Technical Sales Engineer

Job description / Role

The general responsibility of the position is to primarily grow Company’s element sales in KSA through either replacement of competitor’s products or delivery of new capital equipment containing elements with high replacement potential. This prime function of the position is to work with/ partner with our major customers in KSA to ensure that their Contaminant Management Challenges are met by Company in a sustainable manner.

This will involve working through Company’s Sales Representatives and Distributors in this Area. He/she will actively grow Company’s element sales and market share through providing this support to operating companies using filtration products: gas processing plants, gas pipeline operating companies, downstream users of natural gas (power plants, desalination plants, fertilizer plants), oil refineries, petrochemical plants as well as aviation and marine business segments. The position is based in either Dammam or Jubail.

- This role will report to the General Manager/ Sales Manager Middle East. They will work together to set the objectives and strategies for target customers. The role will be responsible for protecting existing Company element business and originating new element business (competitor replacement) both through direct client contact as well as through our sales representative, distributor and consultant network. He/she will develop and maintain relationships with key customers and stake holders in Oil & Gas, Ethylene, LNG, oil refineries and other downstream natural gas users like desalination plants, power plants (gas turbines), fertilizer plants and other (petro)chemical plants
- He/she seeks new business opportunities (applications) providing market intelligence, guidance in forecasting and market planning in order to grow element sales.
- The Sales Specialist recommends, advises on and validates the best product options or specially adapted services. A thorough knowledge of the technology (products and applications) is essential for understanding customers’ expectations and requirements.
- He/she will develop strong product knowledge of applications, features, benefits, IP and competitive offerings. He/she will build a target list of large gas producing plants, downstream users of natural gas, oil refineries and other downstream natural gas users like desalination plants, power plants (gas turbines), fertilizer plants, (petro)chemical plants, aviation and marine customers within the assigned countries that have the potential need for Company’s products and systematically determine, through research and contact, which are worthy of a targeted sales effort. Sell by making appointments with those targeted accounts and actively work with sales representatives, distributors and technical support personnel. Direct assistance with preparation of quotations or supply agreements and direct follow up in commercial negotiations to close key business.
- He/she will play an important role in detecting potential capital equipment projects with regard to capacity increase/debottlenecking projects, revamps, etc. (solution selling). Indeed, building such a trustful relationship with customers having operational filtration problems will sometimes lead to single sourced capital equipment projects whereas the original start was to replace/improve the existing elements.
- Utilize product expertise and application knowledge to successfully conduct effective consultative selling presentations. Complete and submit sales reports and documentation in a timely and efficient manner, monitor product performance, market needs and trends, and industry development.
- Focus on applications in the oil refinery and petrochemical market where Company can solve a problem or improve a customer’s process. Provide definition and work with Element Engineering on developing a system to enhance the customer’s operating economics. Implement and then document this application. Provide Success Stories on applications so that these can be shared with other Company areas.
- Increase the Company’s market position by providing the necessary intelligence on the marketplace and the competitive situation as to achieve “winning” proposals.
- The role will generate improvement ideas and implement customer oriented solutions. He/she will assist in detecting and reducing “non-quality” costs.
- The role will actively follow up quotations and will profitably close deals (final technical/ commercial negotiations) within his/her limits of authority.

Requirements

- University education required – A degree in Chemical Engineering (Unit Operations) will be a distinct advantage.
- Work experience in petroleum refining, chemical or petrochemical plant operations, technical services, or project engineering is a definite advantage
- Work experience in the region is a definitive advantage
- Technically oriented aptitude and enthusiasm for making contacts, good organization, self-motivated

The successful applicants must be able to:
- Analyze the business and competitive environment,
- Identify key objectives in line with the company’s business goals,
- Develop action plans in order to achieve objectives
- Accurately measure operating results and judge overall performance.

The successful applicant will be a very strong communicator; he/she must be able to clearly express him/herself in both the written and spoken word.
- Excellent communications skills in English are an absolute necessity.
- Knowledge of Arabic language is a very strong advantage.
- The successful candidate must be willing to be located in the region and willing to travel extensively to operating plants throughout the region at short notice.
- The applicant must have a very good command of business concepts. Well-developed commercial skills are required.

The candidate must be able to conclude orders thereby respecting company’s risk management policies (Terms & conditions, ensuring positive cash flow).

About the Company

Paradigm Group is acknowledged by our clients, candidates and competitors for our professionalism, business ethics and integrity. On the back of this, Paradigm International was launched in the heart of the middle east to service the engineering and construction industry. Paradigm International has been able to demonstrate respectable growth and diversification into other related arenas as a direct result of its commitment to our core business principles:

Confidentiality, Integrity, Honesty and Trust Service, Training and Professionalism Technology, Innovation and Achievement

These values permeate the whole organisation. Paradigm International has established a first class reputation for responding to client needs and business initiatives, for delivering the right type of candidate and for managing the placement process in a highly professional and efficient manner. This in turn has led to lasting relationships with our clients. Paradigm has also demonstrated its professionalism by gaining membership of a number of industry regulatory bodies in addition to obtaining the Investors in People accreditation. From our European Head Office and Middle East office, The Paradigm Group successfully delivers a full range of recruitment services, in the following markets:

Europe Middle East & Africa USA Asia Pacific

Offering far more than a traditional recruitment service, we fully support our candidates while they are on assignment. This includes securing visas and work permits, to providing market leading benefits packages, ensuring they are safely and compliantly able to support our clients.

Specialties

Project Management, Design & Build, Safety, Senior Appointments, Consultancy, Telecoms, IT, Technology, Networking, Software, Security