Sr. Sales Representative - Oil and Gas Refining

John Crane Inc Los Angeles, CA
Job Details

Closing On: 24/11/2018 Sr. Sales Representative - Oil and Gas Refining

Location

Americas, USA, California, Los Angeles

Job Reference

JCNA00147

Schedule Type

Full Time

About Us

John Crane (www.johncrane.com) is a global leader in rotating equipment solutions, supplying engineered technologies and services to process industries. The company designs and manufactures a variety of products including mechanical seals and systems, couplings, bearings, filtration systems and predictive digital monitoring technologies. John Crane customer service is accessed through a global network of more than 200 sales and service facilities in over 50 countries. Fiscal year 2016 revenue was greater than 1 Billion USD (£830m). John Crane is part of Smiths Group (www.smiths.com), a global leader in applying advanced technologies for markets in threat and contraband detection, energy, medical devices, communications, and engineered components.

Job Description

The purpose of this position is to develop new Oil and Gas accounts to grow revenue and market share with existing accounts for service contracts as well as full product line spectrum such as mechanical seals and systems and couplings. Oil and Gas refining/Plant experience needed. The successful applicant wil have familiarity with maintenance and reliability processes in the oil and gas industry. Could also have experience with industrial pump sales or rotating equipment.

* Grow market share by identifying new business opportunities and securing contracts with new customers.

* Manage assigned sales activities expenses within approved budget.

* Secure sales contracts within budgeted pricing guidelines and meet company standards for margins.

* Review price quotations, sales contracts, change orders and discounts before submitting for approval.

* Manage assigned key accounts and resolve service issues with clients.

* Manage all required sales reporting for assigned area such as aggregate and site/region specific forecasts, actual sales results, variance analysis and mitigation plans to eliminate negative variances.

* Provide weekly/monthly/90 day sales forecasts and explain variances to forecasts.

* Conduct market and competitor analysis to identify new clients and opportunities to grow market share.

* Continually update industry, product, competitor, and market knowledge and provide information to Director Sales and Marketing.

* Upsell and expand revenue with existing clients.

* Coordinate Sales activities among regional engineering staff.

* Follow up on post sales activities to ensure customer satisfaction, and work with internal resources to address and resolve issues that resulted in unsatisfied customers.

* Address performance issues to continually enhance the overall quality and competence of the department.

* Identify frequent service failures to support continuous improvement efforts.

* Comply with and ensure department compliance with Company health, safety and environmental policies.

* Comply with all applicable U.S. export control and security regulations.

* Additional duties as assigned.

Position Requirements

* High School Diploma or equivalent required, Bachelor's degree preferred.

* Minimum 5 years sales experience selling into oil and gas refining/processing industry OR 5 years experience in maintenance and reliability in oil and gas industry.

* Requires comprehensive knowledge of products sold and serviced by the company including the application of those products

* Excellent people skills and ability to sell

* Demonstrated experience of achieving year over year sales growth

* Ability to manage a team of people with various job responsibilities

* Excellent communication skills

* Self-Starter and highly motivated to achieve results with minimal direct supervision

* Ability to develop presentations for customers and potential customers and present in a professional manner

* Computer literate with good working knowledge of MS Office suite and ERP systems

Physical/Mental Requirements

* Ability to solve complex practical problems

* Must be able to simultaneously manage several objectives, and reassign priorities

* Deal with a wide variety of variables in situations where only limited standardization exists

* Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form

* Ability to work effectively under pressure to meet deadlines

* Ability to think strategically and develop strategic plan

* Ability to inspire, motivate and influence diverse global teams

* Ability to lead and work in cross-functional multi-cultural teams

* Must be able to sit for extend periods of time; a minimum of 2 hours.

* Must be able to maneuver to all areas of the office, shop, warehouse, or manufacturing plant

* Must be able to lift up to 20 pounds and carry up to 10 pounds.

* Must be able to bend, reach, kneel, twist, and grip items while working at assigned desk area.

* Must have the manual dexterity and coordination to operate office equipment.

* Must be able to read, write, speak and understand English.

* Must be able to respond to visual and aural cues.

EHS Requirements

* Complete all work in a safe manner and follow all safety requirements consistent with supporting the Company's goals.

* Lifting guidelines in accordance with the Manual Lifting Guidelines noted in the Safety Handbook.

* Follow all environmental requirements consistent with supporting the company's environmental performance goals.

* Complete, and actively participate in all other EHS training requirements

Work Environment

Work environment is typically considered within a Smiths location during normal or extended business hours to include offices, manufacturing plants and repair facilities. Work environment may also include customer sites including oil well sites, and meeting venues.

The noise level in the work environment is usually loud and approved PPE is required when on the factory floor

EEO

It is the policy of John Crane to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, color, religion, gender, sex, sexual orientation, genetic information, marital status, status with regard to public assistance veteran status or any other characteristic protected by federal, state, or local LAW. In addition, John Crane will provide reasonable accommodations for qualified individuals with disabilities.