Sales Engineer FL/ Midwest (remote)

About Crane

Crane Co. is a diversified manufacturer of highly engineered industrial products. Founded in 1855, Crane provides products and solutions to customers in the aerospace, electronics, hydrocarbon processing, petrochemical, chemical, power generation, automated merchandising, transportation and other markets. The Company has four business segments: Aerospace & Electronics, Engineered Materials, Merchandising Systems, and Fluid Handling. Crane has approximately 11,000 employees in North America, South America, Europe, Asia and Australia. Crane Co. is traded on the New York Stock Exchange (NYSE:CR) www.craneco.com

About CRANE ChemPharma & Energy

CRANE ChemPharma & Energy (within Crane's Fluid Handling segment) designs and manufactures a variety of high performance products including: highly engineered check valves, sleeved plug valves, lined valves, process ball valves, high performance butterfly valves, bellows sealed globe valves, aseptic and industrial diaphragm valves, multi/quarter-turn valves, actuation, sight glasses, lined pipe, fittings and hoses, and air operated diaphragm and peristaltic pumps. Its trusted brands (in alphabetical order) ALOYCO, CENTER LINE, COMPAC-NOZ, CRANE, DEPA, DUO-CHEK, ELRO, FLOWSEAL, JENKINS, KROMBACH, NOZ-CHEK, PACIFIC VALVES, RESISTOFLEX, REVO, SAUNDERS, STOCKHAM, TRIANGLE, UNI-CHEK, VALVES, WTA, and XOMOX offer customers complete and innovative product portfolio designed for the most demanding corrosive, erosive, and high purity applications. Among the industries served are the chemical processing, biotechnology, pharmaceutical, oil & gas, refining, and power generation.

The Sales Engineer is responsible for establishing and maintaining long-term customer relationships by developing business through travel and providing outstanding customer service. Employees in this position sell goods where technical or scientific knowledge is required in such areas as physics, biology, engineering, chemistry, and electronics, and will have obtained a Bachelor of Science, Mechanical Engineering (BSME) Degree or have a history of relevant work experience. Knowledge of Crane Technifab's products and capabilities are very important as well as the knowledge of products, capabilities, and safety in all we do.

Essential Skills and Behaviors

Supporting the companys policies, processes, and procedures

Meeting or exceeding individual sales goals

Sales negotiation

Navigation of complex sales situations

Engineering/design capabilities

Creating detailed piping layouts

Gathering project details

Organization

Communication

Project management

Pricing detail/accuracy/profitability

Upselling / packaging deals and additional products

Cultivating customer relationships/ Creating customer loyalty

Rapid response time / exceed customer expectations

Make it easy for the customer

Integrity

Accountability

Respectful of others

Industry Knowledge

Competitor product knowledge

Crane Technifab product/capabilities knowledge

Love of the sale

Basic Skills

Communication with others to convey information effectively.

Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.

Understanding basic sentence structure, grammar rules, written sentences, and paragraphs in work related documents.

Understanding the implications of new information for both current and future problem-solving and decision-making.

Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

Social Skills

Persuading others to change their minds or behavior.

Bringing others together and trying to reconcile differences.

Being aware of others' reactions and understanding why they react as they do.

Actively looking for ways to help people.

Adjusting actions in relation to others' actions.

Complex Problem-Solving Skills

Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.

Technical Skills

Analyzing needs and product requirements to create a design.

Controlling operations of equipment or systems.

Generating or adapting equipment and technology to serve user needs.

Watching instrumentation (gauges, dials, or other indicators) to make sure a machine is working properly.

System Skills

Considering the relative costs and benefits of potential actions to choose the most appropriate one.

Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.

Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.

Resource Management Skills

Managing one's own time and the time of others.

Determining how money will be spent to get the work done, and accounting for these expenditures.

Motivating, developing, and directing people as they work, identifying the best people for the job.

Obtaining and seeing to the appropriate use of equipment, facilities, and materials needed to do certain work.

