Senior Technical Sales Engineer - PAF

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Job Mission

Provide innovative dewatering pump solutions to customers, ensuring optimal performance and cost-effectiveness.

Through delivery of technical expertise and excellent customer service, strive to build strong partnerships with channel partners and end-customers, identify their specific needs, and provide tailored solutions that exceed expectations

Continuously seek opportunities to expand market share, drive revenue growth, and establish Atlas Copco as a trusted leader in the dewatering pump industry

Job Overview

The Senior Technical Sales Engineer - Dewatering Pumps mainly executes the sales development by promoting and selling of Atlas Copco Dewatering Pump equipment solutions portfolio in the Philippine market. This role is the key point of contact for channel partners and end-customers, answering queries, providing technical advice and demonstrating how to use new products and/or services.

It is responsible for tracking market developments, collaborating with sales, marketing and service teams, providing inputs for developing strategies, setting up sales plans, and developing and nurturing channel partner and customer relations.

This position reports directly to the Regional Business Development Manager – Portable Flow, South East Asia and is to be based in Philippines.

Essential Job Functions

Market Development

• Probe and unravel customer’s needs, pains, problems and desires to craft business growth-enabling solutions
• Deliver valuable insights on potential problems or opportunities in the customer's business that Atlas Copco is uniquely positioned to solve
• Provide regular and timely support to dealer by extending expert advice and consultancies on pumping system design of end-customers and ensuring competence development through product training programs.
• Obtain market intelligence, understanding competitive landscape, assessing market share, competitor pricing, positioning, value differentiation and industry or application segment focus, as inputs to operational and tactical sales plan
• Provide information for management by preparing short-term and long-term product sales forecasts and special reports and analyses, answering questions and requests.
• Foster partnering and cooperative working relationship with Power Technique Service team to achieve overall customer satisfaction
• Work with Business Development Manager and Marketing & Communication Manager in the execution of marketing plans to promote awareness of Atlas Copco Dewatering Pump equipment solutions
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks and participating in professional societies.
• Extensive and continuous implementation of Full Market Potential.
• Any other duties as directed by management.
  
  

Sales Development

• Promote and sell Atlas Copco Dewatering Pump equipment solutions by establishing new, maintaining and expanding existing relationships with dealers and customers in target construction, mining, and water (municipal & industrial) market segments
• Detect and follow tenders and projects through close relations with key market stakeholders.
• Engage on projects related on dewatering pumps - for consultant approval, accreditations, including but not limited to sourcing of local suppliers, participating in bids and tenders.
• Generate high-quality sales leads, following up after initial contact, securing and renewing orders, negotiating prices, completing sales.
• Prepare and deliver technical production presentations to various customers.
• Participate and elaborate technical studies and make technical and commercial quotes
• Conduct commercial negotiations and sales closing
• Ensure accurate and regular reporting (sales activities, leads generation, opportunity conversion sales quotes and sales forecasting using customer relationship management (CRM) tool – SAP Cloud for Customer (C4C)
• Work in cooperation with other departments such as sales support, order & logistic, finance, marketing, service, to deliver high quality sales experience to dealers and customers
• Follow the payments and coordinate actions with the finance & credit teams
• Participate in sales meetings
• Contribute to team effort by delivering sales and profit results as per target.
  
  

Responsibilities

• Quality
  
  

All employees are responsible for the quality of their own work and for the operation of the relevant parts of the Atlas Copco Philippines Integrated Management System. This will involve operating the appropriate procedures applicable to the job to ensure that customers and clients have their needs and expectations identified and fulfilled.

• Environment Health and Safety
  
  

All members of staff have a duty to maintain safe, clean and environment friendly conditions in their work area and cooperate with Atlas Copco Philippines on matters of Environment Health and Safety. This will include assisting with undertaking risk assessments and carrying out appropriate actions as required. Employees are required to refer to the appropriate Environment Health and Safety Policies in respect to their specific duties and responsibilities and implement it in letter and spirits.

The overall responsibility of risk is the responsibility of senior management. However, it is also a requirement of all members of staff to adopt best practices in the identification, evaluation, and cost-effective control of risks to ensure, as far as possible, that they are eliminated to reduce to a level that is acceptable to the organisation. Any queries about risk management should, in the first instance be addressed to your line manager or Respective Management Representative/Regional QHSE Manager.

Qualifications

• Essential:
• University degree in Mechanical, Electrical, Civil, Chemical or Mining Engineering
• Experience in customer-facing roles and selling industrial equipment, particularly in dewatering pumps industry preferred
• Technical know-how and marketing knowledge
• Ability to present technical and commercial ideas and concepts
• Fluency in English communication (written & spoken) is required
• Solid knowledge in pumps, technical applications, market intelligence & industry information
• High level of analytical and organizational skills
• Willing to travel extensively to deliver desired results
• Knows how to drive vehicle, with valid driver’s license
• Desirable:
• At least five (5) years working experience in related fields
• Industrial sales and dealer management and development experience
• High level contacts and information of dewatering pumps in construction, mining and water market segments in Philippine market
  

Skills

• Strong technical skills
• Research and analytical skills
• Organizational skills
• Communication skills, including the ability to explain clearly, listen to the feedback of clients – and relay this to colleagues
• The ability to negotiate with and influence others
• Teamworking skills
• Complex selling skills
• Commercial awareness
• Have mindset to think strategically and raise solution to problems
• Dedicated attention to detail
• Ability to multi-task and prioritize
• Excellent presentation skills
• Advanced computer skills (MS office)
  
  

Diverse by nature and inclusive by choice

Bright ideas come from all of us. The more unique perspectives we embrace, the more innovative we are. Together we build a culture where difference is valued and we share a deep sense of purpose and belonging.