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Technical Sales & Service Manager for Control Instrumentation - Mandaluyong

Job Category:

Engineering

Job Level:

Managerial

Open Date:

10-Jul-2019

Location:

CITY OF MANDALUYONG

Close date:

31-Dec-2019

Client Industry:

INDUSTRIAL EQUIPMENT & SUPPLIES

Job Description and Qualification:

BASIC FUNCTION: Plan and coordinate all sales and business development activities to increase market share of company's systems, products and services across various industries

Duties and Responsibilities:

A. Business Planning
• Develop strategic plan to grow our business for control systems; substantially increasing sales, margins, market share and customer satisfaction
• Prepare sales forecasts/commitments; tracks actual vs forecasts and leads in the periodical reviews
• Define key marketing and sales targets, establish appropriate metrics and measurement tools to monitor performance
• Proactively anticipate results and identify gaps in order to take early remedial action and ensure targets are achieved
• Aware of competitor’s activity with each existing and potential account and ensures appropriate response strategies are formulated and implemented
• Develop operational plans. Identify barriers to strategy execution
• Prepare Operating Expense and Capital budgets to support Sales and Marketing activities

B. Business Development
New business
• Identify specific new business opportunities for control systems with an awareness of the country’s latest  development programs
• Initiate steps to touch base and establish relationships with project proponents and potential clients
• Establish, maintain and develop business and networking relationships with leaders in order to create a positive business image for the company
Existing Accounts
• Protect our existing business across all business units in installed bases of control systems and services by proactive account management— consistent sales coverage, relationship building and maintenance of rapport, oversee implementation of after-sales services
• Increase participation in existing accounts where company has a weak share via Competitive displacement; Aware of future plans and site walk initiatives of power companies
• Revive inactive accounts by identifying customer requirements and work with technical and support staff in developing proposals that are responsive to customers’ needs and concerns
• Represent company in courtesy calls and high level meetings and sales presentations
• Develop and maintain good trusting relationship within engineering, maintenance, operations and purchasing groups of control systems accounts
• Consult with customers regarding their near and long-term operational objectives and how our products, services and system offerings can improve their operations
• Develop, execute and drive capture strategies for opportunity-specific sales pursuits. Influence bid specification opportunities
• Maintain an active sales funnel of opportunities approximately three times the sales goal for Delta V and other control systems sold across various industries
• Assists Sales Executives to exceed goals
• Ensures a well-coordinated effort of all Sales and Business Development staff handling  control systems accounts

C. Human Resource Management
• Consciously create a workplace culture that is consistent with that of the company, emphasizing the identified mission, vision, guiding principles and values
• Coach, mentor and develop staff including overseeing new employee onboarding and providing career development planning and opportunities
• Empower employees to take responsibility for their job and goals. Delegate responsibility and expect accountability and regular feedback

Minimum Requirement:
A. Education
Graduate of BS – Instrumentation & Control, Electronics and Communication, Mechanical or Chemical Engineering; Master’s Degree is an advantage

B. Job-related Experience
At least two (2) years of exposure in the operation and management of control systems

C. Specific Knowledge
• Client’s business operations and organizational structure, installed base
• Economic and/or market trends, market share and competitor analysis, especially in power sector

D. Skills
• Excellent oral and technical writing skills
• Clear and persuasive communicator
• Self-assured, confident and goal oriented
• Strong results orientation and execution characteristics
• Strong sales personality – outgoing, energetic, positive, assertive, expressive, self-starter, resilient and responsible
• Demonstrated ability to collaborate cross functionally so as to influence without direct authority
• Excellent managerial and people handling skills
• Strong negotiation skills and analytical skills

Salary:

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