Job Description

An opportunity has arisen in the Air Solutions Department for a self-driven and motivated individual who will be responsible for the following:
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.

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 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 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.

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.

Travel Requirements

• Will be required to travel to customers.
• Office 20% External 80% of the working week.
• Minimum of three nights away from home adhoc.
• Willingness and ability to travel nationally and internationally when required.

Skills Required