Sales Engineer at Unique Personnel

Purpose 

• To achieve maximum sales profitability, growth and account penetration within an assigned territory and/or market segment by effectively selling VRF and Single Splits and/or related services.

Key responsibilities for this position include, but are not limited to:

Strategy 

• Develop and implement account sales strategy in line with company objectives. 
• Plan and manage personal business portfolio/territory/business according to an agreed market development strategy. 
• Planning and ability to execute to achieve business plans. 
• Develop contingencies to be applied when plan fails. 
• Manage product/service mix, pricing and margins according to agreed objectives.

Market Analysis 

• Increasing market share through identification of new niches, new applications, and new products. 
• Monitor and report on market and competitor activities and provide relevant reports and managing successful promotions and specials. 
• Analysis of Market and sales trends and regular reporting. 
• Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, e.g., product launches, promotions, advertising, exhibitions and telemarketing.

Technical Knowledge 

• HVAC Technical knowledge is a must (both product and selection software). 
• Develop CRM with developers, consulting engineers and contractors. 
• Getting company  listed on the specified manufacturer’s list of Consulting Engineers. 
• Selecting the right equipment considering all the vital factors that affects the product’s performance.

Project Management 

• Must maintain a healthy projects pipeline for the assigned market.  Strong follow ups on the projects starting from Access to spec-in to tender to final decision making (including pricing). 
• Ensure that the projects are listed and registered on company B2B system. 
• Must closely monitor the project progress and have clear discussion during weekly pipeline meetings.

New Business Development 

• Develop a unique way to grow the business with his/her customers.  Provide solutions to management when faced with challenges. 
• To liaise with corporate contacts, build and develop relationships. 
• To assist with the preparation of contractual agreements and ensure that these are fully adhered to. 
• Do full tendering process, including writing of proposals, costing and motivations.

Strong Customer Relationships 

• Managing the relationship between the company and the customer is a big responsibility. 
• Treat your customers as partners and challenge them to grow their business with your brands. 
• Use customer and prospect contact activities tools and systems, and update relevant information held in these systems. 
• Customers include Developers, Consulting Engineers, Contractors, Distributors and Dealers.

Reporting 

• Provide reports and analysis as required. 
• To prepare presentations, proposals, plans, contact reports as necessary.

Inherent Requirements    
Required Qualifications and Experience 

• Degree/Diploma in Engineering. 
• 3 – 5 years of Engineering Sales experience. 
• Market analysis knowledge. 
• Microsoft Office (MS Word, Excel and PowerPoint) advanced level. 
• CAD, Revit is an add-on. 
• Ability to use database for recording and reporting.

Required Competencies 

• Highly motivated, outgoing personality with a focus on execution of sales plans. 
• Ability to develop business relationships with channel partners across all levels. 
• Excellent presentation skills with the ability to present to customers.  Honesty, integrity and ethical conduct at all times. 
• Passionate and self-driven. 
• Communicate effectively, both orally and in writing. 
• Able to challenge themselves and meet all deadlines and targets for the department. 
• Ability to manage multiple accounts and partners. 
• Negotiation and administrative skills and ability to work under pressure. 
• Analytical skills to interpret sales performance and market trend information. 
• Exceptional sales skills with capabilities to switch consumers from competitor purchases.