Technical Sales Specialist II

Nikkiso Clean Energy & Industrial Gases is a leading provider of cryogenic pumps, heat exchangers, process systems, services, and solutions for the LNG and industrial gases industry. We are a subsidiary of Nikkiso Company Ltd, a leading industrial manufacturer headquartered in Tokyo, Japan, with over $1.5 B in annual revenue, 8000 + employees worldwide, and publicly traded on the Tokyo Stock Exchange.

Nikkiso Cryogenic Services (NCS) is an industry leader in the provision of services to the industrial gas and air separation industries, enhanced oil recovery operations, marine, clean energy, and alternative fuels markets. Boasting a vast portfolio of innovative solutions, cutting-edge technology, and expert services, the company stands tall as a go-to service provider for a wide range of clients. The company has carved a niche for itself in the market with its consistent delivery of top-tier services that are tailored to meet the specific needs of each industry. Our products have been instrumental in enabling customers to realize safer, greener, and more sustainable operations. From liquefied natural gas (LNG) systems to industrial gas equipment, every product is designed and manufactured with the utmost consideration for safety and environmental sustainability.

Nikkiso Cryogenic Services is not just a leading service provider to a range of industries, but also a champion of safer, greener operations. Its products and services are designed to meet the dual objectives of operational efficiency and sustainability, helping clients achieve their goals while minimizing environmental impact.

This position is a remote roll based in Perth WA.

Responsible for actively seeking new customer opportunities, generating and managing RFQs, processing customer orders, and driving sales performance to meet the NCS sales budget. The role focuses on growing and upselling NCS services by moving customers up the “service ladder” beyond parts sales and into higher-value offerings including workshop pump repairs, exchange programs, field service work, and ultimately Master Service Agreements and Long-Term Service Agreements (LTSAs). Acts as the primary customer contact for Nikkiso Cryogenic Services during the proposal, negotiation, and order processing phases, ensuring clear communication and a smooth handover to operations. To perform this role successfully, the individual must be able to carry out each responsibility to a satisfactory standard. The requirements below represent the knowledge, skills and abilities needed for the role.

1. Sales
   • Manage the MELSales inbox and ensure enquiries are actioned promptly.
   • Own and maintain NCS Salesforce activities including customer interactions, NCI opportunities, Field Service opportunities/work, and Parts sales opportunities.
   • Meet or exceed agreed sales targets and contribute directly to NCS budget achievement.
   • Actively seek and develop customer opportunities for cryogenic services, pump primes, and LTSA opportunities.
   • Parts sales coordination: process enquiries, obtain pricing, issue quotes, follow up and close orders, then raise sales orders in M1 for operations/stores to process and deliver goods.
   • Grow NCS sales across all Australian territories, with a focus on upselling field service, converting opportunities into in-house pump repairs, and moving customers up the service ladder beyond parts-only support.
   • Work with the NCS BLM to ensure the service team is utilized & loaded and that technician resources are planned and supplied to meet customer demand.
   • Review technical and commercial specifications, align with contract administration and engineering as required, and prepare customer responses.
   • Conduct customer visits to build and maintain strong relationships, identify upcoming work, and improve customer satisfaction.
     
     
2. Customer Follow up
   • Maintain regular customer follow-up to understand requirements, gather market/competitor information, and identify upsell opportunities.
   • Undertake in-person visits with coverage across allocated region
     
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3. Upon award of contract:
   • Summarise the contract scope, deliverables, schedule, and commercial terms for internal use.
   • Coordinate handover to engineering/operations and confirm responsibilities, timelines, and required inputs.
   • Provide a consolidated list of customer comments, agreed exceptions/clarifications, and the latest proposal/revision.
     
     
4. During course of contract:
   • Maintain communication with the customer to ensure satisfaction with progress and to manage expectations.
   • Support the customer by coordinating internal responses to queries, changes, and emerging requirements.
     
     
5. After shipment of project:
   • Roll up costs and review gross margin (with the BLM/finance as required) to capture lessons learned and improve future quoting.
   • Perform other duties as assigned.

     KPIs

     1. Trips by customers / year
     2. Customer contact
     3. Sales & Gross Margins – By Products & Service
     4. Bookings – By Products & Service
     5. Upselling
     6. Salesforce compliance

Education:

• Bachelor’s degree preferred

 Experience:

• Two years in customer service, sales support, applications or sales engineering
• Experience in the industrial gas industry is a plus.

Knowledge, Skills and Abilities:

• Verbal communication skills, speaks clearly and persuasively to convey information effectively; actively listens to understand, asks questions as appropriate and responds well to questions.
• Written communication skills, writes clearly, accurately and informatively providing detailed documentation, analysis, specifications, quotes, and recommendations to other regarding product line performance.
• Analytical skills:  identifies complex problems and reviews related information to develop and evaluate options; considers the relative costs and benefits of options for optimal performance; determines how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
• Organizational skills: Manages and completes multiple tasks on time and plans, prioritizes, and organizes work to achieve goals and objectives with excellent follow through and follow up with responding in a timely manner to customer inquiries and demands.
• Interpersonal skills:  Builds constructive and cooperative working relationships with multiple departments and customers to effectively achieve goals and objectives.
• Computer skills: High level of proficiency in Microsoft Office software, especially Word, Excel, and Outlook; proficiency in order entry and customer database software.
• Ability to work under pressure, meet deadlines, and work independently with little supervision.
• Ability to take on responsibilities and challenges, be self-motivated, persistent, hands-on, and results-oriented with a strong sense of urgency, excellent attention to detail and the ability to take initiative and accomplish goals.
• Ability to discuss highly technical details of equipment with engineering, customers, and contract administration during negotiation process
• Ability to demonstrate a high degree of professionalism, maturity, customer service focus and overall good judgment.