Aftermarket Sales Director

Job title: Aftermarket Sales Director

Company: Howden

Job description: What do we do?Our vision is to enable our customers’ vital processes, which advance a more sustainable world. We supply turnkey solutions, fans, compressors, turbines, blowers, heat exchangers and silencers, as well as a comprehensive range of services including specialised engineering for air and gas handling, project management, equipment servicing and site management.Howden Singapore has an opening for an Aftermarket Sales Director, SEA responsible for creating and driving growth strategy for Howden products for PCOG vertical in Southeast Asia.About UsWe design, engineer and install air and gas handling equipment in most industries, particularly in the power generation, petrochemical, mining, steelmaking and cement manufacture sectors. Our fans, compressors and rotary heat exchangers are famous for their reliability, high performance and innovative technology. This makes us a world leader in engineering that stands the test of time.Our people are at the core of what we do and, supported by industry leading engineering and our extensive track record, we build relationships that offer true, long-term value. It is our people that make the difference. They are behind our engineering and can install, fix and upgrade any of our industrial fans and process gas compressors. We pride ourselves on custom building an air and gas handling application to meet our customers’ distinctive needs. That’s where our worldwide experience, specialist expertise and supportive people really make all the difference.In this exciting opportunity, your main responsibilities will be as follows:To consistently deliver profitable growth by providing our customers with valued solutions, by developing business plans, budgets, forecasts by country, product and market/vertical, customers and by supporting key PCOG customers.Responsible for achieving Bookings and Margins in Southeast Asia and manage the PCOG sales teams in the region.Engage with our customer’s and stakeholder’s senior management to develop existing and new market opportunities.Act as the single point of contact for sales in the appointed region for Howden BU’s and management.This is your opportunity to join a dynamic, innovative, global company that offers attractive remuneration packages, annual bonus, and flexible working arrangements, with global experience and provides a supportive organizational culture.What needs to be done?1. Strategic Sales and Growth plan.o In cooperation with Product Business Units and Regional Sales Managers, drive the process of preparing and coordinating the regional sales and growth plan by reviewing, analysing and reporting the Howden and non-Howden Installed Base, Aftermarket (AFM) opportunities, Business potential, Competitors Analysis, local Howden product SWOT analysis, and provide input for regional strategy and sales action plans.o Development of strategies to increase business levels in the region.2. Business Development.o Own the responsibility for achieving the AFM budget for subject Howden Products in the appointed region.o Lead the PCOG Sales teams by defining and implementing:o Product/Service – Define what it is we offer/do and what the value proposition is.o Pricing – Define the pricing strategy. Train the sales team/service department on how to estimate and assist with preparing larger service tenders.o Place – Define the target markets by analysing the installed based.o Promotion – Train the sales team how to sell service. Educate the market via effective marketing communication strategies.o Process – Define the processes around service sales, LTSA and Uptime.o People – Help field service and sales team identify the skills required in different geographic areas to support the service growth development.o Physical evidence – Support the sales team with providing case studies and other supporting examples of our value proposition.o Support the set-up of service centre facilities when and where required in the region.o Act as a Trusted Advisor to Sales team and customers in the region.o Lead the Sales Managers to establish, maintain and manage the business relationships with end users, customers, EPC’s, Howden Agents and trading houses in the area so that the Howden brand is recognised.o Support and direct Sales Managers and where required join them in their customer visits.o Lead and guide the preparation of clear and definitive technical and commercial proposals in accordance with defined scopes of supply, specifications, codes and internal standards to win AFM business.o Ensure proposals are submitted by the agreed bid due date and submission of subsequent technical clarifications meets customer requirements.3. Sales and funnel managemento Support and direct Sales Managers in the up keeping of sales and funnel management in CRM.o Support Sales Managers in increasing the Hit Rate of opportunities.o Actively perform funnel reviews for all Howden Products.4. Hand-over to order/contract team.o Assist Sales Managers in the handover process of contract documentation to Product/Regional Unit, project manager and/or contracts department.5. Sales reporting and CRM.o Prepare and submit reports on business activities in the area.o Liaise with Product/Regional Units Sales to update opportunity status in CRM.6. Training and support.o Assist in training and development of local/agent personnel to support the sales of Howden products.o Deliver/support customer seminars and training as required to support the customer relationship.o Take an active role in customer care during contract execution, when required.What do you need to bring?Degree in Mechanical Engineering or similar or extended (10-15 years) relevant technical sales experience in SEA.Good management skills in an international and diverse team.Strong sales skills as well as mentoring and coaching skills for a diverse teams of Sales ManagersGood experience of SEA PCOG market dynamicsStrong knowledge of compressors in the POCG Howden is active in.A detailed understanding of rotating equipment, specifically on air and gas handling equipment like compressors, fans and heaters.Good verbal (presentation) and written communication skills in the English languageGood interpersonal and cultural assimilation skills.High degree of self-motivation and initiative.Computer literacy, with good knowledge on using all MS Office, CRM and other relevant applicationsDesirable skills, knowledge & behavioursSeveral years relevant sales experience with engineering products in the relevant industries.Several years of experience managing an international and diverse team of Sales ManagersGood time management.Systems knowledge in the relevant industries.Creating sales opportunities in a competitive market using Value Selling techniques.Knowledge of how to create differentiators which will give Howden a competitive edge.Co-operating with many different Howden companies to maximise sales opportunities.Understanding of how to do business with and meet the expectations of customers of different nationalities and cultural backgrounds.Working with limited availability of technical drawing to select right parts.Offering upgrades, retrofits and alternative parts than original supplied, to make the quotes more attractive for customer.Offering different retrofit solutions aligned to customer requirements.In cooperation with PU’s, determine best engineering and most cost effective solution to customer requirements.Understand when to seek assistance from within the Howden group of companies.Negotiate with and manage/direct Sales Managers to obtain the best commercial price, terms and conditions for Howden.The advantages of working at Howden:Worldwide business – Liaise with our colleagues in 27 countries.We offer global and local opportunities– 6000 employees and world leading engineers, who create cutting edge developments – You will be a part of over 160 years of innovation and development that continues today with our digital solutions.At Howden we have a strong corporate identity and purpose – You will be a member of our team, shaping the future of the world and tackling some of the most pressing issues facing the planet.Our products and organisation are Revolving Around You – Our culture promotes individual development to enhance our most important asset – our people.

Expected salary:

Location: Singapore

Job date: Tue, 19 Mar 2024 23:43:28 GMT

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