天津招聘

Job Details:

Hiring Manager: Application Engineering Manager (Europe & Aspac)
Job category: Sales
Travel required: Yes, 50% Aspac

Job Dimensions:
The Industrial business manufactures and supplies a range of metalworking and high performance lubricants & related services to some 50,000 customers in the equipment manufacturing and industrial maintenance market spaces across more then 35 countries.
The Industrial business deploys sales, marketing, engineering, research and manufacturing capabilities in support of its customer offers.

A select group of customers have been identified as Key Accounts, with whom we share similar values and would like to progress through a partnership approach. The Key account team consists of Key Account Managers and Application Engineering experts. They will focus on improving the net profitability of business with the Key accounts while increasing the share of wallet for differentiated products, with a strong focus on metal working fluids (MWF) and high performance lubricants (HPL).

Role Synopsis:
In order to sustain and improve the business within our Key Accounts, it is important that Europe & AsPac provides effective Technical and Engineering support for various product and service offers.

? The Job ‘Application Engineer - AsPac’ reports to the ‘Application Engineering Manager- Europe & AsPac’ who in turn reports into the Key Account Director- Europe & AsPac.
? Works in close co-ordination with Regional Key Account Managers with the primary intent to strengthen Key Account Management in AsPac with same consistency across regions. Offer application expertise and support to those Key Accounts having their plants in AsPac.
? The job holder will play a key role in empowering local AsPac teams to develop new sustainable business opportunities through the Standardisation of methods, best practice mentoring, & transfer of knowledge across regions.
? The job holder would support the implementation of Key account process across AsPac, including Key account systems and process to document Key Account Plans (KAP), Continuous Improvement Projects (CIP), Process for Trials at key accounts and Case studies documentation.
? Job holder to have expertise machining and process predominantly in MWF and offer application support to KA in the region.
? The job holder will also work closely with the country managers in AsPac to support value selling in the Key accounts.


Key Dimensions of the Job.
To lead and implement projects, for MWF & HPL business opportunities in Key Accounts through Value selling.
To develop, facilitate and engage resources to work on material projects in MWF & HPL. Close liaison with Key Account Managers, Country Managers, SDs, Marketing & Technology departments on key account opportunities or problem areas is essential in pursuance of our business plans.

KPI will include, value of projects implemented and business generated thereof. Number of material cases of value selling demonstrated & documented.


Key Accountabilities:
Primary responsibility will be for the successful implementation of projects at Key Customers through effective use of Key account tools and process including KAP/ CIP/ Trial process/ Case study / Transfer of best practices & offer Application support in MWF & HPL. This will be achieved by:

EXTERNAL:
1. Providing a high degree of credibility in front of the Customer during the business development process
2. Developing strong relationships with key customer manufacturing and engineering teams.
3. Providing input into the development of new Customer proposals,
4. Understand Customer needs in terms of technical support and services and able to prepare complete proposals including products and services.
5. To liaise with the customer to conduct benchmarking activities of the customer’s processes enabling Castrol to analyse the customer’s productivity and quality performance levels in order to differentiate Industrial lubricants products or services.

INTERNAL:
6. To take ownership of Application support in AsPac and adherence to COMPANY Management Framework including HR, Code of Conduct and Safe2Go processes and to demonstrate good leadership behaviours.
7. Materiality of project plans and adherence to delivery timelines.
8. Focus on Cost to Serve and Net profitability of all operations.
9. HSSE awareness & compliance; Coaching safe practices to colleagues and customer.
10. Strong support to Industrial Lubricants country sales and engineering teams for:
a. Conducting detailed surveys; benchmarking analysis of Customer processes and existing lubrication practices
b. Setting up and supporting the products / management change implementation process at the Customers sites.
c. Agreeing trials protocols and objectives
d. Measuring, monitoring and reporting performances after implementation
e. RCA & Troubleshooting lubrication issues in Key Accounts: Whilst immediate problem solving will be managed at a local level there maybe cases or events where such problems have sufficient magnitude that it requires additional support or expertise to derive containment or permanent corrective actions.

11. Providing customer insight and process expertise to Industrial Lubricants local sales groups to ensure products applications is fully in line with current and future key Customer and market needs.
12. Ability to work successfully alongside teams from different countries and build strong internal and external relationships across geographies will be critical.
13. Where time and logistics permit, beyond Key Account projects, provide training to local teams in Application expertise for MWF & HPL.
14. Managing own time effectively to ensure that Customer visits, technical work and report writing are carried out in a logical and efficient manner will be necessary.
15. To initiate as appropriate new product development requirements trials via OD&I either of a customer specific or a general segment need. Close communication with Technology, Product Management, Offer Development and Key Account Directors and Key Account Managers are essential.
16. To promote and transfer 'Best in Class' Technical achievements or Standards across Europe and AsPac through CIP’s and case studies.

Competencies
Product and service Knowledge- Mastery. (Industry knowledge, Technical expertise on products and applications)
Project planning and scheduling – Skillful (Consistent good track record)
Partnership and Teamwork- Skillful
Innovation- Skillful

Desirable Criteria & qualifications:

? More than 3 years experience in B2B Sales or Application role: Essential
? More than 3 Years working in a Manufacturing Industry: Desirable
? Product & Application knowledge: Essential
? Ability to demonstrate value selling: Essential
? Project management skills: Desirable
? Cross-cultural communication ability: Essential
? Influencing and negotiation abilities: Essential
? Good presentation skills: Desirable
? Strong interpersonal communication skills: Essential
? Strong networking skills: Essential
? Superb judgment and Problem Solving Skills: Essential
? Analytical abilities: Desirable
? RCA & Process driven approach: Essential
? Relevant university degree or equivalent: Desirable
? English: Fluent

approach
? Strong team player and ability to work alone.
? Able to work under pressure
? Extremely self motivated – ability to work remotely for extended period
? Good time management skills
? Can do Attitude

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