Sales Engineer (Shanghai)

The role

Provide technical support to the Sales Team during the bid phase of new projects to maximise bid win rates and minimise new project risks. Support encompassing;

• Assist with compilation of performance estimates.
• Remain fully conversant with;
  • The activities, processes and tools associated with provision of performance estimates.
  • Ship trials protocols associated with demonstrating the performance of the Silverstream® System.
  • The standard products.
  • With installation activities associated with integration of the Silverstream® System at Ship (both Retrofit and Newbuild), extending to setting to work and commissioning activities.
• Retain a clear understanding of the critical characteristics associated with the Product offerings.
• Identify and apply the correct standard Product to an opportunity in focus, raising any potential issue of divergence.
• Support client technical discussions as associated with Product integration at ship through a broad understanding of different technical disciplines (structures, marine, mechanical, electrical, automation and supply chain).
• Develop and maintain technical document templates.
• Provide a level of technical expertise such that routine projects can be bid within the Sales Team resource pool, reducing the need for broader Tech Team involvement where a standard product is deployed.

The responsibilities

• Review and understand customer specifications and requirements.
• Create and maintain standard bid technical documents and drawings on behalf of the Product Development Lead (Performance Estimates) and Product Manager (Technical offering).
• Adapt standard bid documents for project specific requirements.
• Produce Assumptions, Exclusions & Deviations Lists (AED).
• Ensure consistency of technical solutions as applicable to vessel type, size and operational profile.
• Support customer meetings and correspondence with technical expertise.
• Generate and maintain technically focused sales collateral.
• Prepare statements of work and technical input to Requests for Quotation (RFQ).
• Review supply chain bids to assure technical compliance.
• Assess project scope of work and identify matching Product.
• Anticipate and mitigate risks within the project.
• Coordinate technical bid reviews with Tech Team stakeholders.
• Provide technical input to customer business case development.
• Prepare technical aspects of new order handover process.
• Contribute to continuous improvement and process optimisation.
• Provide technical input to development of a bid configurator.
• Attend and lead vessel surveys.

The requirements

• Degree in Engineering or a relevant subject.
• Chartered Engineering Status is desirable though not essential.
• Experience with providing engineering input to marine bids and projects involving system integration and outfitting.
• A clear and demonstrable history in delivery of engineering expertise to projects with mechanical, electrical and automation elements.
• A clear and demonstrable understanding of marine compressors, piping, HVAC (heating, ventilation and air conditioning), and automation.
• Experience relating to the oversight and verification of mechanical works executed within a shipyard environment.
• Experience in proposal development activity related to equipment sales within the marine sector.
• Knowledge of marine classification society rules (DNV, ABS, LR, etc.).
• Experience of working on the global stage with situational and cultural sensitivity.
• Have a strong customer focus, be personable and presentable and be able to work effectively with internal and external customers.
• Working knowledge of AutoCAD.