Technical Sales Consultant (TSC) Turbomachinery Controls (TMC)
A Schneider-Electric Technical Sales Consultant supports the Schneider-Electric’ sales organization in meeting or exceeding its target by enabling Turbomachinery control (TMC) related sales through technical support direction and business acumen.
To fulfill his or her role, the TSC performs the following :
Plays a key role in the sales organization by enabling, supporting and motivating our sales force in locating and closing business opportunities that contribute to turbomachinery sales.
Provides sales support or direct action throughout the sales cycle. This support or sales role is specific to the development and implementation of complex Turbomachinery control (TMC) products, applications or solutions within a product or industry segment.
Acts with or assists the pursuit team when identifying, qualifying and quantifying new TMC opportunities.
Acts with or assists the pursuit team with strategy, tactics and scope of pursuits throughout the sales cycle.
Uses product and industry knowledge to provide TMC sales presentations and product demonstrations to customers.
Coordinates with Portfolio, TMC practice leaders and industry marketing as needed.
Applies industry, technical and Schneider-Electric expertise and knowledge to interpret client requirements and needs. Identifies and recommends integrated TMC solutions, products and services.
Provides consultation and / or product capability assessment and validation with prospective users as needed.
Participates in TMC quote preparation, specification of responses and technical definition; coordinates job pricing with responsible individuals.
Performs process studies to discover improvement opportunities and economic value, teaming with clients as needed.
Assist with TMC business planning interfacing with regional leaders, the TMC practice leader and Center of Competence.
Job Essential Functions
Represent technical consultant role and ability to define the scope of work along with the sales team during the presales and tender phase.
Maintains knowledge of assigned turbomachinery products, industries and accounts. Knows and is known by key clients; participates in internal and external forums and societies.
Maintains solid understanding of current client business drivers; knows how Schneider-Electric’ TMC solutions provide value for a client’s business needs within the particular industry.
Has experience in communicating with and presenting to all levels of client stakeholders; has ability to determine and relay Schneider-
Electric’ TMC solution value at all layers of the enterprise.
Assists with orienting and training sales personnel in the unique problems and techniques of the TMC product segment or industry.
Demonstrates a superior understanding of turbomachinery lingo and scope.
Has a good understanding of turbines, compressors and generator applications.
Has a good understanding of mechanical retrofit and TMC support services.
Keeps abreast of solutions implemented by engineering for possible use in promotional materials, client presentations and competitive analysis.
Sound application knowledge of steam turbine extraction control, Speed / Load control, Generator excitation control, Compressor anti-
surge control, Compressor performance controls, Hydraulic actuators etc.
Perform site survey at customer’s site for assessment of site and recommendations for improvement in the TMC area (definition of the architecture, technical solutions, benefits, etc.)
Perform other related duties such as customer site support on assigned project and start-up activities.
Acquires and maintains knowledge of engineering processes, best practices, and industry standards.
Mentor and share knowledge to develop and maintain an effective team. Participate in knowledge sharing session with the other regions
Develop the TMC business in the region supporting the Sales force to grow this business
Assists Sales and provides technical support in preparation of quotations for tendered projects, such as budgetary and firm price engineering estimates, configuration reviews, hardware / software functional definition, control panels, console bays, marshaling cabinets, etc
Bachelor’s degree in chemical, mechanical or electrical engineering, or equivalent training
Minimum of 10 15 years industry experience, preferably in sales or engineering
Minimum of 7 10 years of turbomachinery experience within the petrochemical and / or Power industries
Ability to give product demonstrations and lunch and learn meetings at client sites
Good communication and presentations skills
Experience in Power industry is a plus
Experience working / interacting with customers (End Users) in the Middle East
Schedule : Full-time
Unposting Date : Nov 11, 2018, 11 : 59 : 00 PM