Cad Or Cabernet

CAD or CabernetCAD or CabernetCareers in Sales EngineeringCareers in Sales Engineering

By Phil BuremanSenior Regional Account ManagerNalco Chemical CompanyUMR Graduate Spring 1981, BSChE

Why Is This Guy Here and Why Is This Guy Here and What’s In It For Me?What’s In It For Me?

• The Dupont guy cancelled….• I’m here to buy the beer after the meeting……• Seriously, I’m here to talk about career

directions you might consider when you graduate from UMR– Directions you may not be aware of– Directions that you may not think are applicable– Perhaps increase your job opportunities

How long is this gonna last?How long is this gonna last?

• What is sales engineering?• What is the role of a sales engineer

– Examples

• Characteristics of the profession • Personal questions you should consider• Differences between traditional chemical

engineers and sales engineers• Jobs Outlook and Earnings Potentials• Your questions

What Is Your Impression of Sales?What Is Your Impression of Sales?

• That jerk at Sears that sold me an over priced vacuum cleaner……..

• They are the dudes that couldn’t pass Chemical Engineering Design…..

• They must all be dumb jocks from Mizzou…..• Are you thinking St Pats Board Reps?• “Geez Phil, I didn’t suffer through Diffy Q and ChemE Kinetics just

to sell widgets….”• Any other suggestions from the audience….

– ?

Okay, prizes for your thoughtful answers…..Okay, prizes for your thoughtful answers…..

What Is Sales Engineering?What Is Sales Engineering?

• Most sales engineers “Sell Knowledge”• They are expert in:

– A particular knowledge base – A type of product, application, or service

• A sales engineer is an “extension” of the existing engineering staff at a particular site

• As such, the sales engineer fills the role of knowing how to solve certain problems and apply special technology more efficiently than the engineers on-site

Did he just say sales guys are smarter Did he just say sales guys are smarter than me?than me?

The Role of the Sales EngineerThe Role of the Sales Engineer

• “Traditional” chemical engineers are experts in their existing process, equipment and practices– Their time and talents are usually of more value when

they are focused on those processes, equipment and practices

• Their job is to “make the juice” - not spend time becoming experts in fields that support their processes, equipment and practices

• A traditional chemical engineer may have a need to do something – Sales engineers give them options on how to do it

This is where a Sales Engineer can be of value…..This is where a Sales Engineer can be of value…..

Example 1Example 1• You’re a process engineer at a coal gasification

plant– A foaming problem develops in your coal slurry that

you can’t find a way to stop – The foam is resulting in $50,000 per day in lost

production and your boss is really mad– Should you start studying the fluid dynamics of foam

control or call in a chemical anti-foam supplier?– Will just any anti-foam work? – Do you have the experience necessary to ensure that

your solution won’t cause other problems down stream?

This is where a Sales Engineer can be of value…..This is where a Sales Engineer can be of value…..

Example 2Example 2

• You’re a project engineer at an ammonia plant– You’ve been assigned a project to de-bottleneck your

reformer.– Your boss says your competitor is using a more efficient

catalyst – Your plant is at a competitive disadvantage and may

close by the end of the quarter if you can’t find a way to improve throughput on that reformer.

– Do you get out the old text books?– Do you get on Google and try to learn more about

reformer catalyst?

This is where a Sales Engineer can be of value…..This is where a Sales Engineer can be of value…..

Example 3Example 3• You’re a crude unit engineer for a refinery

– Since you’ve been there, a chemical supplier has provided a neutralizing amine and anti-foulant program to the tower reflux to prevent corrosion and fouling in your crude tower.

– The refinery just switched to a new heavy crude from Canada. Since the crude change, fouling is costing your business unit $30,000 per day in increased energy costs and you’ll eat through the tower trays by the end of the week.

– Do you call up your old UMR advisor and ask him if he knows anything about crude unit corrosion and fouling control?

This is where a Sales Engineer can be of value…..This is where a Sales Engineer can be of value…..

These scenarios are examples These scenarios are examples of other ways that you might of other ways that you might

apply the knowledge you apply the knowledge you gained at UMR gained at UMR and get paid for and get paid for

it!it!

Let’s consider a traditional chemical Let’s consider a traditional chemical engineering system…engineering system…

SCFM Air Removal

Na 10 ppb, Si 20 ppb

pH, Cond, Ca, Si, M-Alk, Cl, Product

pH, Fe, Fe2

pH, Cond, Ca, Si, M-Alk, Cl, Product

TURBINES EXHAUST STEAM SURFACE CONDENSER SYSTEM

KPI: Inches of KPI: Inches of VacuumVacuum

CW Flow Rate

CW pH

CW Total Dissolved Solids

Sales Engineer

Scale Preventi

on

Corrosion Prevention

Micro Bio Control

Process Flow Rates

Heat Flux

Vibration Levels

Turn Around

Planning

Process Engineer

Koch Nitrogen, Beatrice 140C Actual (Observed) Vs Calculated Theoretical Vacuum

22.0

23.0

24.0

25.0

26.0

27.0

28.0

29.0

30.0

7/29

/03

10/7

/03

12/8

/03

2/23

/04

4/13

/04

6/8/

04

7/22

/04

8/30

/04

11/2

/04

12/2

1/04

2/24

/05

4/5/

05

5/23

/05

7/7/

05

8/15

/05

10/1

1/05

Vac

uu

m (

in H

g)

