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Honeywell UOP’s Performance Equipment and Control Solutions (PECS) business offers proprietary equipment for Refining & Petrochemical (R&P) Process Units. These high value products enhance the performance of UOP process technologies and enable overall operational profitability for the customers. These products are classified under the “Key Mechanical Equipment (KME)” and “Process Equipment (PE)” categories and involve mass transfer, heat transfer and/or fluid dynamics solutions in technologies such as Sorbex, Catalytic Reforming, Hydroprocessing, Fluidized Catalytic Cracking (FCC), Propane Dehydrogenation, Isomerization, Renewables and Integrated Flow-schemes.

The “Sr. Technical Sales Engineer – Equipment” is responsible for the performance of technical and commercial activities that result in techno-commercial proposals for customer projects. The engineer will handle KME and/or PE opportunities that have passed intake screening and are approved for proposal to customers.

This position will be located in Des Plaines, Illinois.

Primary Accountabilities:

The Sr. Technical Sales Engineer –Equipment has accountability for delivery of proposal documents and high-level project plans that address key customer needs of opportunities in the Equipment sales pipeline. The position is responsible for thorough investigation of customer requirements, creation of key project documents, coordination with engineering and procurement, and the creation of cost estimates, cash flows and proposal documents. The position will coordinate with sales, project execution, technical services, engineering and procurement to answer the requirements that are defined in customer's Invitation to Bid and in Project Specific Sales Strategy / Proposal KOM notes.

• Technical Sales for KME and/or PE project opportunities by working with Sales, Business, Engineering and other disciplines and/or business groups as required, and drive each opportunity to close by working closely with Sales throughout the sales phase

• Develop and maintain the project specific sales strategies (PSSS) with Sales/Business, including maintenance of proposal records in SFDC throughout the sales phase until close and participate in win/loss evaluations

• Continuously monitor the progress of each opportunity using the PSSS, making sure action items on RAIL is completed and PSSS form is updated with the latest information

• Develop & maintain sales materials (presentations, etc.) with business PLMs, and deliver sales presentations to customers as required

• Maintain working relationships with Business leaders, Offering Manager, Project Development Managers, Equipment Engineering, and Procurement departments to coordinate resources and expertise in support of Equipment Proposals.

• Receive inquiries / Invitation to Bid documents for opportunities and plan the response with Sales. Set promise dates with Sales and perform cost and cash estimating with proposal document generation in time to meet project needs.

• Co-ordinate and document reviews of customer issued technical specifications with support of engineering disciplines. Develop estimates for cost of compliance to these specifications. Develop lists of exceptions, clarifications and deviations as necessary.

• Interface with process engineering to develop and showcase optimized design solutions for customer’s requirements.

• Co-ordinate with engineering teams (internal teams or external vendors) for generation of engineering data usable for proposal development.

• Develop sourcing plans and project execution philosophy via interactions with procurement and vendors, including RFQ generation, technical and commercial bid evaluation, cost & contingency estimation.

• Own and develop project specific cost workbooks, cash flow models and proposal documents as required by the project and the customer. Gain internal buy-in of project and proposal plans, take Ownership and navigate the opportunity to sale. Support the review of project details, including cost review, with business and executive management.

• Lead Commercial Project Readiness (CPR) meetings to evaluate plans for transfer of material and services during the course of a project between UOP, vendors and customers, from local and international taxation and law compliance perspective

• Incorporate equipment improvements and innovations into standard proposal costs and design details. Coordinate key supplier list for all equipment within a product line between engineering and procurement.

• Create and maintain various databases of project costs, resources and schedules for product lines

• Develop and implement methodology and work process for identifying opportunities for standardization.

• Support development of commercial proposal with sales, including development of payment milestones & cash-flow, pricing strategy, etc.

• Develop commercial risk summary for Senior Leadership’s approval where required, ensuring that appropriate technical and commercial risks have been identified and mitigation strategies have been put in place for all new offerings

• Lead technical clarification meetings and support commercial clarification / negotiation meetings, including pricing strategy with sales and customers.

• Coordinate all project development activities with support groups such as Engineering, Project Execution and Procurement. Expedite those efforts to keep overall project timeline intact.

• Lead multi-disciplinary teams to review project plans, cost, product positioning and sales strategy. This may include participation in and coordination of technical clarification meetings. Prepare Technical Sales handover package to Project Management for sold projects.

• Support corporate policies, especially in relation to Office & Field Safety practices, Workplace Culture, Operating Guidelines, Integrity, Compliance, Intellectual Property protection and Diversity.

YOU MUST HAVE

•5+ years of experience in the Refining, Petrochemical or Gas Processing industries is required, with a strong focus on Process and/or Mechanical Design, Technical Sales, Proposal Development and Cost Estimation for EPC / LSTK / Modular projects.

•Process design and/or technical sales experience for heat transfer / mass transfer (e.g. distillation) technologies / products.

•Strong interpersonal, presentation, organization, and cost analysis skills are required

•Experience in project contractual, legal, tax and financial issues is beneficial

WE VALUE

•B.E. / B. Tech. degree in Chemical or Mechanical Engineering

•Management/Business Management skills/Financial acumen in general is required. Prior cost estimating experience and project management is highly beneficial

•General knowledge of Refining, Petrochemical, Gas Processing Industry is required including various local and international codes and standards. First hand working knowledge of UOP’s process technologies is a great plus.

•Adept at use of database, spreadsheet and other various software tools is required. These include Acrobat, Excel, ICARUS, MS Project and MS Word

•Ability to work independently and ability to multi-task using comprehensive problem-solving skills

•Experience in change management and in working across functional lines and organizations is considered ideal

•Excellent written and oral communication skills required for worldwide cross-functional teamwork environment.

•Ability to travel up to 10% annually

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.