An Application Engineer performs a cross functional role within the business which will impact the organization by creating key relationships with internal and external customers, and regional sales teams. The Application Engineer position is primarily responsible for technical product support to commercial and sales in a designated segment of the overall EthosEnergy product portfolio. This role also provides technical leadership for product/scope standardization, business development, and marketing within the designated product line.
Success in this role will be measured by the following:
1) Speed of response to commercial requests (proposal support and technical queries).
2) Quality of our technical solution that reduces risk to the business and increases our profit.
3) Sales growth from improving our product portfolio plus support provided to commercial and sales.
Job Responsibilities
Sales Enablement
Leads technical discussions with customers to determine customer’s CTQ and develop a scope of supply.
Perform site surveys when necessary to understand specific customer requirements.
Provide support documentation (sales readiness).
Assist with selling strategy to fit our product capabilities and align with customer drivers.
Provide budgetary cost/pricing when firm bids are not yet required.
Support regional sales plans as requested. Commercial Support
Stakeholder for bid/no-bid review.
Lead technical guarantee discussions and evaluation of risk through coordination with core engineering. Legal/contractual risk is managed by commercial.
Coordinates technical portion of customer prequalification efforts.
Provide technical input to develop bid strategy prior to commercial proposal.
Stakeholder in proposal reviews prior to submittal to customer.
Involved in turnover process when technical risk is high, or scope is complex including: o Review purchase orders with commercial prior to acceptance. o Communicate key assumptions, technical features, to operations to avoid gaps in the implementation. Proposal Development
Provides written technical information to be integrated by commercial into final proposal.
Reviews proposal request information (RFQs, bid docs, etc.) and provides clarifications and exceptions.
Develop and document the solution based on evaluation of customer information in sufficient detail for commercial to obtain costs.
Document the division of responsibility to clarify the boundaries of our solution.
Provide recommendations outside of the customer's specification to improve their business, align with their drivers, and differentiate our offer. Product Management & Marketing Support
Own the product portfolio (current and future states) within the market segment.
Collect product shortcomings from knowledge gained from customers, feedback from sales, and feedback from operations.
Develops business plans to request capital funding for new products or product changes.
Analyze product data from commercial (win rate, profitability, sales volume, etc.) to develop actions to improve products.
Understand our competition and our selling strategy against them.
Understand our customers’ markets and their challenges/drivers.
Work with marketing to develop strategy for external promotion within the product segment (presenting at trade shows, giving webinars, developing case studies and product data sheets, sharing media/PR content, etc.)
Help maintain customer specific knowledge (ownership, industry, plant equipment) in Salesforce Knowledge Leader
Viewed as a global authority for product decisions.
In-depth knowledge of all products in the assigned focus area that apply to customer’s asset.
Understands and knowledgeable of industry trends including OEM statements or letters to users.
Ability to provide product training and be a mentor for sales, commercial, or others.
Knowledge to recognize and identify OEM designs/components and part numbers where necessary.
Able to manage priorities for tasks between all parties described above.
Participate in free and funded studies to support customers. Operations Support
Support of operations is sometimes necessary due to the extensive knowledge of the Application Engineers, but is not a primary focus.
Answer questions after turnover to clarify scope and technical details.
Assist procurement team in sourcing strategy and supplier selection.
Assist in closing customer issues and RCAs.
Assist shop technically for manufacturing and repair
Required Skills / Knowledge
Ability to work in a fast-paced environment with short response time to sales and customer requests.
Proficient computer skills in Word, Outlook, PowerPoint, and Excel.
Demonstrates effective listening and presentation skills.
Fluent in English. Other languages preferable.
Proficient in Salesforce CRM tool.
Experience
Previous experience in a technical role related to design, technical support, field service, or Application Engineering.
Experience in sales or direct customer facing roles.
Manufacturing or manufacturing engineering experience.
Education Requirements
Bachelor of Science degree (BS) in an engineering related subject or equivalent technical experience in the product segment.
Physical Requirements
Light physical effort
Sufficient physical ability to work in an office setting and operate office equipment
May require travel across the Middle East and GCC countries
Employees are individually responsible to ensure that they systematically arrive at the workplace Fit for Duty. - This includes having taken sufficient rest and nutrition to be able to perform their duties in a safe, efficient and effective manner at their designated start time.
Must have valid passport and driver’s license.
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