Principal Sales Engineer
Company: The Timken Company
Location: Pacific
Posted on: April 30, 2024
Job Description:
Your Career Begins at Timken
Looking for a career where you can do work that matters? At Timken,
we improve the reliability and efficiency of global machinery in
markets like automation, food and beverage and renewable energy
advancing sustainable solutions to the world's most challenging
problems. Program participants will make immediate, meaningful
contributions, collaborate with global teams, and have access to
individualized career development and advancement opportunities all
within a values-driven, inclusive culture. Join our global team of
19,000 people in 46 countries and help us move the world forward.
PURPOSEThe position of Principal Sales Engineer is based in the
upper mid-west region, preferably, the greater Denver, CO area.
This person will work from a home office. This position supports
Timken's Aerospace OE Engineered Bearing business. The position
will manage all commercial activities with assigned customers while
working cross functionally to sustain and grow sales. The position
is the key to maintaining customer relationships and satisfaction
while driving business growth. The successful candidate will:
- Have a proven track record in complete customer management
throughout the product lifecycle, development of commercial/TINA
(Truth in Negotiations Act) proposals, working as a team to develop
and execute customer growth strategies, and nurture and strengthen
critical customer relationships throughout all organizational
levels and functions.
- Leverage strong commercial and technical skills and industry
experience to recognize customer needs and apply Timken
capabilities and technology across the full portfolio of Timken
products and services.
- Understand and leverage the Timken value proposition, which
includes providing value through engineered solutions, to maximize
price and sales to grow and protect business.
- Communicate the value of Timken products while eliminating
price as an objection when delivering new products or
projects.
- Demonstrate leadership skills by influencing, driving for
results, and resource commitment.
- Provides customer expertise including leading customer
negotiations, developing pricing strategies, and managing a
portfolio of business accounts.
- Own the customer's experience: from initial contact, through
the process of engagement, and into a long-term relationship while
finding more-effective ways to collaborate across functions and
levels during this end-to-end journey. RESPONSIBILITIES
- Manage sales process for assigned customer accounts or
territory.
- Work with peer groups to ensure that the needs of the customer
are being met or exceeded, flow down of customer requirements is
timely and accurate, and the Voice of the Customer is communicated
and drives the internal organization's behavior.
- Foster positive customer and internal relationships to resolve
difficult issues, and regularly multi-task fluctuating priorities
in a dynamic environment.
- Optimize and successfully manage call plan to ensure calls are
high value and efficiently outperform our competition.
- Deliver high-impact customer presentations that focus on Timken
capabilities, solutions, and value proposition.
- Work with Customer Engineering on complex system analyses,
including bearing selection on non-standard part number or
types.
- Utilize CRM to develop customer-based sales plan including
sales, won/lost business, plans to maximize pricing, new business
attainment, and opportunity pipeline.
- Actively gather and submit customer and market knowledge into
monthly demand planning process. TECHNICAL/FUNCTIONAL SKILLS
- Extensive background in working with customers and developing
long-term customer relationships and partnerships.
- Experience utilizing a CRM system.
- Must be an independent thinker capable of working alone as well
as within a team.
- Ability to multi-task, self-assign work, and function in a
dynamic, fast-paced environment.
- Analytical skills and disciplines in support of business
planning, strategy development and deployment, customer
relationship management and conflict resolution.
- High level of proficiency with Microsoft Office applications,
including the ability to formulate, manipulate, and analyze data
within Excel to aid in the development of solid business decisions.
Strong aptitude in both PowerPoint and Word applications to develop
executive-level communications.
- Successful history in identifying, targeting, negotiating, and
winning profitable business; demonstrated ability to manage large,
complex aerospace proposals and contracts.
- Ability to coordinate the activities of various internal
company stakeholders to ensure customer proposals are compliant and
compelling and business cases are profitable; programs are executed
on-budget and schedule; root cause analysis and corrective actions
are implemented to address quality and delivery issues; and
customer responsiveness is timely, courteous, and fair.
- Talent to communicate throughout all customer and Timken
organizational levels effectively and accurately.
QUALIFICATIONS
- Bachelor's Degree in Engineering or related field
- Minimum three years market experience in mobile equipment and
heavy industries such as metals and power generation.
- Strong understanding of the Aerospace & Defense industry and
Government Defense programs and contracting experience is
preferred.
- Minimum of seven years of experience in customer business
management, program management, sales & marketing or strategic
partnering, preferably in an Aerospace environmentPay range : $75K
to $132K All qualified applicants shall be treated equally
according to their individual qualifications, abilities,
experiences and other employment standards. There will be no
discrimination due to gender or gender identity, race, religion,
color, national origin, ancestry, age, disability, sexual
orientation, veteran/military status or any other basis protected
by applicable law.
Keywords: The Timken Company, Tacoma , Principal Sales Engineer, Professions , Pacific, Washington
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