Job Description
Job Summary:
The Application Sales Engineer (ASE) is responsible for selling value-added technology-based gas applications in collaboration with the Account Managers. This includes prospect evaluation, technical solution design, value creation and capture determinations, proposal writing and presentation, process change management leadership, and support of the account manager in closing the deal. The ASE will perform the application start-up. In addition, the ASE is responsible to assist the account manager in the growth and renewal of existing business and the identification of prospects. The ASE is responsible to facilitate the closing of new business and renewals in a team selling environment with the account managers he or she supports.
Principal Responsibilities:
- To create, grow, and maintain sales of industrial gas products and technical solutions to new and existing customers in food industries.
- To be the technical expert that differentiates Messer from the competition and drives profitable sales using the Messer Pro sales process for both the acquisition of new customers and the growth and retention of existing customers
- Differentiate Messer’s equipment and solution offerings from competitors by understanding prospect/customer needs and objectives and applying creativity, innovation, and a value-added sales approach
- Supports the sales and market segment personnel (e.g., opportunity qualification, design of technical solution and determination of value creation, understanding of customer/prospect feedback regarding the solution, support in the development of solution cost, proposal development for technical solutions) in winning business in a team effort. Gains understanding of competitive gas supply contract terms.
- Maintains the existing customer base through customer process knowledge and technical expertise and assists in relationship selling
- Responsible for obtaining insight regarding industry trends and opportunities for the development of new application technologies or improvement of existing equipment
- Builds relationships with multiple functions (eg., operations, maintenance, engineering) in prospect/customer organizations
- Develops and employs industry network (e.g., industry players, complimentary equipment/service providers, academics) to enhance Messer prioritization and performance
- Responsible for applications equipment/technical solution design for the target industry working closely with the Applications Equipment Engineering
- Responsible for actions that are precursors to successful value creation through application of technical solutions such as customer process audits, and safety training and awareness activities
- Maintains technical knowledge and competence in the company's applications technologies and services as well as alternative and competitive technical solutions