Sales Engineer
Carrier
Total years of experience :12 years, 9 Months
• Complete responsible for sales activity of DX units known as Residential & light commercial
• equipment’s which includes VRF Systems, Package units, Air handling units, condensing units, concealed
ducted units, hi wall split units, free standing units, cassette units, window units etc.
• Achieve annual sales, gross margin, and market share targets set by management.
• Lead and grow Qatar territory and business through existing and new accounts by identifying potential
customers and building solid long-term relationships.
• Understand and leverage the design process to enhance product sales.
• Routinely call on and support our customers, including Mechanical Contractors, Consulting Engineering
firms, Dealers, Distributors and End User.
• Assist with project management duties once the equipment has shipped to the customer, including cash
collection and accounts receivable responsibilities.
• Manage and sustain high levels of customer satisfaction and provide solutions for performance
enhancement and proactive resolution of issues to ensure customer expectations are met.
• Provide and coordinate technical and product training to customers.
• Create new business through organized prospecting and increase our share of business.
• Support and participate, with other Sales Engineers, in performing advanced technical presentations for
customers, and prospects, both remotely and in-person.
• Monitor competitors by gathering current market information on price and products.
• Prepare sales reports and forecast by collecting analyzing and summarizing sales information and the
market trend.
• Ability to strict compliance and adherence to Carrier Ethics and policies.
• Project Pipeline updates on daily basis within our company level and to the management level.
• Regular updates on the CRM to enable regional level interference about the project status in Qatar market.
Discuss clear sales strategy with the BU and Regional level.
• Routine follow up with the engineering team to collect maximum information about our product and to
follow up with the existing queries relayed to the current projects.
• Making forecast for the stock, deliveries, and new bookings on quarterly basis with logistics.
• Arrange technical support material in coordination with HQ about data book, broachers,
software’s, technical bulletins.
• Searching for new clients who could benefit from our product in a designated region.
• Achieving sales target with specific gross margin and expand SWEP Market share in UAE Market.
• Persuading clients that a product or service will best satisfy their needs.
• Managing & interpreting customer requirements.
• Support and assist consultants for efficient and economic product.
• Participate in product team (SWEP) meetings to provide feedback on support related aspects of the product.
• Obtaining information about competitors’ products and prices.
• Analyze cost & sales.
• Preparing report and sales forecast for management.
• Making technical presentations & demonstrating how a product will meet client needs.
• Providing training & producing support material for the sales & application team.
• Providing pre-sales technical assistance & product education.
• • Under specific direction, responsible for the sale of Unitary & Applied products to primary decision makers with General contractors of new and renovated buildings & Villas.
• Builds and manages long-term customer relationships with General contractors.
• Utilizes sales tools to plan and document progress as well as increase business opportunity in accounts.
• Obtain and close sales monthly. Seeks to expand the depth and breadth of offerings within that account.
• Frequently creates competitive, high quality and timely estimates, bids, proposals, and cost/benefit analysis. Verifies new proposals and bids with manager prior to customer presentation. Effectively writes, presents and communicates bids.
• Seeks out, targets and initiates contact with multiple general contractors. Develops network of contacts.
• Preparing and presenting customer seminars, preparing monthly sales reports and forecasts, keeping customers updated on current and new products.
• Follow up with customer & attending various techno commercial meeting with customers till finalization of quotation.
• Analyze tender documentation e.g. technical specification, Bill of Materials to ascertain requirements to provide necessary support and input relating to HVAC services to ensure complete and satisfactory implementation of the requirement.
• Prepare proposals based on project description and customer requirement.
• Processes requests for modification or options and other general information not covered by published pricing.
• On receipt of Letter of Intent, coordinate with Team to prepare material submittal with filled compliance statement for project specification, catalogues, drawings, calculations, datasheets etc. to submit to Consultant for Client approval.
• Against consultant's comments to material submittal, provide reply to comment with supporting documents. Coordinate with MEP contractor and attend technical meetings with consultants until job is approved.
• Order processing within specified time to cater the Customer requirement in timely manner.
• Provide sales support such as arranging delivery and ensuring the units are delivered in the time without any hindrances.
• Coordinate the customer warranty claims with after sales department.
• Procurement of engineered equipment’s and materials including spare parts.
• Negotiate with suppliers on lead-time, cost and quality to obtain the maximum benefit for the company.
• Preparation of purchase orders for HVAC unit’s manufacturer and other supplier based on monthly stock evaluation and stock movement.
• Coordination with factory for timely delivery of manufactured goods.
• Follow up with procurement department for purchase orders to supplier and coordinate the delivery with customer.
• Generating GRN after getting material.
• Prepare Quotations, Technical Submittals and Pre-qualifications within the time frame required by Sales Engineers.
• Prepare Order Acknowledgment, Sales Orders, Proforma Invoice, Delivery Note & Invoice in ERP.
• Preparing warranty letters & power factor letters based on client’s requirements.
• Coordinate the customer warranty claims with after sales department.
• Prepare product costing, sales price list, project costing & profitability report.
• • Maintenance of equipment’s in Sterile API plant, HVAC department.
• Maintenance and operation of HVAC system, Pure Steam Generator & Reverse Osmosis Plant.
• Maintain the performance of chilled water pumps and condenser pumps etc.
• To Arrange necessary shut down activities for carrying out the preventive maintenance.
• Co-ordination with production department, utilities, engineering stores, contractors for smooth functioning of plant engineering activities.
• Inventory control of spares for Machines.