Techno Commercial Lead Engineer - Pump Upgrades and Rerates
GJ, IN
JOB SUMMARY
This 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 APAC 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 market 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. This role will be based in India can be remote or Bangalore/ Mumbai/Delhi region and report to the Techno Commercial Leader, ME & APAC.
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
• BE in Mechanical Engineering or related engineering branches from recognised institute and university in India
• Minimum 10+ years related experience in the API pump sector for Aftermarket Pump upgrades and re-rates. Prefer candidate with prior expereince in detailed Design engineeirng or Service Engineering of API Pumps
• 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.
• Ability to travel frequently in APAC region
