Pump Upgrades Techno Commercial Lead, Europe

4 weeks ago

Glasgow, United Kingdom Celeros Flow Technology Full time

For over 140 years our products have helped ensure the safe, reliable operations of key industries. With a passion for precision and partnership, Celeros Flow Technology continues this heritage of high performance and dependability, providing mission critical, sustainable flow control solutions for our customers around the globe.

Celeros Flow Technology is looking for individuals with a voice and a vision. We embrace change, diversity and promote new ways of looking at old ideas. We seek talented professionals to join our world-class team of innovators in a global, collaborative & multi-cultural environment, where you will be challenged, supported, and inspired to be extraordinary.

**GENERAL SUMMARY**

The role will be responsible for developing, implementing, and validating world class value driven Pump Proposals, including coaching the aftermarket pump commercial operation teams to ensure consistent proposals are produced across all Celeros pump facilities. Central to achieving this will be the definition & implementation of a scalable, repeatable costing methodology to support the **_Pump Upgrades, Re Rates & Retrofit Program_**.

The scope of the role will focus on driving **Pump Sales & Revenue Growth** across **_Europe & Africa_** **in the areas of technical, hydraulic, performance upgrades to own and competitor High Energy Pumps products.

The role holder will proactively interact with new and existing customers to understand the markets needs and expectations for Pump Upgrade & Re-Rate opportunities and to adjust and improve Celeros proposals and offering accordingly. This includes working with global Engineered Solutions Program Manager, regional commercial & engineering teams to develop the customer relationships & generate leads, defining and quantifying the technical opportunity, all with the objective to achieve the specified sales and business targets.

Success in this role requires a comprehensive understanding of Pump Upgrades & Re Rates, customer needs, combined with a technical understanding of the costing, sourcing & manufacturing aspects of upgrading pumps.

**PRINCIPAL DUTIES AND RESPONSIBILITIES**

Technical Aspects
- Work with Global Program Manger to define target products, market sub sectors and geographies to approach.
- Generation of Technical Support materials to provide to commercial teams broken into the various the pump upgrade offerings.
- Direct Presentation of the Technical Advantage and ROI Business Case to Clients as required.
- Definition and implementation of a consistent methodology for Technical Quotes & Costings in conjunction Aftermarket Service Operations teams on upgrade / re rate opportunities.
- Keep updated on Industry Regulations, Technical developments in areas of Metallurgy, Coatings, manufacturing techniques and market drivers, Rival Re-Rate programs, MSA’s which would help secure upgrade / re rate contracts.
- Designing & oversight in conjunction with Operations teams standardized procedures for post order execution of Upgrade & Re Rates Contract to ensure optimal customer experience and OTD of Upgrade Contracts.
- Facilitating and participating in the interfaces between Engineering, Project Management and commercial Operations in complex upgrade tenders.

Commercial Aspects
- Presentation of white papers at Client Sites and Technical Seminar on commercial and technical benefits of upgrade & Re Rate of Pumps versus new capital purchase.
- Creation of ROI Business Cases Documentation, calculations to support the commercial teams in presenting the upgrade opportunities. Support Commercial teams in engagement with customers to present ROI Calculations and business case for upgrades to secure opportunities.
- Responsible for summarizing, presenting the technical & commercial risk evaluations and Risk Mitigation actions to senior management on larger scale upgrade & re rate opportunities.
- Coordinate and actively participate in the order hand over meeting of larger / complex opportunities with the Manufacturing Facility, Project Managers and Supply Chain Teams. Provide clarification on any specific project requirements and on any technical or commercial queries.

**KPI - / DELIVERABLE METRIC**
- Defined costing methodology aligned per upgrade / re rate offering category.
- Commercial Offering / Value Proposition Bids & literature to align with Pump upgrade, Re Rate & Retrofit road map.
- Technical Training Material & Presentations suitable for internal and external stakeholders.
- Upgrade & Re Rate Bookings as per annual target.

**KNOWLEDGE, SKILLS & ABILITIES**
- Exhibits confidence with negotiations and possesses the power to influence
- Comfortable with Change Management Techniques and Programs
- Thinks creatively and has in-depth engineering knowledge to solve problems and provide technical solutions, combined with relevant commercial / Marketing experience to present client focused solutions
- Must be able to define a problem, assess risk, and develo

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