Sales Engineer - Power Generation Solutions

About MWM

MWM offers energy solutions based on high-performance gas engines, used in highly efficient Combined Heat and Power (CHP) plants for decentralized energy generation. Our customized cogeneration power plants and integrated solutions support customers in making their energy supply efficient, flexible, and future-proof. In 1871, Carl Benz laid the basis for MWM by founding the Mechanical Workshop in Mannheim. Today, the MWM brand is part of Caterpillar Energy Solutions and combines more than 150 years of experience in the development and optimization of gas engines and generator sets for natural gas, biogas, and other special gases.

Role Definition

MWM Energy España is searching for a Sales Engineer to supervise and coordinate all sales and various solution programs for new MWM Gas Generator Set systems, integration services, and aftermarket services as part of the initial sales of new projects and aftermarket support for installed equipment already installed, within an assigned geographical area and for specific customer accounts.

Responsibilities

Applies knowledge of Gas Generator Set products and services in the power generation market to identify sales opportunities, propose solutions, and convince customers that the company products are differentiated in the market and that MWM is the best partner to satisfy their long-term needs. Develops a sales plan and forecast for the assigned territory to support company-wide objectives and strategies. Manages customer relationships, develops new contacts, markets, and applications. Manages the customer interface and ongoing customer relationships to ensure that all technical services are delivered as expected, secure future sales opportunities, and ensure that the company meets customer expectations. Ensures that all activities required to fulfill contracts comply with all company policies. Secures bookings to meet the sales plan and forecast for assigned accounts and achieve targets/plans.

Educational Requirement

University Degree in Engineering, preferably with postgraduate studies or specialization in Energy, or equivalent.

Customer Focus

Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and the ability to leverage that information in creating customized customer solutions.

Operational Knowledge Level - Customer Focus

Communicates the importance of customer needs and expectations and commits to resolving them. Investigates and verifies customer needs and expectations. Solicits feedback on customer satisfaction and acts on improvement opportunities. Helps link organizational objectives with customer needs and expectations. Meets regularly with customers to understand their wants, needs, and expectations.

Industry Knowledge

Knowledge of the organization industry group, trends, directions, key issues, regulatory considerations, and market drivers; ability to apply industry knowledge appropriately across diverse situations.

Working Knowledge Level - Industry Knowledge

Analyzes industry-specific flagship products and services. Demonstrates current knowledge of the regulatory environment affecting the industry segment. Describes the contribution of own function in relation to the industry segment. Participates in major industry professional associations and subscribes to industry-specific publications. Works with a significant industry segment and associated functions and characteristics.

Decision Making and Critical Thinking

Knowledge of the decision-making process and associated tools and techniques; ability to analyze situations accurately and make productive decisions based on informed judgment.

Operational Knowledge Level - Decision Making

Applies assigned critical-thinking techniques in the decision-making process. Identifies, obtains, and organizes relevant data and ideas. Participates in documenting data, ideas, stakeholders, and processes. Recognizes, clarifies, and prioritizes concerns. Assists in evaluating risks, benefits, and alternatives.

Effective Communication

Understanding of the concepts, tools, and techniques of effective communication; ability to accurately convey, receive, and interpret ideas, information, and needs through appropriate communication behaviors.

Practical Knowledge Level - Communication

Provides useful feedback focused on behaviors without offending the recipient. Listens to feedback without defensiveness and uses it to improve communication effectiveness. Delivers oral presentations and prepares reports necessary for the role. Avoids technical jargon when inappropriate. Seeks and considers non-verbal cues from individuals and groups.

Negotiation

Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully throughout the organization and with external suppliers and customers in a constructive and collaborative manner.

Operational Knowledge Level - Negotiation

Works to achieve mutual benefit in negotiations instead of adopting a win-lose approach. Focuses on issues rather than personalities. Uses active listening and probing techniques to uncover issues, concerns, and interests. Demonstrates willingness to examine own position. Presents own position and listens carefully to the position of others.

Relationship Management

Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with customers, suppliers, and colleagues.

Operational Knowledge Level - Relationship Management

Provides timely and effective responses to customer requests and interactions. Monitors customer satisfaction levels regularly. Alerts the team to customer satisfaction issues. Differentiates roles and responsibilities in a business relationship. Works with customers to address critical issues and resolve major problems.

Account Management

Knowledge of account management; ability to manage day-to-day activities while providing services and support to existing customers.

Operational Knowledge Level - Account Management

Participates in organizing and coordinating a team sale. Uses appropriate resources to support existing customers. Analyzes sales history and current activity of a specific account. Coordinates with internal support functions to meet unique customer needs. Provides account management support to a customer or specific account.

Value Selling

Knowledge of principles and practices for selling products, technology, and services; ability to provide overall product/service value and differentiate support offerings that address clearly understood customer needs.

Operational Knowledge Level - Value Selling

Uses value-selling techniques to successfully engage customers. Researches the customer industry and organization before making sales calls. Analyzes issues and considerations relating to current value-selling practices and recommends potential improvements. Quantifies customer costs, benefits, and proposed value. Defines and documents value-added activities and their benefits beyond the initial sales transaction.

Languages

Minimum C1 level of English. Portuguese is considered an asset.

Travel Requirements

Availability to travel frequently within the assigned territory.

Desired Professional Profile

Professional with a strong commercial and technical orientation, experience in the energy sector, negotiation capability, strategic vision, and ability to develop long-term relationships with key customers.

Compensation for this position will be determined in accordance with the Company's internal compensation guidelines and may vary depending on the selected candidate's experience, qualifications, specialized expertise, geographic location, and other job-related factors.