Principal Role:
To take on a lead generation role and be responsible for conducting market research, developing solutions, prospecting, and expanding referral networks to seek out potential clients. You are to provide exceptional service to clients by identifying appropriate products and co-creating feasible solutions to meet their business needs.
You will work closely with Client Service Executives (CSEs) to grow the business by coordinating and servicing current and prospective clients and retaining them through long term relationships.
Candidate Requirements:
- Possess at least a Diploma in Engineering
- Minimum 3 years of experience in technical and/or engineering sales preferably in refineries/petrochemical plants/pharmaceutical plants or related industries.
- Possess own vehicle
1. Key Result Area: Grow the Business and Achieve Sales Targets
- Generate and qualify new leads and subsequently contact and arrange for an appointment (via phone calls, LinkedIn, emails) to meet them in person for an introduction and/or sales presentation.
- Provide professional services to current and new clients through consultative selling, cross-selling or up-selling the company’s products and/or services that may benefit them.
- Establish and maintain strong and lasting relationships with clients as a trusted advisor by regularly updating them with company’s new products and/or introducing innovative solutions, and providing continuing pre-sales and post-sales support in managing and meeting their expectations.
- Maintain a high degree of technical knowledge to effectively engage in business discussions with clients across industries, and to co-create feasible solutions to address any of their engineering concerns throughout the selling process.
- Able to think critically and suggest improvements that might lead to cost savings which will ultimately benefit the clients.
- Develop and/or customise relevant materials and presentations that explain key product features and viable technical solutions to benefit clients and prospects.
- Manage accounts effectively throughout the sales cycle – Prospecting, Business Development, Deal Confirmation and Post-Sales Support.
2. Key Result Area: Coordinate Sales Efforts to Support Growth and Achieve Sales Targets
- Coordinate sales effort with Client Service Executives (CSEs) and members from other departments.
- Liaise with CSEs to interpret customer requirements, jointly deliver appropriate solutions and manage client expectations with the end-goal of sales in mind.
- Identify product improvements or new products by remaining current on industry trends, market activities, and competitors’ movements.
- Prepare costing, tenders, proposals and quotations to current and new clients. Responsible for document account activities, generate reports, and keep records of business transactions with clients and suppliers.
- Negotiate with current and new clients on contracts and sales orders.
- Coordinate and collaborate with external strategic partners, including key vendors/contractors to effectively close business deals.
- Provide weekly report updates of sales, pipelines, leads, opportunities and sales activities.
- Contribute to team dynamism by sharing sales and competitors’ information.
- Collectively resolve clients’ complaints by investigating problems and developing effective solutions to satisfy their needs.
3. Key Result Area: Maintain High Quality Customer Service
- Respond to complaints from clients and give after-sales support on a timely basis.
- Provide technical support and advice for clients and refer to engineer specialist to determine if query is to be redirected to factory if it is beyond current team’s expertise.
- Inform clients of unforeseen delays or problems and seek alternative arrangement to reduce inconvenience.
- Maintain proper documentation of clients’ contacts and sales services provided.
- Ensure responsive services with follow ups, build strong relationships with existing and prospective clients to secure new or additional sales.
- Maintain quality service by establishing and enforcing the company’s service standards.
- Become a valuable and helpful resource in all of dealings with clients by providing relevant information and guidance, research and recommended solutions with a friendly reputation in the industry.
4. Functional Competences
- Able to sell, up-sell and cross-sell.
- Able to plan, organise and prioritise tasks.
- Possess an aptitude in problem-solving.
- Able to work well in a fast-paced environment.
- Capable of collecting, analysing, processing and storing information.
- Good team working and communicating skills, both verbal and written.
- Able to manage relationships and expectations at various levels.
- Good interpersonal skills (approachable, positive, motivated, go-getter attitude).
- Possess computing skills, including MS Word, Excel, Outlook and conferencing software.
- Maintain relevant skills and knowledge by attending essential trainings and workshops.
- Continuously identify opportunities for further improvement to current sales processes.
