Description

About Barber-Nichols:

Barber-Nichols (BN) is a leading provider of custom turbomachinery for the Defense, Aerospace, Cryogenics and Energy industries. This is a unique place. Our company is made up of people that are at the top of their game. And we are working with customers who are at the top of their game. Together, we help our customers revolutionize their markets and build amazing relationships with them in the process. If you're seeking to work with an amazing team in a “get-it-done” atmosphere that supports your development, and recognizes your achievements, BN is the place for you.

Position Summary: The Senior Sales Engineer serves as one of the company representatives in pursuit of sales of engineered products for the space and defense industries. This position requires the ability to communicate the technical and functional aspects of company products and services to customers. The Senior Sales Engineer is responsible for independently leading capture of new business for all company products and services against annual sales goals. Primary activities include application engineering and product sizing, detailed budget and proposal generation, commercial terms negotiation and order closing functions.

Requirements

Key Results Areas:

1. Ownership of the new business opportunity lifecycle.

Find and mature opportunities from customers by self-managed efforts including various face-to-face, electronic, and other communications.
Travel to customer sites and industry conferences to gain insight into customer, programmatic, and market needs.
Qualify prospective inquiries and solicitations that meet company objectives.
Gain awareness of potential competition and develop win strategies for qualified opportunities.
Submit written reports of sales calls.

2. Lead and write proposals in response to customer inquiries.

Develop competency in proposal planning for opportunities varying from basic offerings to multi-month efforts with complicated budgets/schedules, including FAR-compliant proposals with certified cost and pricing requirements.
Define technical solutions that consider budget, technical requirements, competition, and availability of company resources.
Direct proposal teams, made up of internal subject matter experts as needed, but retain final responsibility for proposal integrity.
Clearly communicate customer requirements to the organization and specifically to the proposal team to adequately mature design concepts.
Ensure on-time proposal submission, support negotiations, and close orders in support of sales goals.
Review and reconcile customer orders against proposal/negotiated terms.

3. Build knowledge of Barber-Nichols’ product, capabilities and solutions to enable best fit with customer needs.

Study Barber-Nichols’ existing designs for pumps, compressors, fans, turbines, e-products, etc. to familiarize with existing markets and customer applications.
Learn basic preliminary applications engineering and product sizing calculations for pumps, compressors, turbines, and power electronics products to qualify and provide timely/useful feedback to customers.
Develop and continually broaden knowledge of the technical aspects and limitations of company products and capabilities.
Develop an area of technical expertise within the sales group.
Understand how products and/or services integrate into customer systems.

4. Market familiarization, relationship building and promotion.

Form relationships with key points of contact within target business sectors and customers.
Cultivate detailed understanding of customer business processes and programmatic approach.
Plan and support promotional activities including trade shows and participation in conferences. Share experiences and learnings with organization via call or trip reports.
Work with marketing team to create promotional material including literature, site content and product presentations.

Qualifications:

To qualify for this position, an individual must possess the knowledge, training, experience and abilities required.

Education and Training

Bachelor's degree in engineering discipline or equivalent science; or equivalent combination of education and experience.

Experience

10+ years of experience working in technical sales or engineering position.

Other

Excellent written and verbal communication skills.
Must have driver’s license to support range of customer visits.
Must be willing to work overtime as required.
Travel up to 20% of working time.

Desired Job Qualifications:

To perform the job successfully, an individual should demonstrate the following competencies:

A refined working knowledge of rotating equipment including mechanical, thermodynamics, fluids, and some electrical engineering principles preferred.
An ability to apply above principles to turbomachinery and power electronics products that meet customer needs and applications.
Strong technical writing skills with an ability to independently write well-worded and concise descriptions on a variety of turbomachinery and electrical topic areas.
Knowledge of specific industry and worldwide market standards.
Experience with FAR-based government contracting processes and regulations.
Awareness of typical language found in commercial terms and conditions, with the ability to identify and negotiate clauses which may adversely affect the business.

Physical and Mental Demands

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of the position. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Physical demands: While performing the duties of this position, the incumbent is primarily required to sit, stand, walk, stoop, bend, inspect facilities, climb ladders and roofs, and other high-risk areas. Required to speak and communicate clearly with others. Occasional lifting up to 50 pounds. Corrected vision to 20/20 or adequate and ability to identify and distinguish colors. Hearing ability sufficient to safely perform essential functions and be aware of audible hazards/warnings. May involve physical tasks such as conduction inspections and audits, responding to emergencies, or implementing safety protocols.
Mental demands: While performing the duties of this position, the incumbent is required to read, write, analyze data and reports, exercise judgment, develop plans, procedures and goals, present information to others and work under pressure.
Work Environment: While performing the duties of this position, the incumbent is exposed to a high level of manufacturing and equipment noise. Duties are performed outdoors and indoors in a manufacturing environment with temperature changes. Exposure to hazardous materials, fumes, dust, odors, airborne particles and moving mechanical parts with vibration. Office and on-site inspections of facility areas.

Work Authorization/Security Clearance

Must be able to work in the U.S without sponsorship. Ability to obtain US government security clearance is required.

ITAR Requirements:
To conform to U.S. Government commercial space technology export regulations, including the International Traffic in Arms Regulations (ITAR), 8 U.S.C. § 1324b(a)(3), applicants for employment at Barber-Nichols must be a U.S. citizen or national, lawfully admitted for permanent residence into the U.S. (i.e., current green card holder), or lawfully admitted as a refugee or granted asylum under 8 U.S.C. § 1157-1158. Security clearance is required for this position.

To conform to U.S. Government international trade regulations, applicant must be a U.S. Citizen, lawful permanent resident of the U.S., protected individual as defined by 8 U.S.C. 1324b(a)(3), or eligible to obtain the required authorizations from the U.S. Department of State or U.S. Department of Commerce.

Equal Opportunity Employer:

Barber-Nichols is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, marital status, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any protected status as defined by law.

Compensation and Benefits:

The salary range for this role is $125,000 - $155,000. This range represents the anticipated minimum and maximum base + bonus for this position based upon a good faith and reasonable estimate. The final compensation for this position will be set based on the applicant’s qualifications (education, training and/or experience related to this role), and therefore, may fall outside the range shown, depending on the circumstances.

To view our benefits provided please visit Careers | Barber-Nichols.

Barber Nichols anticipates the application window closing approximately 30 days from the date the notice was posted. However, factors such as candidate flow and business necessity may require Barber Nichols to shorten or extend the application window.