The Business Development Sales Engineer (BDSE) main function is to assist the Outside Sales Team with the development of new customers, custom aluminum extrusions, required finish including anodize, and aluminum extrusion based engineered products and sub-assemblies.
Prior to starting the quote process, the BDSE will partner with the customer and the Sales Representative to ensure that all the proper information is provided to evaluate the opportunity and complete an initial assessment to ensure that it is an opportunity for Bonnell Aluminum. The general assessment should review :
- Review the general project information to ensure that it is a good fit for capabilities at the Bonnell Aluminum Plant (Niles, Newnan, Clearfield, or is an ideal candidate to develop a new core competency.
- Open and evaluate CAD files to get basic extrusion and fabricated information to complete item #1.
- Review and ensure all engineering standards and expectations are clearly defined and included.
- Based on the qualification process of the opportunity, the BDSE will determine the process for developing the proposal. There are two primary options : Budgetary Process : This process is used when there is limited information available from the customer or the opportunity may not be strategic. The budgetary proposals are engineering estimates only. Firm Process : Firm proposals flow through all of the applicable value streams with a formal feasibility assessment and feedback on process, tooling, and design for manufacturability. The BDSE will lead the technical reviews with the internal and external customers to develop the optimal manufacturing process for the application.
The Business Development Sales Engineers shall lead the estimating process for new items and items that required revisions to the part or process. Proposals to be developed using a detailed cost-based analysis of the materials and manufacturing process steps to manufacture the components. The Business Development Engineer shall evaluate and determine feasibility, and define the optimal manufacturing process, based on feedback from the plant value stream leaders and approved suppliers. Once final pricing is set, the BDE will work with the Outside Sales Team to formally present the proposal to the customer and complete the structured sales process.
The estimating process may include :
Study and interpret Engineering CAD / math data, drawing and technical specifications to develop manufacturing process flows.Utilize and document feasibility inputs from Manufacturing Engineering, Tool Design and Manufacturing personnel to develop technical proposals. Feasibility flow path should include key representatives from Extrusion, Fabrication, Anodize, and other required internal and external representative. Feasibility should include confirmation within the capacity and capability of the manufacturing plant.Collaborate with engineers and suppliers to determine the equipment, operations, tools, gauges and materials required for the job. Develop and maintain strategic partnerships for tooling, gauges, purchased components and services that are offered.Strategically develop the manufacturing operations, equipment, tools, gauges, and materials required for the job to provide a competitive proposal to the customer that has a solid business justification for Bonnell Aluminum.Develop time-phase charts and learning curves for manufacturing of parts, assembly, and testing.Maintain the CRM database of the quotes and report on performance of the identified key measurables identified by management.Quote team-actively participate, present, and gather information to finalize proposals.The Business Development team is also responsible to advocate for the customer and keep the production staff well informed of the customer needs and requirements. Upon award of a purchase order, complete a Contract Review and manage or complete the process to formally launch of new product to New Product Engineering (NPE). A Program Manager / Engineer will manage the project through the first production run to verify process and costs.
The Business Development Launch process to NPE should include :
Responsible for comparing quote to purchase order and resolving any discrepancies (Contract Review). Provide pricing to Inside Sales to setup the price elements and develop a price list that may be updated for changes in base metal.Distribute new project PO’s to Engineering to initial the PFA process.Complete and distribute F2007 (Contract & Order Review) and provide all CAD, prints, specifications, and any other required documentation to the team.SECONDARY RESPONSIBILITIES
Project / Program Management on New Products, manufacturing process tooling, and equipment into production.Bonnell Business Optimization Systems (BBOS) : Continuous Improvement for processes and systems.JOB REQUIREMENTS
Bachelor’s degree in engineering or integrated supply chain management preferred.High school diploma or equivalent with previous experience quoting / estimating in an Aluminum extrusion or fabrication (cutting, machining, stamping, bending, assembly, etc) experience is preferred. Estimating experience from other manufacturing environments or industries may be considered.Must possess effective communication skills and be able to demonstrate them in person, on the phone, and via electronic communication.Proficient in Microsoft Office 365 Products.Must be able to learn multiple production software packages. (Epics, JobBoss, Alfred, JD Edwards).2D and 3D Computer-Aid Design (CAD) experience and / or the ability to learn the current systems available – AUTOCAD (2D) and Inventor (3D).CRITICAL LEADERSHIP COMPETENCIES
The Ideal Candidate will consistently demonstrate the following behaviors :
Trust, Respect, and Integrity – lives by and demonstrates these core values. Knows how to build an environment of trust among employees, peers, customers, etc.Initiative. Creates and seizes opportunities to win, even when faced with ambiguity. True passion for results.Judgment – demonstrated history of showing sound judgment decisionsTeam Focus. Catalyst for success of the whole team, not just one’s own goals. Knows and has demonstrated how to make this happenEmotional Intelligence – is aware of their strengths, weaknesses and blind spots and fully understands the impact that their behavior has on the behavior of others around themBusiness Intelligence. Stays current. Understands how what happens in the world affects us, our marketplace and our competition.Tenacious Advocacy. Systematically seeks information on the organization’s and customer’s wants and needs; and advocates for preferred outcomes.
