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Technical Sales and System Manager for Control Instrumentation

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Client Overview:

The Company is in the industry of process control and instrumentation. They are in partnership with various global brands and is the country’s distributor of their products.

Client Industry:


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.
  • 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

  • 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.
  • 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 with 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
  • Create a workplace culture that is consistent with the company, emphasizing the identified mission, vision, guiding principles and values.


  • Graduate of BS Instrumentation & Control, Electronics and Communication, Mechanical or Chemical Engineering; Master’s Degree is an advantage
  • At least two (2) years of exposure in the operation and management of control systems
  • Knowledgeable in:
    - Client’s business operations and organizational structure, installed base.
    - Economic and/or market trends, market share and competitor analysis, especially in the power  sector.
  • 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