Sr. Sales Engineer - HVAC| Retail | LG | Electronics | UAE

Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions; automotive, financial services, real estate, retail and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia and Africa, Al-Futtaim Group partners with over 200 of the world's most admired and innovative brands. Al-Futtaim Group’s entrepreneurship and relentless customer focus enables the organisation to continue to grow and expand; responding to the changing needs of our customers within the societies in which we operate.

By upholding our values of respect, excellence, collaboration and integrity; Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day.

Overview of the role:

The Sales Engineer is required to generate Sales enquiries, quote and book Sales of LG Brand Ducted, Splits, Package and VRF units in UAE market, especially in Dubai and NE Market.

• Generate Enquiries, follow-up and book Orders as per the Target set by the Business Management.
• Actively seeking out new sales opportunities through cold calling, networking.
• The accurate completion of monthly management reports covering all activities.
• Following up on current leads, opportunities and key accounts.

What you will do:

Description of Accountability:

• Achieve the sales/Gross Margin/Order booking targets set by the management on monthly basis, quarterly basis and yearly basis by activities mentioned below.
• Generating enquiries on monthly basis so as to achieve order booking strike rate of 15-20% of enquiries quoted every month based on assigned Sales/GM targets.
• Design review/Technical estimation for enquiries generated by self or others.
• Prepare technical Sales offers for customers/follow up for negotiation/order booking.
• Credit Approval process as per company policy/Collection of Debtors.
• Generate new customers every month as per Sales target.
• Conducting market research to identify selling possibilities and evaluate customer needs.
• Actively seeking out new sales opportunities through cold calling, networking, and given marketing strategies.

Customer Relation/Networking:

• Follow up with customers at presales/after sales for feedback on customer satisfaction.
• Ensure networking by self and all team members with all the stakeholders in the Sales enquiry – Developer/consultant/main contractor, Dealer Network and MEP contractors.
• Interaction and engage customer for information feedback related to competitors on pricing/technical information.
• Understanding and analyzing the customer’s needs.
• Answering all the customer’s needs in a professional and efficient manner.
• Regular feedback of Customer creditworthiness knowledge through other suppliers/customer network partners/contractors at pre Sales stage and after Sales stage.

Knowledge:

• Maintain comprehensive technical knowledge of HVAC products (VRF, Ducted, Splits, Chillers) and services offering, market intelligence, industry trends and competition in their assigned territory. Knowledge of basic HVAC design and estimation of Unitary/chilled water systems projects.

System and Process:

• Awareness of policies concerning product programme, sales channels, pricing, sales promotion, credit, stock levels, payment plans, as well as changes in these policies whenever this is deemed desirable. Also maintaining Sales/Project records as per ISO standards.

Team Relationship:

• Support and communicate positively with Projects department and other departments in AFET to grow the business and their respective goals.

Events:

• Representing the company in the most professional manner at all times.

Required Skills to be successful:

• At least 5 years’ experience in Sales of A.C equipment in Dubai/Sharjah market with good business contacts with consultants/developers/contractors and Dealer Network in Dubai and NE with excellent track record.
• A team player, who possesses a positive attitude and willingness to learn.
• Excellent spoken/written communication in English (Arabic will be preferred).
• Proficiency in MS Office (Outlook, Word, Excel, PowerPoint) and competent letter writing.
• Valid UAE driving licence.

What equips you for the role:

• Bachelor Degree (Mechanical engineer preferred).
• 5-7 years’ experience in HVAC, with understanding and awareness of the region's construction industry.
• Experience in Sale of Ducted Splits/VRF/PKG Units/AHU/FCU/Chiller with good sales track record in UAE market.
• Excellent business contacts with consultants/developers/MEP contractors.
• Knowledge of software selection of VRF/AHU/Chillers is an advantage.
• Results oriented.
• Must possess strong motivational and interpersonal skills to create a positive environment.
• To lead by example by being able to innovate and develop new/alternative strategies continuously and consistently to achieve the Sales and order booking targets.
• Taking Initiative.
• Drive for Results.
• Good communication skills (verbal and written).
• Strong/excellent attention to detail.