Principal Technical Sales Engineer (TSE)

Honeywell International - Tulsa, OK

Full-time - Senior

Tulsa, OK

Computer and Electronic Product Manufacturing

About the position

We have an immediate opening for a Principal Technical Sales Engineer (TSE) in the Honeywell UOP's Modular Equipment Technical Sales team. This position is accountable for leading technical sales activities for the offering of highly-specialized modular systems for various Honeywell UOP process units. From lead to sale, the Principal Technical Sales Engineer understands customer needs and requirements, develops cost and schedule estimates, delivers proposals, and provides technical and commercial expertise. This position will assure that assigned proposal activities meet a high standard of quality and accuracy and meet promise dates for the required deliverables. The Principal Technical Sales Engineer will lead all sales support activities to offer UOP Equipment solutions to meet customer needs covering refinery, petrochemical, gas processing, and renewables product lines. They will be the focal point for the UPT TSE group on all technical sales activities and ensure that Project Execution is positioned for a successful equipment supply. The role involves developing proposals for multi-unit modular complexes that combine UOP and third-party equipment packages worth over $50 million. The engineer will independently drive internal and external parties to deliver solutions that meet customer needs, codes, and standards defined for the project, and within agreed timelines. In addition, this role requires coordination, direction, and management of other assigned Lead level Sales Engineers during the proposal development of multi-unit or mega-project opportunities. The Principal Technical Sales Engineer is expected to perform as a Subject Matter Expert (SME) for the C&E team and participate in all mega-project proposal strategy calls, including key customer-facing discussions, to drive consistency in approach and ensure teams leverage past work to drive speed and productivity. Additional duties include mentoring and training of new C&E team members and taking accountability for the development and maintenance of group infrastructure via the creation and revision of group work procedures. The engineer will work with other functions such as Sales, Product Marketing, Engineering, Project Execution, Service, and Training to determine UOP Equipment offering strategies, develop customer value propositions, and supply complete package proposals. They will review customer Request for Quotation packages, commercial terms and conditions, and customer specifications and standards, establishing promise dates for the required deliverables. The role also involves developing cost estimates, cash flow models, technical and commercial proposals, exception and clarification lists, and cost of compliance to customer specifications, providing proposal deliverables in time to meet customer needs. Furthermore, the engineer will provide technical and commercial expertise, participate in meetings including customer visits and presentations, proposal clarification meetings, and project kick-off meetings, assist Sales with negotiations and closing deals, and review purchase documentation. Maintaining and improving tools such as technical and commercial proposal templates, cost estimating templates, and sales collaterals is also part of the role, along with supporting new product development, new product introductions, and existing product improvements. Finally, the engineer will coordinate with Sales to provide accurate forecasting of opportunities and regular updates on opportunity status.

Responsibilities

• Lead all sales support activities to offer UOP Equipment solutions to meet customer needs covering refinery, petrochemical, gas processing, and renewables product lines.
• Develop proposals for multi-unit modular complexes that combine UOP and 3rd party equipment packages worth >$50MM.
• Independently drive internal and external parties to deliver solutions that meet the customers' needs, codes, and standards defined for the project, and within agreed timelines.
• Coordinate, direct, and manage other assigned Lead level Sales Engineers during the proposal development of multi-unit / mega-project opportunities.
• Work with and coordinate the inclusion of input from multiple Director level Execution and Business team leaders into the proposal Project Execution Plans, cost estimating, and Technical Proposal write-up.
• Perform as a Subject Matter Expert (SME) for the C&E team and participate in all mega-project proposal strategy calls, including key customer-facing discussions.
• Mentor and train new C&E team members & take accountability for the development & maintenance of group infrastructure via the creation / revision of group work procedures.
• Work with other functions (Sales, Product Marketing, Engineering, Project Execution, Service, Training, etc.) to determine UOP Equipment offering strategies, develop customer value propositions, and supply complete package proposals.
• Review customer Request for Quotation package, commercial terms and conditions, and customer specifications and standards; establish promise dates for the required deliverables.
• Develop cost estimates, cash flow models, technical and commercial proposals, exception and clarification lists, and cost of compliance to customer specifications; provide proposal deliverables in time to meet customer needs.
• Provide technical and commercial expertise, and participate in meetings including customer visits and presentations, proposal clarification meetings, and project kick-off meetings.
• Assist Sales with negotiations and closing deals, and review purchase documentation.
• Maintain and improve tools (technical and commercial proposal template, cost estimating template, cost database, etc.) and sales collaterals (customer presentation, technical data sheets, etc.).
• Support new product development, new product introductions, and existing product improvements.
• Support development and implementation of product supply-chain strategy and work process improvement.
• Coordinate with Sales to provide accurate forecasting of opportunities and regular updates on opportunity status.

Requirements

• Minimum of 10 years experience of project execution, sales support, or business development in refining, petrochemical, sustainable technology solutions, or gas processing areas.
• Cost estimate and proposal experience in oil and gas industries.

Nice-to-haves

• BS in Engineering
• EPC background in refining, petrochemical or gas processing
• Experience in sales, sales support, engineering, project management, process operations or technical service role within refining, petrochemical and gas processing industry
• Willingness to expand comfort zone to build skills in unfamiliar equipment offerings
• Proven ability to deliver on complex situations or problems without guidance or supervision
• Strong work ethic with demonstrated ability to meet customer deadlines
• Strong negotiation skills in both internal and external customer interactions
• Strong interpersonal, presentation, organization, and communication skills