Key Responsibilities
Sales Strategy and Business Development
- Develop and implement annual, quarterly and monthly sales strategies aligned with the company's business objectives.
- Identify new markets, industries and business opportunities for the company's products and engineering services.
- Develop strategies to penetrate manufacturing plants, factories, industrial facilities, utilities, mining companies and other potential markets.
- Identify major projects involving industrial automation, equipment upgrades, plant maintenance and engineering solutions.
- Lead business development initiatives to increase sales of industrial products, engineering services and technical training.
- Develop and maintain a strong sales pipeline to ensure consistent revenue generation.
- Monitor market trends, competitor activities, customer demands and emerging technologies.
Leadership and Management of the Technical Sales Team
- Lead, supervise, mentor and motivate the Technical Sales Team to achieve individual and departmental targets.
- Allocate sales territories, customer accounts and business development responsibilities.
- Conduct regular sales meetings to review performance, pipeline progress and business opportunities.
- Provide coaching and guidance on technical product knowledge, prospecting, negotiations and closing sales.
- Support junior sales representatives during customer meetings, technical presentations and negotiations.
- Monitor individual performance and implement improvement plans where necessary.
- Ensure team members maintain active customer pipelines and conduct consistent customer follow-ups.
- Promote teamwork, accountability, professionalism and a performance-driven sales culture.
- Identify training and development needs within the sales team.
Technical Products and Solutions Sales
- Oversee and drive sales of the company's industrial products and technical solutions Responsibilities include:
- Ensure the sales team understands the technical applications, features and commercial benefits of the company's products.
- Identify opportunities for automation upgrades and industrial process improvements.
- Lead the preparation and presentation of technical and commercial proposals.
- Coordinate with the engineering team to develop suitable technical solutions for customers.
- Support negotiations involving high-value products, projects and equipment supplies.
- Develop strategies to increase product sales, repeat orders and key account penetration.
Engineering Services and Project Sales
- Drive business development for the company's engineering and technical services Responsibilities include:
- Identify organisations requiring engineering support, maintenance contracts and automation solutions.
- Develop and pursue opportunities for industrial service contracts and engineering projects.
- Coordinate with technical teams to conduct customer assessments and develop appropriate solutions.
- Oversee the commercial development of engineering proposals and project quotations.
- Follow up on project opportunities from initial enquiry through negotiation and order confirmation.
- Ensure effective handover of secured projects to the relevant technical and project execution teams.
- Maintain strong relationships with key industrial customers to generate repeat engineering business.
Key Account Management and Customer Relations
- Develop and maintain relationships with major industrial customers and strategic accounts.
- Personally manage high-value and strategic customer relationships.
- Conduct regular customer visits to identify business opportunities and understand operational challenges.
- Engage senior decision-makers, including factory managers, engineering managers, procurement managers and operations directors.
- Ensure timely responses to customer enquiries, quotations and complaints.
- Monitor customer satisfaction and coordinate resolution of escalated issues.
- Develop account management plans for major customers.
- Identify cross-selling, upselling and repeat business opportunities.
- Represent the client professionally during client meetings, industry exhibitions, technical seminars and business networking events.
Sales Operations, Pipeline and Performance Management
- Oversee the preparation, review and submission of sales quotations and commercial proposals.
- Monitor the sales pipeline from lead generation to order conversion.
- Ensure accurate maintenance of customer records and sales information in the CRM system.
- Review pending quotations, outstanding opportunities and sales forecasts.
- Prepare weekly, monthly, quarterly and annual sales performance reports.
- Analyse sales performance and recommend corrective actions where targets are not being achieved.
- Monitor the profitability of sales transactions in consultation with management.
Market Intelligence and Strategic Growth
- Conduct regular market research to identify emerging industrial needs and business opportunities.
- Monitor competitor products, pricing, services and market positioning.
- Identify new industries and geographical markets for business expansion.
- Gather customer feedback to inform product and service development.
- Recommend new product lines, technical solutions and strategic partnerships.
- Provide management with regular updates on market conditions, sales opportunities and business risks.
- Support the development of the company's annual business plans and revenue projections.
Requirements
Education Qualification & Experience
- Bachelor's degree in Electrical Engineering, Mechanical Engineering, Mechatronics, Instrumentation and Control Engineering, Industrial Automation, Electronics or a related technical discipline.
- A qualification in Sales and Marketing, Business Administration or Business Management will be an added advantage.
- At least 4–6 years of relevant experience in technical sales, industrial sales, engineering business development or a related commercial role.
- At least 2 years of experience in supervising or leading a sales team will be an added advantage.
- Demonstrated experience in achieving sales targets and developing industrial customer accounts.
- Practical understanding of industrial automation, engineering products and technical services.
- Strong proficiency in Microsoft Office and CRM or sales management systems.
Required Skills & Competencies
The ideal candidate must demonstrate:
Leadership and Management
- Strong team leadership and people management skills.
- Ability to set targets, monitor performance and drive accountability.
- Excellent coaching, mentoring and staff development abilities.
- Strong decision-making and problem-solving skills.
Technical and Commercial Competence
- Understanding of industrial automation and engineering solutions.
- Ability to translate technical requirements into commercially viable solutions.
- Strong proposal development and commercial negotiation skills.
- Understanding of industrial project sales and solution-based selling.
- Ability to evaluate sales opportunities and assess commercial viability.
Business Development
- Strong prospecting and lead-generation skills.
- Ability to develop and execute market penetration strategies.
- Excellent presentation and business communication skills.
- Strong networking and relationship management abilities.
- Ability to negotiate and close high-value sales.
Performance Management
- Strong analytical and reporting capabilities.
- Ability to develop sales forecasts and monitor revenue performance.
- Good planning, organisation and time management.
- Results-oriented approach with a focus on profitability and sustainable growth.