-2.0%

-1.0%

0.0%

1.0%

2.0%

3.0%

4.0%

5.0%

6.0%

7.0%

8.0%

% L

oss

, A

ctu

al V

s C

alc

Th

eore

tica

l (H

igh

er %

Lo

ss i

s b

ad)

Observed Vacuum Calculated "Ideal" Vacuum % Loss Linear (% Loss)

Each additional “Inch of Vacuum” is worth Each additional “Inch of Vacuum” is worth $600,000 per year to this plant in energy savings$600,000 per year to this plant in energy savings

Keeping this condenser free of scale and corrosion is vital. The sales engineer makes

that happen

Hopefully you now understand….Hopefully you now understand….

• Sales engineers really do have technical skills • Sales engineers really do experience technical

challenges• Sales engineering is not like selling cars or

clothes washers and dryers• You might be asking yourself if sales

engineering is something you should consider

Okay, well let’s talk about you....Okay, well let’s talk about you....

Consider Your Own PersonaConsider Your Own Persona

• Knowledge & skills or personality & ability to communicate?

• “Back wheel skills” or “front wheel skills”?• Hardware or software?• Are you a “doer” or a “teacher”?• Where do you want to be in 5, 10, 20, 30

years?– How are you going to get there?

• Discussion……Okay, more prizes for anyone who says anything…Okay, more prizes for anyone who says anything…

Personality Characteristics of a Personality Characteristics of a Successful Sales EngineerSuccessful Sales Engineer

• Must like people and be likable• Must have strong technical competence• Must have an ability to listen, communicate, &

teach• Must have initiative and strong work ethic• Must have persistence and dedication

Does anyone here think they have those traits?Does anyone here think they have those traits?

Questions You Might ConsiderQuestions You Might Consider• Are you comfortable in social situations?• Do you enjoy entertaining others?• Are you a good listener?• Can you manage your time well?• Do you enjoy working closely with others even in tense

situations?– Can you work independently?

• Are you comfortable influencing others?• Are you self confident; Can you also be humble?• Do you enjoy travel?• Do you prefer dynamic change or daily routine?

By now you must be thinking “but what about the money?”By now you must be thinking “but what about the money?”

Salary and Employment OutlookSalary and Employment Outlookwww.bls.gov (May 2011) (May 2011)

Item Chemical Engineer

Sales Engineer

Employment in the USA 27,800 82,000

Median Salary Estimate $92,930 per year $89,330 per year

Highest 10% Salary > $146,650 per year > $149,300 per year

Lowest 10% (Typical Starting Salary)

$59,380 per year $53,860 per year

Employment Outlook through 2010 to 2020

+5.9 % growth +14.4 % growth

Comparable compensation….. What about other differences in job style?Comparable compensation….. What about other differences in job style?

Career DifferencesCareer DifferencesItem Chemical Engineer Sales Engineer

Expense Account Usually not Yes

Company Car Usually not Yes or Car Allowance

Travel Usually only occasional travel

Typically lots of travel

Work/ Home Location Usually the same work place everyday/ Few moves

Typically different locations everyday; May relocate

Work variety Some Most all the time

Job Security /Opportunity for Promotion

Good; May have to wait for someone to retire to move up

Very good, if you are good

Very poor, if not the right job for you

Working Hours 7:30 to 4:30;

40 hours per week (except at turnaround)

50+ hours per week. When you are needed by your customer. Demanding, but Rewarding.

Control of your Time Some You have almost all of that responsibility

If You Decide to Consider Sales If You Decide to Consider Sales Engineering, Be Aware ThatEngineering, Be Aware That

• Some sales jobs require you to provide service: – equipment installation, hardware service, lab work etc.

• Some companies manufacture and sell what would be considered commodities– This type of selling is mostly done on the basis of price & company

reputation, not your skills. – Such companies are driven by manufacturing excellence (ie,

basic chemicals & intermediates)

• Others are driven by the power of their technology or expertise (ie, engineered systems, catalyst, consulting services)

• Still others are driven by the skill of their sales force– A sales driven company will train you to sell and coach you to

success if you are willing to work hard!

Okay, let’s summarize…..Okay, let’s summarize…..

Key Take-AwaysKey Take-Aways

• A sales engineer is an “extension” of the existing engineering staff at a particular site– Most sales engineers “Sell Knowledge”

• Sales engineers provide valuable options for solving engineering challenges

• Sales engineers really do have technical skills and they solve “actual” technical problems

• Compensation is comparable to traditional engineering positions– Job prospects & perks might be even better

• The sales engineer skill set requires strength of personality and communication

So The Choice Is Yours…So The Choice Is Yours…

Do you get more excited about choosing which design problem to tackle first with your new CAD program?

Or do you get more excited about which bottle of cabernet to choose for your next client dinner?

Questions, Comments?

- I highly recommend Cabernet Sauvignon 1993, from the Alexander Valley, by Silver Oak Wineries

Yes, I still have a few prizes left…..Yes, I still have a few prizes left…..

CAD or CabernetCAD or CabernetCareers in Sales EngineeringCareers in Sales Engineering

Thank You For Thank You For Your Time!Your Time!

www.Nalco.com/careers