Sales Engineer - Valves Service / Trading

The Sales Engineer - Valves Service / Trading is responsible for driving sales and promoting the company's valves services in Abu Dhabi sector industries like Oil, Gas, Power, Desal and their EPC contractors and subcontractors. Trading of all types of valve products in the Middle East region to all required clients and their EPC contractors and subcontractors. This role requires a strong technical background in valves and related components, excellent communication skills, and a focus on building and maintaining customer relationships. The Sales Engineer will work closely with the sales team, sourcing specialist and clients to provide technical expertise, product recommendations and exceptional customer service.

Responsibilities:

Sales and Business Development:

• Identify and develop new business opportunities by prospecting and generating leads.
• Registration of the company's scope of services and products in all industries.
• Understand customer requirements and provide sales/marketing support. 
• Conduct market research to understand customer needs, industry trends and competitor activities.
• Create and implement sales strategies to meet or exceed sales targets.
• Build and maintain a strong pipeline of potential clients.
• Present product offerings, service capabilities, and value propositions to customers.
• Prepare and deliver persuasive sales presentations and proposals.
• Take full responsibility for prospecting, quotation, sales and completion of contracts, profitably, for the defined territory.
• Verifying terms and conditions,  making arrangements for the customers request, following up to ensure timely delivery of customer requirements and ensuring the collection of payments immediately as per agreed terms. 

Technical Expertise:

• Develop a deep understanding of the company's valves, scope of services and trading products.
• Provide technical support to customers by assessing their requirements and recommending suitable valve solutions.
• Collaborate with the technical team to ensure accurate product specifications and meet customer expectations and requirements
• Stay updated with industry standards, regulations and emerging technologies related to valves.

Customer Relationship Management:

• Cultivate and maintain strong relationships with existing and potential clients.
• Act as the primary point of contact for customer inquiries, concerns, and technical assistance.
• Conduct regular customer visits to strengthen relationships and identify upselling opportunities.
• Provide prompt and effective solutions to customer issues or complaints.
• Coordinate with internal teams to ensure on-time delivery and customer satisfaction.

Sales Support and Collaboration:

• Collaborate with the sales team to develop sales strategies, pricing, and promotional activities.
• Assist in the preparation of contract reviews. sales contracts, quotations and sales reports.
• Coordinate with the technical team, logistics and operations to ensure smooth order processing and delivery.
• Participate in industry trade shows, conferences and events to enhance brand visibility and network with potential customers.
• Provide feedback to the management team on market trends, customer needs and competitor activities.

Performance to be Measured against Tasks:

This job is measured from the performance of each assigned below tasks by engaging potential customers, building customer relationships in defined sectors and by achieving the company set targets.

Service Contracts - Opportunity

Identify Target Customers: Determine the industries or businesses that heavily rely on valves, such as oil and gas, chemical processing, power generation, water treatment, or manufacturing. Research companies within these industries that may require valve service contracts in the defined sectors. Complete registration process with each potential client.

Build a Customer Database: Create a database of potential customers who benefit from your valve services. Include their contact information, industry, valve types, and any other relevant details. You can find potential customers through industry directories, trade shows, online research, or by networking with industry professionals and from our existing database.

Develop a Service Proposal: Prepare a comprehensive service proposal that outlines the benefits and value of your valve services. Include information about the range of services you offer, your expertise and experience, service level agreements, response times, maintenance plans, and any unique selling points that set you apart from competitors.

Reach Out to Customers: Contact the potential customers from the database and introduce the company and services. Use various communication channels such as email, phone calls, or in-person meetings to initiate discussions about their valve service needs. Customize your approach based on each customer's specific requirements and challenges.

Present the Service Proposal: Schedule meetings or presentations with interested customers to discuss their valve service needs in detail. Present your service proposal, highlighting the benefits and value your company can provide. Address any questions or concerns they may have and emphasize the importance of regular maintenance and service for optimal valve performance.

Negotiate and Customize: Based on the customer's specific requirements and preferences, negotiate the terms and conditions of the service contract. Discuss pricing, contract duration, service frequency, performance metrics, and any other terms that need customization. Be flexible and willing to accommodate their needs within reason.

