Sales Engineer

About the role

The Senior Sales Engineer is to manage all sales activities in assigned customers including maintaining and developing existing business and identifying and acquiring new business/customers of refining services to achieve/exceed sales objectives and goals through both revenue & profit.

What you will do

Sales Strategy & Planning

• Deeply understand and execute the short-term to long-term sales strategy, to achieve the business goals & objectives
• Execute and implement the annual sales plan based on the regional sales strategy individually
• Take initiative to develop the annual customer plan for assigned area Auto market and OES customer, plan and execute all the sales and marketing activities for target customer and its value chain, to achieve individual and team target
• Cultivate and maintain good relationship with internal key stakeholders (e.g. marketing, product management, production, R&D, customer service, quality, supply chain and other supporting functions), cooperate with the team to deliver solutions and achieve business growth
• Ensure 100% compliance.

Distributor Management

• Follow-up and achieve the annual sales target for assigned distributors to in line with the strategy
• Develop and execute action plans to enable customers partners and distributors to achieve sales targets
• Maintain strong business partner relationship with key distributors on comparable level
• Manage the claim negotiations from and towards customers within defined parameters based on supervisor's coach and guide
• Support the team to complete the annual distributors evaluation, advice the appropriate distribution level setting-up based on business result, contribution and business growth potential
• Monitor the performance of assigned distributors closely, implement and execute the action plan to improve the underperformance distributors.

Key Account Management

• Support to develop the relevant customer strategy for assigned key accounts, implement the customer strategy based on the guideline
• Update the sales pipeline in CRM system timely
• Generate customer visit report timely by using CRM tool and provide regular high/low lights as well as key customer intelligence
• Drive business growth with assigned accounts, follow-up the customer-centricity account plan to develop new business through new applications, new projects and new products to increase business share in target key customers
• Deal with complaints as interface between internal stakeholders from function teams and external stakeholders (key customers, value chain partners, association, downstream players), give feedback and solutions to assigned customer on complains and inquiries timely
• Follow-up the effective action plan to complete the key accounts' annual contract negotiation for volume, price, and margin with supervisor's coach and guidance

Business Development

• Build-up strong business acumen and market intelligence to identify, analyze and monitor potential business growth opportunities, understand competitive factors to support the business growth
• Understand the unmet needs of assigned customers, transfer the potential needs to Marketing and Product Management team to develop new products
• Spec-in new products and develop key projects in clients
• Identify and advice the potential new partners/distributors based on market analysis to support business growth
• Monitor competitor activities and report potential infringements of tesa from competitors timely
• Identify sales/market potential, feedback to marketing or Product Management team to explore the potential solution for further business growth
• Push internal product developments if customer need is detected
• Develop and manage key account supply chains in OES business