Senior Sales Engineer Aftermarket Services Rotating Equipment

Sales Engineer / Sr. Sales Engineer – Aftermarket Services – Rotating Equipment – AUH / UAE

Roles and Responsibilities to Include but not limited to:

• Sales Development & Management

Sales Calls

- Capability to reach out to some of the existing customers and develop new customers for promoting the product and service offerings of the company.

- Ability to gather customer needs / pain areas and try to resolve the same by offering solutions provided by the company.

- Ability to manage the communication within internal departments and manage documentation and close out eventually

Sales Strategies

- Ability to plan and implement sales business planning strategies including cross selling of products and services

- Ability to understand company objectives, business plans, risks identified, profit potential and analysis in order to develop sales pipeline in line with these..

· Sales Monitoring

- Ability to monitor sales targets and plans.

- Ability to analyze reasons for winning or losing any tender and develop appropriate action plans.

- Ability to meet targets assigned with financial numbers and profitability expectations.

• Research and Intelligence Gathering

· Market Knowledge

- Has fair to good knowledge of end users and the applications of rotating equipment such as pumps, compressors, gear boxes, blowers, fans, mechanical seals, bearings within the power plants, oil and gas upstream, midstream or downstream sectors, process industries, petrochemical industries.

- Has knowledge to identify competition and their strengths and weaknesses.

Intelligence and Data Analysis

- Ability to interpret data regarding new markets, clients, services and products offered, competitors offerings, marketing strategies and costs and plan strategies accordingly.

- Ability to advise on how to close gaps in product and service offerings of organization against market expectations.

- Understands the applications, in power plants, petrochemical plants, oil and gas upstream, downstream and midstream sectors, process plants, industry especially on products and services which are offered for reliability improvements, upgrades and re rates of the rotating equipment.

- Has a good network in the industry and hence can advise on upcoming projects.

• Client Relationship Management

Partnership and Alliances

- Ability to identify and explore opportunities with potential new clients within a specific territory and introduce/ promote HME products and services and create awareness.

- Ability to identlfy market gaps for solutions and identify potential partners globally who can offer this in the region throguh the company.

Client Relations

- Must be inclined to go out and meet customers regularly

- Has the techno commercial awareness to understand client requirements.

- Has the ability and persistence to regularly follow up and keep in contact with key clients.

- Ability to advice on prioritization of work within the shop floor based on client needs and areas for focused efforts.

- Ability to keep track of client data, client communications and supports sales team with customer info in the ERP.

- Ability to complete the client requirements for pre-qualification.

• Branding / Marketing

Branding / Marketing

- Ability to implement marketing strategies in line with the corporate branding guidelines and allocate budgets for activities.

- Coordinate the participation for major events and exhibitions that are relevant.

• Commercial Awareness

Financial Performance Statements and Contracts (desirable but not mandatory)

- Can read and understand financial statements and can implement improvement plans.

- Ability to interpret contractual obligations / variations in tenders and seek appropriate guidance.

Estimation Support

- Provide support to Estimation for bids and projects when needed.

- Ability to develop accurate estimates based on site visits and client requirements

- Ability to develop estimates for based on price lists for standard parts. Ability to advise on final estimate costs and any changes needed in order to help win the tender.

- Gather competitive pricing and create matrix for lost orders.

• Systems

Systems

Proficient in using the standard company approved IT systems such as MS Office and EPICOR, Salesforce and other CRMs. Has the ability to update the systems with new records and data and produce reports as per the project, department requirements.

Desired Candidate Profile

• Minimum Qualifications: Bachelor’s Degree or Diploma in engineering with post-graduation in marketing management (preferred) with related trainings
• Minimum Experience: 3 to 8 years of experience in a similar role and preferably within service industries of a similar nature of business.
• Job-Specific Skills:
• Over 3 to 5 year’s relevant experience in service companies of having worked with the aftermarket work preferably within the rotating equipment aftermarket or OEM provided services.
• Must have experience of dealing with customers in Abu Dhabi in the industrial B2B segment for sales of industrial products and/or services.
• Must possess understanding and experience of selling products, maintenance services and reliability solutions, aftermarket engineering solutions, condtion monitoring systems, trainings and certifications services to various customers where asset life and reliability is of importance.
• Must have the ability to support bid coordination and estimation as required.
• Guide the procurement / purchase team to ensure on time and cost effective purchasing on major projects as required.
• Must have very good negotiation and communication skills.
• Must have relevant contacts in the existing and potential customer base or must be able to create contacts in potential customers.
• Must have ability to gather market intelligence and provide inputs to the organization to be competitive in terms of products, services, pricing, lead times , delivery and other critical information’s.
• International experience and working in multi-cultural environment.

Generic Skills:

• Good understanding of application of various rotating equipment.
• Good understanding of HSE management systems like ISO 45000 or equivalent and implementing best practices for the organization.
• Basic understanding of product applications and engineering good practice and principles.
• Ability to understand requirements of the customers to provide solutions or look for technical back up as needed.
• Should be able to converse in English and must be able to write reports and observations.
• Should be able to conduct a risk assessment for specific jobs and for the organization in general.