Sales Engineer
Dover Corporation
- กรุงเทพฯ
- งานประจำ
- ฟูลไทม์
- Market & Customer development
- Develop automation & automotive sales and customer base in Thailand for Power Clamp, Manual Clamp, Indexers, Grippers, and End Effector Mainly to explore new potential customer.
- Maintain and develop deep-rooted relationships with key decision makers within designated target accounts; recognized and respected by existing and new customers top management teams within the top-rated accounts
- Recommends solutions to customer problems through service report process. Keep records of customer contacts and inquiries. Generates appropriate documentation to satisfy customer needs and office requirements.
- Understand customer needs and propose solutions based on Destaco portfolio
- Develop marketing initiatives to penetrate specific customer and market segments
- Develop and maintain account plans for Key Global & Local customers and maintain regular interaction with key stakeholders
- Develop full list of target accounts with specific actions and penetration plans
- Develop specific initiatives to achieve monthly bookings and sales targets
- Generates customer inquiries and converts inquiries into orders for assigned customers
- Commercial activities
- Develop active sales pipeline
- Develop commercial proposals and quotations
- Participate in customer RFQs
- Develop customer contracts and price agreements - with management approval
- Work closely with customer service on quoting and delivery lead times to meet customer obligations
- Reporting and feedback
- Submit monthly activity report and bookings forecast to management
- Submit market and competitive insights to management
- Report key technology developments
- Update and maintain sales pipeline through Salesforce/CRM tools
- Report customer satisfaction, needs or other issues: analyze and translate customer wants and needs into opportunities for Destaco for either NPD or commercial activities
- Analyze and explain wins and losses on monthly basis
- Targets
- Agrees to assigned targets by Management
- Meets monthly bookings targets by product line and Total revenue
- Develops alternative backup recovery plans and actions to achieve any shortfall in sales
- Channel Partners
- Identifies new potential partners to strengthen automotive and automation offering in Thailand and designated countries.
- Works closely with Channel Partners to support local key projects through CPs
- Own and Development of CPs in Thailand and designated countries
- Technical Development
- Has a strong understanding of automation products especially for indexers and grippers
- Ability to analyze and interpret technical reports and documentation and propose a viable solution to the customer that meets or exceeds their expectation using Destaco portfolio of products
- Develops and maintains knowledge of products, providing technical sales support as needed to the customer
- Other duties as assigned
- Winning the Right Way: Operates with High Ethical Standards, Openness and Trust. Fosters a culture in the organization to conduct business aligned with those standards.
- Customer Impact: Creates value for customers addressing known and unknown needs. Knows and understands all aspects of the global market, including: economics, products and services, channels, the customers and their end-markets.
- Results-Driven: Produces results that exceed Dover's strategic objectives via a combination of planning and implementation, while living the Dover Values.
- Builds and Manages Collaborative Relationships: Establishes and nurtures relationships. Takes action to partner with the communities in which we operate and to be an appropriate corporate citizen.
- Requires a minimum of five to seven (3-5) years of technical sales experience.
- Experience in the manufacturing industry is highly desired (machine builders/end customer in Specialty Automation/Automotive segment preferred).
- Engineering or solution related background on technical product preferred.
- Used to work for/with global acting companies in the market segments: Life Science, Food & Packaging, Special machine builders, general industry, consumer goods, medical, automotive,
- GKAM principles known; ability to develop a channel to market strategy for Specialty Automation.
- Experience in proposal preparation and quotation generation desirable.
- Experience with long sales cycle desirable.
- Trade show experience preferred.
- Ability to understand technical products and effectively present to customers and management
- Excellent communication and presentation skills, including facilitation, verbal, and written skills
- Self-starter, hands on, self-motivated, ability to work with minimal supervision.
- High energy, strong interpersonal skills
- Understand and willing to change with the needs of the customer and markets.
- Ability to work in teams maintaining a high level of communication and interaction.
- Experience working cross-culturally; used to work in international teams (internal & external).
- Bachelor's degree or equivalent in Engineering or related field required.
- Ability to travel up to 80% of the time across Thailand.
- Ability to travel oversea upon request.