Technical Senior Sales Engineer
Metso Automation Qatar W.L.L
Total years of experience :15 years, 7 Months
Since Jun’12 with Metso Automation Qatar W.L.L as Technical Senior Sales Engineer
Key Result Areas:
Working closely with B2B & B2C clients across domains such as Oil & Gas, Refineries, Petro chemicals, Chemicals, Waste water Treatment, EPC & OEM to understand technical requirements and deliver key solutions to meet their needs
Performing dedicated technical sales and marketing activities such as e-mail, conferences & conclaves within assigned business segment throughout assigned region
Coordinating for design, modifications, enhancements of products and sold material management systems & hoists as per client specifications
Evaluating and suggesting products and services solutions in line with client needs and specifications; presenting comprehensive sales proposals
Preparing instrument index, tender bidding and technical documents for project study
Conducting extensive negotiations with customers, establishing synergistic, highly profitable relationships
Implementing competitive and market intelligence capabilities through systematic and objective analysis of relevant information, relating to target markets, competitor and economic environments
Streamlining sales operations support functions including market research, technical marketing, sales engineering and contracts management for enabling quicker decision making
Delivering performance updates, quarterly business reviews and planned meetings
Performing Plant Audit and Site Survey existing installed base and competitor installed valves and suggest suitable replacements solutions whenever customer faces problems and challenges
Educating customer about Metso Life cycle management services and advises customer about obsolete product data and latest product upgrades also help customer to identify suitable replacement solutions with help of sizing and Technical support at customer site
Giving consulting advise to customers about maintenance recommendation plan for Valves, Actuators & Positioners for general and critical applications to help them identify critical parts and helps them to procure in advance and at specific intervals and there by generating significant spare business
Recommending Shutdown & Spare Parts survey at customer stores to check availability of mandatory spares and suggesting recommendations spares there increasing the spares business
Keeping regular updates in installed base tools like sales force and Power BI and ensuring targets customers for nearest shut down plans
Highlights:
Increased order intake by 40% from Mesaieed customers for complete valve replacements where metso installed base is minimum
Successfully achieved Target of 3.8 M EUR from Order booking for FY'18
Maintained close relationship with EPC companies like Chiyoda, Technip, Worley & Mc Dermott for large Projects and developed new customer and maintained existing customer data base details in Safe Force and Installed Base (Power BI) tools
Developed Strategy at Qatar Shell for Replacement of Metso Valves; replaced replace Bare shaft valves and avoided
competitors and for actuators upgrade after specific intervals thus generating consistent business of around 500 K EUR every year.
Generated, attended and reviewed customer enquiries; respond them with suitable solutions within provided time
Extended Application support- sized and selected control valves; checked On-Off & Emergency Shutdown (ESD) valve selections for various process applications
Gained product expertise in selecting & size optimum performance products for severe service applications in various process industries
Co-ordinated with kick-off meeting and project review meetings with Team in Finland; executed orders with full customer satisfaction
Job responsibilities in Project dealing with products like Globe Control Valve, Self-Acting Valves, Regulators, Positioners.
Managing key clients in southern India like MRPL, CPCL, JSW, BPCLKochi refinery, BHEL, JSW, PPN, EIL, Technip, Enmass Andritz etc and handling techno-commercial meetings, finalizing the deals for smooth execution of sales & order processing.
Detailed Job responsibilities in Project dealing with High value Equipments like,
1. Optical Emission Spectrometer (OES).
2. Energy Dispersive Spectrometer (EDX).
3. X-ray Diffractometer (XRD).
First Class
First Class
First Class