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Job Description
Job Description
The Applications Engineering Manager - Service leads a team of 10-15 Applications Engineers and provides focused leadership on the development and capture of services sales opportunities within our customers’ asset base. The objective of this role is to support the customer success journey and differentiate ATS as a proactive partner in the customer’s continuous improvement mission. This objective will be achieved by leveraging available customer touch points and assets through our global infrastructure and standard service products. This position requires a candidate with a strong commercial background in uncovering and proposing value solutions to customers, good pipeline management skills, and a creative, pro-active, tenacious, and results orientated character. The Applications Engineering Manager - Service will execute all activities in alignment with the Global After-Sales and Service strategy.
RESPONSIBILITIES:
• Proposal Generation:
o Manage a team of specialists responsible for quoting technical services to Life Sciences customers; bids comprise scope, price, budget, and schedule.
o Review and approve proposals prior to Bid Approval Process.
o Ensure that proposals meet margin expectations.
o Point of contact for quote initiation and Account Capture Calls.
• Bookings Pursuit:
o Responsible for bookings forecast, pipeline management, and exceeding bookings plan; generate recovery plans when forecasts are below plan.
o Deliver effective pipeline reviews with team, global colleagues, and supervisors.
o Ensure team is adopting our Customer Relationship Management (CRM) software and other available technologies to manage customer relationships and opportunities.
• Transfer Ownership to Operations on Award of Purchase Order:
o Support the transfer of responsibility from Applications to Operations for won opportunities.
o Helps ensure the closure of outstanding financial transactions when required.
• Team Leadership:
o Lead daily KPI standup meetings with customer-facing team.
o Conduct regular team meetings and issue weekly pursuit updates.
• Business Development:
o Effectively articulate the value proposition of ATS Services to colleagues, customers, and industry contacts.
o Assist in the development of existing strategic accounts.
o Promote aftermarket service offerings and spare parts packages before the CAPEX sale, throughout the CAPEX sales cycle, during the equipment build cycle, and throughout the life of the equipment.
o Leverage CAPEX in production, Factory Acceptance Test, and Site Acceptance Testing to promote additional services.
• Customer Relationship Management:
o Maintain regular contact with key customer representative(s) to develop long-term customer relationships.
o Elevate customer issues when required to the next level of ATS management.
o Work in partnership with Cambridge Life Sciences and Global Services to grow our asset intelligence and propose value-added services to our customers.
• Continuous Improvement:
o Provide governance and interventions to ensure continuous performance improvements in our front-end execution that improves quote speed and accuracy and improves value added to customers.
Qualifications
Education/Experience:
• Degree in Engineering/Sales or Business Management or equivalent experience. MBA is an asset.
Skills/Requirements:
• Minimum 10 years of commercial or sales leadership experience in a technical capacity with a result orientated background.
• Self-driven, pro-active, creative, resourceful, and goal orientated.
• Fluent in English – written and oral.
• Experienced in the use of Salesforce and understands its importance.
• Possesses excellent time management skills and can coordinate multiple projects.
• Proficient with Microsoft software tools such as Word, Excel, Power Point, etc.
• Must possess a valid passport (or be able to obtain one) for periodic travel outside of Canada/United States.
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The Applications Engineering Manager - Service leads a team of 10-15 Applications Engineers and provides focused leadership on the development and capture of services sales opportunities within our customers’ asset base. The objective of this role is to support the customer success journey and differentiate ATS as a proactive partner in the customer’s continuous improvement mission. This objective will be achieved by leveraging available customer touch points and assets through our global infrastructure and standard service products. This position requires a candidate with a strong commercial background in uncovering and proposing value solutions to customers, good pipeline management skills, and a creative, pro-active, tenacious, and results orientated character. The Applications Engineering Manager - Service will execute all activities in alignment with the Global After-Sales and Service strategy.
RESPONSIBILITIES:
• Proposal Generation:
o Manage a team of specialists responsible for quoting technical services to Life Sciences customers; bids comprise scope, price, budget, and schedule.
o Review and approve proposals prior to Bid Approval Process.
o Ensure that proposals meet margin expectations.
o Point of contact for quote initiation and Account Capture Calls.
• Bookings Pursuit:
o Responsible for bookings forecast, pipeline management, and exceeding bookings plan; generate recovery plans when forecasts are below plan.
o Deliver effective pipeline reviews with team, global colleagues, and supervisors.
o Ensure team is adopting our Customer Relationship Management (CRM) software and other available technologies to manage customer relationships and opportunities.
• Transfer Ownership to Operations on Award of Purchase Order:
o Support the transfer of responsibility from Applications to Operations for won opportunities.
o Helps ensure the closure of outstanding financial transactions when required.
• Team Leadership:
o Lead daily KPI standup meetings with customer-facing team.
o Conduct regular team meetings and issue weekly pursuit updates.
• Business Development:
o Effectively articulate the value proposition of ATS Services to colleagues, customers, and industry contacts.
o Assist in the development of existing strategic accounts.
o Promote aftermarket service offerings and spare parts packages before the CAPEX sale, throughout the CAPEX sales cycle, during the equipment build cycle, and throughout the life of the equipment.
o Leverage CAPEX in production, Factory Acceptance Test, and Site Acceptance Testing to promote additional services.
• Customer Relationship Management:
o Maintain regular contact with key customer representative(s) to develop long-term customer relationships.
o Elevate customer issues when required to the next level of ATS management.
o Work in partnership with Cambridge Life Sciences and Global Services to grow our asset intelligence and propose value-added services to our customers.
• Continuous Improvement:
o Provide governance and interventions to ensure continuous performance improvements in our front-end execution that improves quote speed and accuracy and improves value added to customers.
Qualifications
Education/Experience:
• Degree in Engineering/Sales or Business Management or equivalent experience. MBA is an asset.
Skills/Requirements:
• Minimum 10 years of commercial or sales leadership experience in a technical capacity with a result orientated background.
• Self-driven, pro-active, creative, resourceful, and goal orientated.
• Fluent in English – written and oral.
• Experienced in the use of Salesforce and understands its importance.
• Possesses excellent time management skills and can coordinate multiple projects.
• Proficient with Microsoft software tools such as Word, Excel, Power Point, etc.
• Must possess a valid passport (or be able to obtain one) for periodic travel outside of Canada/United States.