Regional Sales Manager - Fan & Heaters
Job type: Permanent
Job reference: : BBBH121947
Sector: Plant Erection/ Construction, Power
Salary: S$5000 - S$10000 per month + benefits
Date posted: 02/03/2018
Main purpose of job
This business role focuses on maximising business value of the relevant products, for the Aftermarket division (parts, service and retrofits). The role's focus is to optimise Aftermarket products so as to achieve our business goals, while maximising business levels and return on investment with a strong focus on Fans & Heaters in the Power Industry.
Your key accountabilities will include:
Strategic Sales and Growth Plan
In cooperation with Aftermarket Sales Managers, drive the process of preparing and coordinating the regional sales and growth plan by reviewing, analysing and reporting the installed base, new build opportunities, business potential, competitor's analysis, local SWOT analysis, and provide input for regional strategy and action plans.
Assist in the development of strategies to increase business levels in the area.
Own the responsibility for achieving the Aftermarket budget for our products.
Support the AFM Sales and Field Services teams by defining and implementing:
*Product/Service - Define what it is we offer/do and what the value proposition is.
*Pricing - Define the pricing strategy. Train the sales team/service department on how to estimate and assist with preparing larger service tenders.
*Place - Define the target markets by analysing the installed based.
*Promotion - Train the sales team how to sell service. Educate the market via effective marketing communication strategies.
*Process - Define the processes around service sales (proper LTSA's)
*People - Help field service and sales team identify the skills required in different geographic areas to support the service growth development.
*Physical evidence - Support the sales team with providing case studies and other supporting examples of our value proposition.
Support the Sales Managers to establish, maintain and manage the business relationships with end users, customers, EPC's and trading houses in the area so that the brand is recognised.
Support and direct Sales Managers and where required join them in their customer visits.
Preparation of clear and definitive technical and commercial proposals in accordance with defined scopes of supply, specifications, codes and internal standards to win Aftermarket business.
Ensure proposals are submitted by the agreed bid due date and submission of subsequent technical clarifications meets customer requirements.
Development of technical justification for proposed equipment including the offer of alternative proposals. Apply product to customers system and advise on improvements that are possible.
Sales and funnel management
Support and direct Sales Managers in the up keeping of sales and funnel management in CRM.
Support Sales Managers in increasing the hit rate of opportunities.
Actively perform funnel reviews for products.
Hand-over to order/contract team
Assist Sales Managers in the handover process of contract documentation to product/regional unit, Project Manager and/or Contracts Department.
Sales reporting and CRM
Prepare and submit reports on business activities in the area.
Liaise with product/regional units sales to update opportunity status in CRM.
Training and support
Assist in training and development of local/agent personnel to support the sales of Aftermarket products.
Deliver/support customer seminars and training as required to support the customer relationship.
Take an active role in customer care during contract execution, when required.
SHE and company policies
Adhere to all Group policies, procedures and business ethics codes.
Fully comply to company and local SHE policies, rules, regulations and legislation.
Take all reasonable care for own personal health and safety, as well as for that of everyone who may directly or indirectly be affected by your actions in your workplace.
Other measures: Annual targets will be set for opportunity pipeline and regional Aftermarket bookings.
Essential skills, knowledge & behaviours:
*Degree in Mechanical Engineering or similar or extended (10-15 years) relevant technical sales experience.
*Knowledge of industrial processes in power generation, steel, cement and mine ventilation.
*A detailed understanding of rotating equipment, specifically on fans and air-preheaters.
*Good verbal (presentation) and written communication skills in the English language.
*Good interpersonal and cultural assimilation skills.
*High degree of self-motivation and initiative.
*Computer literacy, with good knowledge on using all MS Office, CRM and other relevant applications.
Desirable skills, knowledge & behaviours:
*Several years' relevant sales experience with engineering products in the relevant industries.
*Good time management.
*Systems knowledge in the relevant industries.
Complexity and creativity
Creating sales opportunities in a competitive market using Value Selling techniques.
Knowledge of how to create differentiators which will give the brand a competitive edge.
Co-operating with regional offices to maximise sales opportunities
Understanding of how to do business with and meet the expectations of customers of different nationalities and cultural backgrounds.
Working with limited availability of technical drawings to select right parts.
Offering upgrades, retrofits and alternative parts than original supplied, to make the quotes more attractive for customer.
Offering different retrofit solutions aligned to customer requirements.
Judgement and decisions
In cooperation with PU's, determine best engineering and most cost effective solution to customer requirements.
Understand when to seek assistance from within the group of companies.
Negotiate with Sales Managers to obtain the best commercial price, terms and conditions.
Intensive travel within the region, and to a lesser extent international travel, with total travel time comprising of approximately 50% to 60%.
For more information about this role please contact our Singapore office
Spencer Ogden Energy Pte Ltd
Agency License Number: 13C6321