Senior Sales Engineer at Howden

The Big Picture:

Howden, a Chart Industries Company, is a global leader in air and gas handling products, services and solutions. Howden’s core focus is on providing quality solutions for air and gas handling, and have over a century of experience in doing so.

Howden MEA Rest of Africa is currently looking for an experienced Senior Sales Engineer. The purpose of this role is to work with the ROA team and other members of the functional teams in the generation and management of a sustainable pipeline of work that reflects current and anticipated business strategy and business unit plans. This will be achieved through interpreting market research and following through with key stakeholders and potential customers with subsequent action plans to convert opportunities into win. The Senior Sales Engineer will expand on the existing network of customers to sustainably grow the business in line with the ROA targets.

What needs to be done?

• Business development planning: Expand exposure to additional and complementary markets which will enhance business growth and sustainability. Identify and recommend strategies to enter new markets. Develop and maintain a pipeline of potential business opportunities. Work with product companies to identify technologies required to exploit these market opportunities in ROA. Nurture leads to become concrete and qualified, ready to receive a value proposal. Contribute to the ROA strategic planning process.
• Business intelligence: Work with the ROA team to understand information about the macro environment, using the information to consider the implications for existing and new customers in targeted countries. Monitor industry trends and competitor activities to identify potential threats and opportunities. Provide continuous, effective and constructive feedback to sales teams. Identify areas of collaboration with other BU’s to maximise opportunities and unlock synergies.
• Client / Agent relationships: Build long-term relationships with new and existing customers/agents in targeted countries. Arrange site meetings with new and existing customers/agents to promote all Howden & Chart products, services and digital solutions (Customer Engagement Plan). Undertake research to better understand the Voice of the Customer (VOC) and Voice of the Agent (VOA). Introduce potential new customers to sales team. Constant interface and communication with key customer team members with regards to unlocked opportunities.
• Key networking events: Attend exhibitions, conferences and seminars. Identify and attend key networking events on behalf of business units. Facilitate customer entertainment to bring together our Sales team with our targeted customers in order to nurture customer relationships and translate into real opportunities.
• Key measures and targets: Meet and exceed targets for ROA by aggressively managing the pipeline. Preparing regular reports, including financial and performance reports, to senior management, outlining the progress of business development initiatives and identifying any challenges or obstacles.
• SOX Compliance: Adhere to Sarbanes Oxley and AX controls.

What do you need to bring?

• B-Tech/ B-Eng/ BSc Mechanical or Chemical Engineering qualification
• At least 5 years’ experience in technical sales, marketing, product management, engineering, and/or field service.
• Proven track record of identifying and developing successful business opportunities
• Proficient in Microsoft Office Suite
• Knowledge of Chart & Howden products
• Knowledge of commercial terms and conditions, legislative framework and tax implications of doing business in Africa
• Customer facing experience essential.
• Good communication and interpersonal skills.