Sales / Sr. Sales Engineer - East Region

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, heat exchangers, process systems, turboexpanders, services, and solutions for the liquefied natural gas (LNG), liquefied hydrogen (LH2), and industrial gases industries. Applications include fueling stations, marine engines, peak shaving, power generation, virtual pipelines, carbon capture, geothermal power and well stimulation. We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with $1.5 B USD in annual revenue, 8000 + employees worldwide, and publicly traded on the Tokyo Stock Exchange.

The objective of this position is to perform aftermarket sales for cryogenic pumps and turbo expander after-sales solutions. We are looking for a self-driven, motivated sales engineer with multiple years of experience in aftersales for cryogenic applications. A combination of product knowledge and business knowledge will be required to execute this mission. The successful candidate will be part of a growth journey doubling our aftermarket business over the next few years and will have a significant influence on future aftermarket sales development.

Essential Functions/Responsibilities

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Business Development - Work with the Business Line Manager (BLM) to create a business development plan for assigned accounts & territory of India & South Asia. Responsibility to execute the plan agreed with management based on Budget and yearly growth ambitions.
• Customer Segments will be LNG, FLNG, FSRU Terminals, Industrial Gases, City Gas Distribution (CGD) LCNG/LNG, High Horse Power, Hydrogen Etc. where we have cryogenic equipment’s installed across the territory of India & South Asia.
• Growth & Targets - Achieve Targets for Order Booking, Order Invoicing & Profitability, double digit growth YOY by forging strong relationships with our customers for all NCS Products.  
• Service Ladder – Responsible to climb the service ladder and increase the Customer Share of Wallet for all NCS Products on offer for given product lines.
• 1:1 Field Sales Visits – Primary duty to reach out to customers, understand their service needs for Nikkiso Cryogenic equipment’s. Penetrate the complete Installed Base of equipment’s and maintain up to date information on customers, running pattern of equipment and future potential business for customers assigned.
• Generate Leads – By visiting / virtual reach to customer, this person is responsible to generate aftermarket sales leads for NCS Products
• Follow up customers’ inquiries and technical requests, understand technical specifications, and prepare commercial quotations. Manage the Opportunity funnel in Sales Force
• Promote and sell the NCS aftermarket products, including Service Agreements, Repairs, Field Services and Upgrades as offered to all existing and new customers.
• Annual Rate Contract - Establish annual rate contracts for spare parts with bulk buyers/customers who has significant impact on order volumes.
• Be responsible for the maintenance and growth of the Service Contract business for all product groups of the CEIG Group in the assigned sales territory.
• Evaluate needs and negotiate contracts directly with key accounts or indirectly with 3rd Party Service Providers subject to designation of authority.
• Develop existing and build new customer relationships ensuring Nikkiso is seen as a long-term business partner.
• Aid prime equipment sales by maintaining and developing effective, working customer relationships via valued service products.
• Develop proposal for aftermarket sales campaigns for specific service products and markets/customers and align campaigns with the BLM, PLM and Business Development Manager leadership before execution.
• Monitor changes and developments within the industry and report to management.
• Promote all NCEIG product portfolio, follow-up and share sales leads internally.
• Document activities in our CRM program, Salesforce.
• Other duties as assigned.

Competencies -

The successful candidate will possess a unique blend of educational qualifications, sales skills, leadership experience, and personal attributes that ensure the individual is well-equipped to understand the complexities of business development across different cultures and regions.

• Sales Skills: Proficient in sales techniques, negotiation, and strategies. Ability to effectively close deals.
• Leadership: Strong leadership abilities to motivate and guide sales teams. Ability to set goals, delegate tasks, and evaluate performance. Take ownership & control of own tasks.
• Communication: Communicate effectively through exceptional written, verbal, and listening skills in order to interact with clients, team members, and senior management. Ability to deliver persuasive presentations and articulate sales strategies.
• Relationship Building: Proven ability to build and maintain strong relationships with clients, stakeholders, and business partners. Capable of networking to expand business opportunities.
• Analytical Skills: Strong analytical abilities to assess market trends, competitor activities, and sales data to drive informed decision-making. Proficiency in using sales analytics tools and CRM systems.
• Strategic Mindset: Ability to develop and execute tailored sales strategies and plans to achieve organizational goals. Capable of analyzing market opportunities, identifying target segments, and formulating effective plans.
• Problem-Solving: Exceptional problem-solving abilities to address customer concerns, market challenges, and team dynamics. Capability to think critically and propose creative solutions.
• Product Knowledge: In-depth knowledge of the company's products/services and ability to effectively communicate their features, benefits, and value propositions to customers.
• Industry Knowledge: Broad knowledge of the industry, market trends, and competitor landscape. Ability to stay updated on industry news and changes that may impact sales strategies.
• Ability to speak read and write English multi-lingual ability desirable.

• Ability to travel globally.

Work Environment

• Job will generally be performed in an office environment but may require extensive travel to customer sites, to a client's office, production facility, or industrial/construction job site.

• Conditions will vary at each location, but the conditions listed above will generally apply.

Education and Experience

• Bachelor’s degree in business administration, marketing, or a related field.

• A master's degree in business administration is preferred but not essential.
• At least 5-8 years of progressive sales experience in a similar industry or related field.
• Proven track record of achieving and exceeding sales targets.
• Experience in managing and leading a sales team.
• Familiarity with various sales techniques and methodologies.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.