Applications Sales Engineer II, Metals - Combustion and Heat Treatment

As an Applications Sales Engineer II at Messer, your primary responsibilities include generating and maintaining sales of industrial gas products and technical solutions specifically for metals heat treatment and combustion processes. You will act as the technical expert who differentiates Messer from competitors, ensuring customer satisfaction while supporting sales colleagues by qualifying opportunities, designing technical solutions, and building strong customer relationships. You will also be involved in market research to identify industry trends and enhancing application technologies.

To qualify for the Applications Sales Engineer II position at Messer, candidates should possess a Bachelor’s Degree in Engineering, preferably in Chemical, Metallurgy, or Manufacturing. An MBA is an added advantage. Additionally, at least five years of relevant experience in selling or applying technical solutions within a metals processing or manufacturing context is required. Strong technical knowledge and the ability to maintain relationships with various stakeholders are essential.

Messer supports its Applications Sales Engineer II in acquiring new customers by providing comprehensive resources to understand industry needs and trends. You will receive training on the Messer Pro sales process and have access to a network of industry contacts and internal teams to help design tailored technical solutions. Messer encourages innovation and creativity in how you approach prospects, ensuring you have the tools needed to successfully demonstrate the value of our gas solutions.

The Applications Sales Engineer II role at Messer requires up to 50% travel. This travel may include visiting potential and existing customers, conducting process audits, safety training sessions, and building relationships across various functions within client organizations. Being flexible with travel is crucial for success in this role, as personal engagement is key to building trust with customers.

As an Applications Sales Engineer II at Messer, there are significant growth opportunities available. With a foundation in technical sales in the industrial gas sector, you can advance within Messer by taking on more responsibilities, leading larger projects, or developing specialized skills in emerging technologies. Continuous training and exposure to a broad range of industry applications also enhance your career trajectory.

In your response, share specific examples of your previous roles where you dealt with industrial gases, emphasizing your understanding of their applications in metals processing. Highlight any direct experience in heat treatment or combustion technologies, and describe how that expertise has helped you influence customer decisions.

Discuss your approach to understanding customer requirements thoroughly, including how you gather feedback and conduct audits. Explain how you analyze customer data to ensure that the solutions you propose are tailored, effective, and aligned with their operational goals.

Outline how you leverage technical expertise and customer relationships to showcase Messer's unique value propositions. Consider mentioning approaches like conducting in-depth market analysis, demonstrating solutions through case studies, or creating proposals that resonate with the customer’s specific context.

Share your strategies for overcoming objections, such as active listening to understand the client's concerns, addressing issues transparently, and providing evidence or case studies that illustrate how your solutions can effectively resolve their challenges.

Provide a structured response, detailing your role in the project, the strategy you employed, and the outcomes achieved. Highlight the factors contributing to success, such as teamwork, communication, and adaptability to client needs.

Discuss the relevant engineering concepts that apply to your role, such as thermodynamics, material science, or process engineering. Explain how you apply these principles practically when assessing customer needs and developing solutions.

Explain your methods for staying current in the industry, such as attending industry conferences, subscribing to journals, engaging with professional networks, or participating in continuous education opportunities related to industrial gases or the metals industry.

Emphasize the importance of collaboration in sales, detailing how you work alongside engineers, market segment personnel, and other team members. Share specific examples of how a collaborative approach led to winning solutions or satisfied customers.

Share a specific case where your solution directly contributed to enhanced manufacturing outcomes for a client. Highlight your analytical process leading to the solution implementation and the tangible benefits observed.

Discuss your strategies for building trust and long-term relationships with clients, such as understanding their business needs, regular communication, and offering consistent, value-driven support throughout the sales process.