Application Engineer (Bethlehem)
Company Background: For 50 years, ABEC has been a leading supplier to the biopharmaceutical manufacturing industry. ABEC’s unique value is based on combining long experience with the ability to engineer, design, manufacture, commission, qualify, and service the entire bioprocess to reduce overall cost, shorten time to market, and maximize productivity. ABEC’s products include process and equipment engineering/consulting services, comprehensive site services, bioreactors and fermenters, filtration and chromatography systems, prep and hold systems, and cleaning/sterilization systems. Position Summary: The Applications Engineer is a solution development expert, with commercial responsibility, in biopharmaceutical clinical and commercial manufacturing processes and process equipment, with experience in fields such as Process Engineering, Process Equipment Engineering & Design, Process Equipment Manufacturing, and skilled in cost estimating and technical writing. S/he is the primary interface between ABEC’s global Sales organization and ABEC’s Product, Project Management, Technology, and Operations organizations. The Applications Engineer is responsible for interfacing with customers and internal functions including engineering, design, automation, supply chain, manufacturing, quality, project management and applications management to develop custom designed solutions and services for biopharmaceutical manufacturing. The role is part of the Applications function globally and participates in driving profitable ABEC growth for the CSR Business Unit. The Applications group is part of ABEC’s business development team and supports Sales to close opportunities while ensuring that the technical and commercial terms meet ABEC’s overall business needs. The focus will be to grow CSR Business Unit sales and the customer base globally. Responsibilities: Work within pre-established guidelines and instructions to perform the tasks required including: Collaborate with colleagues in the definition and development of technical and commercial proposals often within tight deadlines. Ensure timely review and response to client requests for proposals. Interpret customer performance requirements, specifications & expectations and develop optimal technical solutions. Interface with internal functional groups including engineering, design, automation, supply chain, manufacturing, quality, project management to communicate customer needs and obtain appropriate cost estimate and proposal content. Generate budgetary and definitive cost estimates to support business development opportunities. Generate budgetary and fixed price proposals in support of business development opportunities. Exercise judgement and good communication in resolving conflicting customer expectations in terms of technical requirements, equipment performance, commercial terms, price and/or schedule. Sales Support – Ensure effective support of Sales including advice on product strategies for identified opportunities, ABEC expertise at meetings with clients, training on product capabilities/differentiation, and bid decisions. Work with customers to thoroughly understand what they want to achieve and determine a fit for ABEC products. Clearly articulate the ABEC value proposition in a way that is relevant to the specific customer need. Review purchase orders/contracts. Recommend acceptance of orders if technically and commercially acceptable. Marketing and Product Management – Provide technical content for marketing tools (presentations, brochures, website content, etc.) for effective communication of ABEC product features, benefits, and differentiation. Support new product launches by obtaining training from Product Engineering and support training Sales, and interfacing directly with potential customers. Support the training of Sales on product capabilities and differentiation. Support sales as a product expert at meetings with customers remotely and face-to-face in the field. Support other functions such as Sales, Product, Operations, Project Management, Service and others as required from time to time. Contribute to continuous improvement initiatives relative to Applications and/or other functions. Track competitor capabilities and activities. Track material and labor estimate information and project budget performance. Other duties as assigned by Applications Management Qualifications: Bachelor’s Degree in Engineering or Science. Minimum 5 years’ experience in biopharma capital equipment engineering/design, bioprocess sciences, and/or applications/product management. Demonstrated ability to understand and navigate both technical issues and commercial situations. Strong communications, interpersonal and organizational skills. Proficient in Microsoft Office suite - Excel, Word and PowerPoint. Knowledge of bioprocess equipment (Single Use Systems, fermenters, bioreactors, mixer, filtration, chromatography, etc.). Understanding of planning and execution of cGMP biopharmaceutical capital projects, from the early conceptual phase through qualification. Ability to travel approximately 30% globally. Prior experience in Applications/Product Management/Bioprocess Engineering is preferred. Ability to speak a foreign language, a plus. Familiarity with ERP systems, a plus.
