Sales Engineer

Bachelor of Technology/Engineering (Mechanical)

Nationality: Any Nationality

Vacancy: 1 Vacancy

Gerab National Enterprises is hiring a Sales Engineer - (Global - EPC's) who assists the Sales Team to achieve and exceed the sales targets that have been assigned and to generate revenue by carrying out sales process related activities.

Responsibilities:

• Support the Business unit head in achieving the sales for the assigned territory/segments by supporting in the process prospecting, enquiry management, negotiations, order execution, order closure for the respective territories.
• Manage efficiently the process of designing solutions for projects with view to maximize Gerab's value added service to end consumers.
• Generate new strategic plans and enhance relationship with existing and new clients.
• Achieve and exceed the sales targets that have been assigned and generate revenue by carrying out sales process related activities.

Department Objectives and Strategic Plans:

• Plan and achieve year on year growth from different Market segments such as MRO, Stock Sales, Projects and Flow Line tenders.
• Remain up-to-date with business developments in the in process piping industry for the region to identify major business development opportunities.

Sales Targets and Objectives:

• Achieve the annual sales targets for the assigned territory/segments by managing the process of prospecting, enquiry management, negotiations, order execution, order closure.
• Gather market intelligence to assist the Business Unit in developing long-term and annual plans that is aligned with market reality.
• Prospect new customers by conducting market research and competitor analysis.

Techno Commercial Evaluations and Negotiations:

• Map projects that are being in the region and the key decision makers.
• Coordinate with the procurement division to negotiate effectively with suppliers to obtain the competitive pricing of products projects and at the right price with a view to maximize profitability on orders.
• Carry out technical and commercial evaluation to ensure competitive offers are submitted and we win the order.

Offer/Quotation Process:

• Register and log in all inquiries received into GNE's Oracle database / CRM.
• Review, evaluate and acknowledge requests for proposals and tender documents within 24 hours.
• Coordinate with the Technical Support department for technical queries and clarifications; and with the Procurement Department to obtain the required quotations in a timely manner.
• Prepare costing documents and competitive & effective quotation in line with client requirements, market practice whilst adhering to the Company's policies.
• Coordinate with all relevant departments to ensure that proposals prepared for inquiries and tenders are in compliance with the required terms and condition.
• Interact with clients to understand, anticipate and meet their needs.
• Follow-up and negotiate with client for submitted proposals, answer technical and commercial clarifications after review with respective departments.

Customer Relationship:

• Managing key relationships with Customers and partners for the assigned region.
• Manage sustainable long-term relationship with Local EPC's & Fabricators by regular communication and personal visits in order to maintain effective relationships.

Contracts:

• Follow-up and negotiate with clients for submitted proposals and answer their technical and commercial clarifications after review and discussions with respective departments.
• Managing tender business end-to-end.
• Review orders and ensure that orders received are in line with GNE's offer & information in the database.
• Conduct in-depth analysis of all contracts/PO's and agreements to identify the most appropriate terms & condition that is consistent with Gerab Policies.
• Carry out order execution and coordination with all relevant departments to ensure that all contracts are executed as contract and project stipulation and they meet the milestones.
• Coordinate with client for all Purchase Orders related issues not limited to Material Test Certificate approval and delivery schedules.
• Inform Projects Managers / Expeditors about project specifications and arrange bi-weekly status to monitor and track projects.
• Follow up with Finance and Accounts department on submission of Performa Invoice/Bank Guarantee to clients as and when required.
• Follow up for overdue invoices with clients.
• Responsible to make sure that orders are closed by meeting all the necessary requirement & contractual obligations.
• Ensure proper and timely follow-up of payments due from clients by monitoring and payment collection in coordination with finance and accounts.
• Stimulate subordinates and contribute to the identification of opportunities for continuous improvement in the areas of improvement of business processes, cost reduction and productivity improvement.

Record Keeping and Reporting:

• Ensure proper and update record keeping of all contract related information as per the company procedure.
• Generate report for management review on Weekly/monthly/quarterly basis.
• Supervise the preparation of timely and accurate departmental reports to highlight departmental performance to Deputy Senior Vice President - UAE and members of senior management team and take necessary corrective actions wherever required.
• Preparing presentations/reports for Sales Review meeting.

The main challenges faced by this role are:

• Extended hours of work to manage communication between time zones.
• Manage commercially competitive market.
• Manage submission of competitive quotation in line with customer requirement on time.
• Managing supplier expectations from GNE.
• Managing deliveries and keeping updates on orders.
• Managing operations in a country where regional differences and sensitivities are prevalent in business dealings.
• Payment issues due to market condition.
• The role holder has to also understand the complexities of the Oil and Gas industry in Domestic/International location which is highly controlled and decision making is centralized within Government and large Corporations.

FRAMEWORKS, BOUNDARIES & DECISION MAKING AUTHORITY:

• Reports to BU Head and liaises with him on critical issues.
• The job holder is expected to manage the overall operations in the assigned territory/segment with a view to grow the business rapidly to meet GNE's long term strategy.
• Key decision having significant impact on costing/revenue/margin is referred to Deputy Senior Vice President - UAE for approval before implementation.
• Manage submission of competitive quotations on time in compliance with client requirement.
• The jobholder exercises financial authority as per the level established in the Authority Matrix.

Desired Candidate Profile:

• Bachelors in Mechanical Engineering required, Master's Degree in Business Administration from a reputed University would be an advantage.
• Minimum experience of 3-5 years in Oil and Gas process piping industry.
• Should be adept at technical aspects of process piping and allied products.
• Knowledge of International markets and cultural sensitivities while dealing with Suppliers.

Skills:

• Strategy formulation and Business Planning Skills.
• Sales and Public Relations skills.
• Project management.
• Excellent verbal and written communication skills.
• Strong Interpersonal and People Management skills.
• Should possess advanced negotiation skills.
• Adept at Problem Solving and Decision Making.

Employment Type: Full Time

Company Industry:

• General Trading
• Export
• Import

Department / Functional Area:

• Business Development

Keywords:

• Sales Engineer
• Pipe
• Flanges
• Valves
• Pumps