Role Title: Sales Engineer ( Junior / Senior) Reporting to: Area Sales Manager / Sr. ASM
Business Unit: Kirby
Department / Section: GCC – Sales Rev1- 05.09.09
ROLE & CONTEXT
Purpose: To Promote and Sell Kirby products to new / repeated customers. | Context: - Kirby sales function operates through several sales offices in different regions.
- The sales engineer is the first level in the sales organization.
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ROLE ACCOUNTABILITIES
Overview
- Communicate with all repeated customers / potential customers / consultants / end users, in the specific territory assigned by his ASM, to promote Kirby Business.
- Receive customers enquiry for bidding, study it , prepare QRF& sketches and communicate with engineering / estimation department to get it priced
- Prepare the offer and follow up with his customers to negotiate / modify the offer until he closes the deal within Kirby standard contract terms (Contract to be signed by ASM).
- Communicate with Kirby management ( Sending DAF / E-mails) after consulting his ASM to get further discount on selling price –if needed- and any special approval on delivery / payment terms / any other non standard terms.
- Prepare all entry documents for the new orders, review with his ASM and send to PMG/Credit
- Follow up with PMG / Credit Engineering / and all other departments –if needed- to ensure releasing the job for production and shipment after getting necessary approvals from Kirby’s customer.
- Provide after sales services to Kirby customers until the buildings are completely erected.
- Assist his sales manager in preparing the weekly / monthly sales / job reports.
- Collect all possible information about Kirby competition from the market.
- Perform other administrative duties for Kirby operation (outside Kuwait) as may be assigned by his Sales Manager.
- Summary of the Sales Engineer activities: Prospecting – Qualifying – Studying / Presenting –Quoting – negotiating technically and commercially/ Disarming objections – Closing –Follow up approvals / Changes- Manage any Claims
EXPERIENCE AND QUALIFICATIONS
Minimum Experience & Essential Knowledge: - Bachelor in Civil Engineering is preferred and could be in Mechanical Engineering.
- Good command of English is a must in addition to Arabic or Hindi or XXX.
- Good knowledge of computer applications (MS, Internet) and any additional software like (Auto-Cad, STAAD, Any planning software) is preferred.
| Minimum Entry Qualifications: - 2-3 years experience in engineering applications (Design / Construction).
- Additional experience in sales is preferred And the ideal to be in selling PEB / SS.
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KEY PERFORMANCE INDICATORS
- Qualified quotes in number and metric ton.
- Hit rate in number of booked jobs and total booked metric ton versus number of quotations.
- Number of new customers
- Numbers of repeated customers.
KEY RELATIONSHIPS & DECISION MAKING
Reports to: Area Sales Manager/ SR ASM.
Network: (In Kirby)
- Hard line: ASM, PMG, Engineering.
- Dotted line: RSM / GSM / Credit / Production / Shipping.
Network: (Outside Kirby)
- Repeated / potential customers / Builders/ consultants.
Decision making authority
To use Kirby standard terms/ offer and authority matrix only after consulting his ASM.
Business impact of role
Low – Medium
SKILLS
Technical & non technical - Engineering / IT skills / English Language.
- Good mathematical logic (Has good sense of numbers).
| Other : - Extrovert / outstanding communication skills.
- Positive attitude / Drive
- Natural ability to build rapport.
- Clever / Smart.
- Self motivated, ambitious and energetic.
- Team player and service oriented.
- Aggressive.
- Presentable
- Confident.
- Organized.
- Transparent.
- Independent
- Sense of humour.
- Persuasive.
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APPROVED
Direct Superior: Date: ___/___/____ | Human Resources Date: ___/___/____ |