Contract Agreement: Once both parties agree on the terms, prepare a service contract that outlines the agreed-upon details. Include information such as the scope of services, pricing, payment terms, performance guarantees, reporting procedures, and any additional provisions or requirements.

Maintain Relationships: After securing a service contract, maintain regular communication with the customer. Provide excellent customer service, promptly address any concerns or issues, and regularly update them on the status of valve maintenance and repairs. Build a strong relationship to encourage repeat business and potential referrals.

Identify Target Customers: Determine the industries or businesses that utilize valves and valve components. This can include industries such as oil and gas, chemical processing, water treatment, power generation, HVAC, and manufacturing. Research and identify potential customers within these industries who may require valve trading services in defined sectors.Complete registration process with each potential client.

Build a Customer Database: Create a database of potential customers who may need valves and valve components like End Users, EPC Contractors and its subcontractors. Include their contact information, industry, valve types they use and any other relevant details. You can gather this information through industry directories, trade shows, online research or by networking with industry professionals and from existing databases.

Develop a Product Portfolio: Create a comprehensive product portfolio showcasing the various types of valves and valve components you can offer. Include detailed information about each product, specifications, certifications, and any unique features or advantages. Highlight the quality, reliability, and performance of your products.

Sales Team and Valve Sourcing Specialist: Keep good communication and coordination with  internal sales team and sourcing specialist to find the correct products with best price and delivery. 

Customer Engagement: Reach out to potential customers and engage in conversations about their valve and component needs. Understand their requirements, challenges, and any pain points they may have. Present your product portfolio, emphasizing how your offerings can meet their specific needs and provide value.

Provide Competitive Proposals: Prepare competitive proposals for potential customers. Include information about your product offerings, pricing, delivery options, after-sales support and any additional services you can provide. Tailor the proposals to address the customer's specific requirements and differentiate yourself from competitors.

Negotiate and Finalize Contracts: Once there is interest from customers, negotiate the terms and conditions of the contract. Discuss pricing, payment terms, delivery schedules, warranties, and any other relevant terms. Be flexible and willing to accommodate customer needs while ensuring a mutually beneficial agreement.

Contract Agreement: Once both parties agree on the terms, prepare a contract that includes all the agreed-upon details. Ensure the contract covers important aspects such as product specifications, quantities, pricing, delivery terms, payment terms, warranties, and dispute resolution mechanisms. Seek legal advice if necessary to ensure the contract is comprehensive and protects both parties' interests.

Customer Relationship Management: Maintain regular communication and build strong relationships with your customers. Provide excellent customer service, promptly address any concerns or issues, and ensure on-time delivery of products. Stay engaged with your customers, anticipate their needs, and seek opportunities for upselling or cross-selling.

Pre Opportunities

• Develop business leads, references and contacts within the market, keep abreast of the evolving market trends and related technology, and convert these into profit generating business accounts.
• Market Analysis: Monitor market trends and recommend adjustments for the Strategy and plans accordingly to meet changing market and competitive Landscapes. 
• Market Information for Long to Mid Term Decision Making. Communicates the End User Value Proposition for Valves, Repair Kits and Spares(Internally and Externally). 
• Coordinate and Support Other Sales Activities in Valves in Order to have an Effective Perception in the Department Overall. 

Promotion and E-Marketing

• Creates and Implements the Communication, Promotion and Training Activities in the Valves Segment.Identify the person helping you to get an order and technical information are relevant to them. So make sure to add them to the E-Marketing section in the company detail page.
• Send to the above people news, letters, promotional, greetings, scope updates, reverse engineering on a regular basis. 
• Advertise and be part of communities like Valve Service Contracts, Valve Trading, Valve components sale and any community that can help getting an order.
• Incase you require to design an add or any promotional items do it through our marketing department Mr. Akhil.
• Make sure you have given proper messages in your advertisement such as brochures, websites in detail about your related tasks.
• Make sure to have enough stock of giveaways, promotional goods for the potential clients and keep track of these items and update the stock from time to time.