Technical Sales Engineer (Penang)

• Provides knowledge and consultation in the form of developing HVAC system related solutions for the customer’s problems, including financial and performance-based considerations
• Utilizes account management process to identify key customers and to develop specific action plans to grow identified accounts.
• Identifies potential opportunities with existing and new customers.
• Converts leads into opportunities by assigning the appropriate sales process, identifying the required project team members, making assignments, and communicating the next steps in the process.
• Develops relationships with multiple buying influences in the customer’s organization, including project managers, project engineers, construction, purchasing, and accounts payable.
• Gathers and validates preliminary information and performs facility walk through, construction plan review or other requirements.
• Determines project needs, constraints, and responsibilities to meet all of the customer’s HVAC system design and installation requirements.
• Develops, evaluates, and discusses possible solutions with customer.
• Develops preliminary project fulfillment schedule.
• Responsible for project take-off, selection, pricing, and integration of equipment, controls, and services.
• Responsible for the preparation and review of the proposal.
• Validates the preliminary proposal with customer.
• Determines proposal price and selling strategy.
• Reviews and compares contract terms and conditions with company contract standards.
• Presents the proposal and negotiates price, terms, and conditions with customer.
• Follows up with buying influences.
• Prepares transition documents and communicates project readiness for assignment to operations team.
• Resolves major deviations from scope with team after Project Scope Validation.
• Determines needs, develops and executes an account specific business plan to identify the long term, mutual support requirements required to facilitate a strong, profitable and successful partnership.
• Provides total account business activity reports and annual forecasts
• Consistently ascertains customer needs and current market opportunities.
• Assembles, coordinates and interacts with sales team as needed for customer penetration and project acquisition.
• Estimates project by analyzing and integrating equipment, controls, subcontractors, and services for each project using company business systems.
• Regularly update Market Coverage System on found/bid/win jobs
• Learning agility, strong communication skills at all levels, disciplined, result oriented and integrity are critical competencies and values required.

• Bachelor's degree in engineering
• At least 2 years’ direct sales experience. Knowledge in HVAC system, Chiller Plant, Airside, Energy Services and Building Services will be an added advantage.
• Ability to read, analyze, and interpret engineering documents.
• Able to solve complex problems. Integrates and interprets data from diverse sources to find solutions
• Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.
• Excellent verbal and written communication skills
• Able to work independently and collaborate with multi-functional teams
• Organizational and time management skills
• Customer focus mindset
• Innovative mindset and willing to explore new front
• Strong computer skills in a Microsoft Office environment.

PersolKelly