Become an expert in applications of a variety of centrifugal rotating equipment including compressors, steam turbines, expanders and pumps.
Develop and prepare technical solutions and proposals for new equipment for customers in Petrochemical, LNG and sustainability markets such as Hydrogen, CO2 (CCS/CCUS), Ammonia and Energy storage.
Provide technical and commercial support to promote the business including strategic initiatives.
Interface with engineering, operational groups at our USA/Japan factories, and with customers across the EMA region in the development/clarification of proposal information.
Respond to customer inquiries for new equipment. This involves the following key steps:
Review inquiry to understand goals of projects.
Work with sales to develop strategy by understanding market trends, customer needs, budget, & competition.
Design machines and auxiliaries including aerodynamic performance, rotordynamic stability and mechanical design analysis for entire scope of equipment.
Define scope of supply of equipment packages around the main units.
Conduct cost analysis including hardware, labour, engineering, drafting, vendor supplied components and all other costs related to the project.
Prepare specifications for major purchased auxiliaries and act as technical resource for subsequent vendor inquiries.
Create proposal including data sheets, scope, performance curves, pricing, delivery, comments/ exceptions to specifications and all other pertinent data.
Submit proposal to sales and aid sales in presenting proposal to customer if necessary.
Technical/commercial support during quote phase:
Answer technical/commercial questions from sales and customers concerning proposal.
Modify proposal as required from sales or customer concerning proposal.
Work with sales/management to adjust scope/delivery/price as needed to be competitive.
Participate in pre-contract meetings with sales/customer if required.
Transfer data to project teams in USA and Japan after order received:
Prepare design specifications.
Attend kick-off and transfer meetings.
Assemble all pertinent information including inquiry specs, scope, costs, schedule, etc. to define project for project manager.
Act as technical/commercial resource for project manager throughout project.
Continuous improvement:
Automating standard, repeatable procedures and calculations.
Cooperation with other related groups (i.e.: new equipment and rerate group).
Keeping current with technology through magazines, trade shows, articles, on and off-site training, etc.
Studying customers and competition to identify market trends, new application of technology, innovations, etc.
Implement business/marketing plans and strategic initiatives:
Utilize technical and commercial skills and contacts to conduct market analyses.
Write reports to assist sales and marketing in selling new technology and developing new markets.
Support sales team with customer facing technical presentations
Bachelors degree or equivalent.
Extensive understanding of thermodynamic and aerodynamic concepts as related to the performance of turbomachinery including heat transfer, gas properties, efficiency, head, work, etc.
Application and design knowledge of steam turbines, compressors, pumps as well as their related auxiliaries (i.e. motors, gears, lube systems, etc.)
Ability to understand and balance the inter-relationship between price, performance, delivery, and reliability when selecting/designing a unit.
Good verbal and non-verbal communication skills for preparing proposals, conducting meetings, answering sales/customer questions and writing technical papers/articles/procedures.
Design/analytical skills in the application/design of bearings, seals, materials, thermal and dynamic stress and strain, rotor dynamics, etc.
Strong attention to detail in preparation of all documentation.
Computer skills including Sun and IBM networks, application programs, Word, Excel, Lotus Notes, etc.
Good understanding of sustainability and emerging markets like Hydrogen, CCS/CCUS, Ammonia, Energy storage.
Travel is required to support sales in presenting proposals to customers and answering technical questions, participating in pre-contract meetings. Travel may also be required to attend trade shows, present papers, participate in discussion groups.
Occasional travel required for training purposes. Average 4- 6 trips per year, 2-3 days each.
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