solutions, combined with relevant commercial / Marketing experience to present client focused solutions
  • Must be able to define a problem, assess risk, and develop recommendations for action plans
  • Displays exceptional attention to detail and accuracy, even when handling multiple demands and has a proven track record of meeting high performance standards
  • Responds professionally to all inquiries and complaints and remains calm and composed when under pressure
  • Communicates effectively, effortlessly tailoring the approach to the audience and the level of technical competence
  • Possesses the ability to prepare and deliver presentations and to train and transfer technical knowledge to internal and external stakeholders
  • Is well organized, structured and methodical. Is self-motivated and works independently with little supervision
  • Positively establishes relationships across multiple locations and copes well with working remotely from the team and other departments
  • Is a team player: committed, reliable, responsible, flexible, helpful, supportive, active listener / communicator

 

 

EDUCATION AND EXPERIENCE

  • Degree in an Engineering or demonstrable experience within the pump sector for Aftermarket Pump upgrades and re-rates.
  • + 10 years related experience.
  • Experience in the oil & gas / power & energy / industrial market - Essential
  • Prior Experience of Pump Upgrades, Re Rates & Retrofit Programs - Essential
  • Prior Experience of Client Interface & Win Strategies - Value Proposition - Essential
  • Strong knowledge Microsoft packages including Word, Excel, PowerPoint and Project.

 

 

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Required daily to stand, sit, walk, talk, hear, and see (specific close vision abilities are required to perform computer work)
  • Required occasionally to stoop, kneel, crouch and crawl
  • Required daily to use hands and fingers and arms to reach (to operate a computer and telephone)
  • Required occasionally to lift and/or move objects that are light to moderate
  • Required occasionally to travel (usually by air or road so may be required to sit for extended periods)

 

 

WORKING CONDITIONS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Ability to work with moderate noise (i.e. business office with computers, phone, and printers, etc.)
  • Ability to work in an open planned office / individual office
  • Ability to sit at a computer terminal for extended periods
  • Ability to sit in a car or on a plane for extended periods

 

 

DISCLAIMER

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification.  They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

 

 

CELEROS FLOW TECHNOLOGY VALUES

All Celeros divisions are committed to the effective use of the Celeros Values.  It is important that all employees understand and utilize these values when performing the duties of his/her position.

INTEGRITY:  We work safely and respect our employees, business partners & environment. We always lead by example.

SPEED:  In our mission to bring mission-critical flow control equipment to the world, energy in our actions & urgency.

ACCOUNTABILITY:  We stand behind our actions and deliver on our promises.

PARTNERSHIP:  We collaborate across our teams & our customers to win together. We rely on each other to deliver the best outcome & celebrate successes.

EXCELLENCE:  We are passionate about being the best at engineering, manufacturing & maintaining mission-critical equipment.  We seek quality & community improvement in every interaction.

 

 

QUALITY

Quality encompasses all aspects of Celeros’ business, and every employee shares the responsibility to prevent the occurrence of any nonconformity relating to product, process and the quality system.  All employees have an obligation to identify and record any such nonconformity, and through designed channels, initiate and recommend solutions.

 

 

CELEROS Flow Technology is an equal opportunity employer.