Work Activities

Establishing and maintaining interpersonal relationships

Obtaining information

Communicating with supervisors, peers, or subordinates

Organizing, planning, and prioritizing work

Communicating with persons outside organization

Selling or influencing others

Resolving conflicts and negotiating with others

Making decisions and solving problems

Interacting with computers

Developing objectives and strategies

Tasks and Detailed Work Activities

Sketch, draw and design proposed systems with all necessary components, safety requirements and details.

Negotiate prices, terms of sales, service agreements and costs.

Quote all prices, credit terms, or other bid specifications per Crane Technifab policies.

Prepare and submit sales documents for orders.

Provide seamless project management through proper turnover (delegation), as required.

Maintain constant communication with key stakeholders, internal & external, while in and out of the office.

Maintain knowledge of project status.

Visit establishments to evaluate needs or to promote product or service sales.

Maintain customer records, using automated systems.

Identify potential customers.

Maintain records of customer accounts.

Maintain records of sales or other business transactions.

Monitor sales activities.

Answer customers' questions about products, prices, availability, or credit terms.

Contact new or existing customers to discuss how specific products or services can meet their needs.

Emphasize product features based on analyses of customers' needs and on technical knowledge of product capabilities and limitations.

Compute customer's installation or production costs and estimate savings for new services, products, or equipment.

Select or assist customers in selecting products based on customer needs, product specifications, applicable regulations, and safety.

Prepare and develop sales presentations or proposals to explain product specifications or applications.

Complete expense reports, sales reports, or other paperwork.

Verify and coordinate delivery/installation schedules to meet project deadlines. Identify prospective customers using business directories, leads from existing clients, participation in organizations, trade show or conference attendance.

Inform customers of estimated delivery schedules, service contracts, warranties, or other information pertaining to purchased products.

Visit and Travel to customer sites.

Work with CAD department and engineering to ensure completeness prior to manufacturing.

Attend events to develop professional knowledge.

Coordinate sales campaigns.

Demonstrate products to consumers.

Discuss design or technical features of products or services with technical personnel.

Distribute promotional literature or samples to customers.

Explain financial information to customers.

Explain technical product or service information to customers.

Gather customer or product information to determine customer needs.

Monitor market conditions or trends.

Sell products or services.

Share sales-related or market information with colleagues.

Study product information to acquire professional knowledge.

Verify customer credit information.

Travel to various parts of the US and internationally

Making travel arrangements for flights, hotels, rental cars and submitting expense reports

Technology & Computer Skills & Software

Databases - Using a computer application to manage large amounts of information, including creating and editing simple databases, inputting data, retrieving specific records, and creating reports to communicate the information.

Graphics - Working with pictures in graphics programs or other applications, including creating simple graphics, manipulating the appearance, and inserting graphics into other programs.

Internet - Using a computer application to create, manipulate, edit, and show virtual slide presentations.

Navigation - Using scroll bars, a mouse, and dialog boxes to work within the computer's operating system. Being able to access and switch between applications and files of interest.

Presentations - Navigating the Internet to find information, including the ability to open and configure standard browsers; use searches, hypertext references, and transfer protocols; and send and retrieve electronic mail (e-mail).

Spreadsheets - Using a computer application to enter, manipulate, and format text and numerical data; insert, delete, and manipulate cells, rows, and columns; and create and save worksheets, charts, and graphs.

Word Processing - Using a computer application to type text, insert pictures, format, edit, print, save, and retrieve word processing documents.

Personal, Notebook and Tablet Computers - Customer relationship management (CRM software), database user interface and query software, enterprise resource planning (ERP software), analytical or scientific software, QuickBooks Enterprise accounting software, transaction security and virus protection software, Microsoft Office Suite software (PowerPoint, Word, Excel, Access, Publisher, Outlook/Exchange), business intelligence and data analysis software, calendar and scheduling software, data mining software, information retrieval or search software, internet browser software, network security and virtual private network.

Measuring & Drafting Equipment Using calculators, laser tape measures, levelling equipment, drafting scale, triangles, templates, French curve, compass & sketchpads.