Business Unit and Position Summary:

Crane ChemPharma & Energy is a division within the Fluid Handling Business Segment of Crane Co, a US multi-national company which specializes in highly engineered products in niche markets. Crane ChemPharma & Energy designs, manufactures, markets and distributes a range of process valves and actuators under multiple brand names for a wide range of applications in a number of industries including the refinery, chemical, biopharmaceutical, and energy industries.

The Sales Engineer for West/Midwest region for Aseptic Diaphragm Valves is a contributor with the responsibility of managing customer interaction and project pursuit in the BioPharm vertical with the Saunders Aseptic Diaphragm Valve product family. This individual is a key contributor with the responsibility of managing customer interaction and project pursuit at target accounts. This individual will be responsible for establishing close relationships with Procurement, Project Management, Maintenance and Engineering leads at end customer sites, and channel sites. The Sales Engineer will drive the project pursuit strategy for each opportunity and follow the Crane Global Project Management process including all sales excellence tools. This individual will work closely with Crane Regional Sales Managers, Key Account Managers, Product Sales Managers, Customer Service, Business Line Management, and others in the Crane ChemPharma & Energy organization to coordinate end user influence, product / competitive strategies and application focus. Sales Engineer will develop and own the overall account strategy, including any AML positioning and product promotional planning.

PRINCIPLE RESPONSIBILITIES:

• Drive orders and sales growth for Saunders septic Diaphragm Valve product family within BioPharma market
• Develop ship set guidance for Crane products for MRO conversion and Projects at end user sites
• Drive key account management process at selected accounts
• Develop channel roadmap for selected end user accounts
• Drive AML additions for all Crane products at key accounts
• Identify key decision influencers on targeted projects; interacting with them to ensure they understand Crane products and the value propositions for their applications.
• Establishes a regular cadence of Lunch and Learn opportunities at the account targeted to the project backlog.
• Competent in all product lines; leverages BLMs and Application Engineers as necessary.
• Delivers Product and Application based training
• Provides support to manage Channel Partner decisions.
• Manages Terms and Conditions discussions with Crane legal support.
• Coordinates End User influence on specific project applications to create value at the spec. level.
• Supports RSMs with strategic geographic sales initiatives and end user demand creation.
• Develops and Delivers Annual Plan based on project backlog and funnel.
• Other duties as assigned

QUALIFICATIONS/EXPERIENCE:

• Bachelor's degree in Business or Engineering or 6 years of years of sales experience in a related field
• 3 years’ experience in sales with valves, fixed equipment, or rotating equipment preferably in the Bio-Pharma industry.
• Experienced with technical products like valves, controls, and/or pumps in the oil and gas, petrochemical, chemical, power, or other industrial markets.
• Demonstrated productivity while working in a remote environment
• Exceptional interpersonal and communication skills with ability to quickly build relationships with customers and other stakeholders
• Knowledge of how to create a product value proposition to win MRO and Projects versus competition.
• Excellent written and oral communications skills including technical and business understanding.
• Self starter with rapid learning ability and high-energy team player.
• Ability to handle difficult situations, collect data & deliver recommendations in a calm and business-like manner.
• Experience with CRM software like Salesforce preferred

ADDITIONAL COMMENTS:

• Responsible for customers in West/Midwest region.
• Willingness to work outside of the home office, spending 60% to 80% of working hours with customers.
• Remote work/reside in the region

WHAT WE OFFER:

• Competitive compensation and benefits (401k, medical, HSA, FSA, paid time off also for volunteer work etc.)
• Diverse global opportunities for advancement and career growth
• A highly ethical company that stresses transparent and honest communication
• An environment of continuous learning with extensive, ongoing training
• A policy of promoting from within and succession planning that is focused on internal candidates
• A commitment to diversity and inclusion at all levels of the organization
• A dedication to good corporate citizenship, including ongoing corporate philanthropy and respect for the environment

Learn more about Crane at: https://www.craneco.com/

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