Senior Sales Engineer

Job description / Role

About the company

Established in the 1930s as a trading business, Al-Futtaim Group today is one of the most diversified and progressive, privately held regional businesses headquartered in Dubai, United Arab Emirates. Structured into five operating divisions: automotive, financial services, real estate, retail, and healthcare; employing more than 35,000 employees across more than 20 countries in the Middle East, Asia and Africa, Al-Futtaim Group partners with over 200 of the world's most admired and innovative brands. Al-Futtaim Group's entrepreneurship and relentless customer focus enables the organisation to continue to grow and expand, responding to the changing needs of our customers within the societies in which we operate.

By upholding our values of respect, excellence, collaboration and integrity, Al-Futtaim Group continues to enrich the lives and aspirations of our customers each and every day.

Overview of the role

The Sales Engineer is required to generate sales enquiries, quote and book sales of LG brand ducted, splits, package and VRF units in UAE market, especially in Dubai and NE market.

• Generate enquiries, follow-up and book orders as per the target set by the business management.
• Actively seeking out new sales opportunities through cold calling and networking.
• The accurate completion of monthly management reports covering all activities.
• Following up on current leads, opportunities and key accounts.

What you will do

Description of accountability

• Achieve the sales, gross margin and order booking targets set by the management on monthly, quarterly and yearly basis by activities mentioned below.
• Generating enquiries on monthly basis to achieve order booking strike rate of 15-20% of enquiries quoted every month based on assigned sales and gross margin targets.
• Design review and technical estimation for enquiries generated by self or others.
• Prepare technical sales offers for customers, follow up for negotiation and order booking.
• Credit approval process as per company policy and collection of debtors.
• Generate new customers every month as per sales target.

• Conducting market research to identify selling possibilities and evaluate customer needs.
• Actively seeking out new sales opportunities through cold calling, networking, and given marketing strategies.

• Follow up with customers at pre-sales and after-sales for feedback on customer satisfaction.
• Ensure networking by self and all team members with all the stakeholders in the sales enquiry - developer, consultant, main contractor, dealer network and MEP contractors.
• Interaction and engagement with customers for information feedback related to competitors on pricing and technical information.
• Provide relevant marketing collateral such as brochures and fact sheets.
• Understanding and analyzing the customer's needs.
• Answering all the customer's needs in a professional and efficient manner.
• Regular feedback of customer creditworthiness knowledge through other suppliers, customer network partners and contractors at pre-sales and after-sales stages.
• Maintain competitors' technical data information, market share, sales data and stocks.

• Maintain comprehensive technical knowledge of HVAC products (VRF, ducted, splits, chillers) and services offering, market intelligence, industry trends and competition in their assigned territory.
• Knowledge of basic HVAC design and estimation of unitary and chilled water systems projects.

• Awareness of policies concerning product programme, sales channels, pricing, sales promotion, credit, stock levels, payment plans, as well as changes in these policies whenever this is deemed desirable.
• Maintaining sales and project records as per ISO standards.

• Support and communicate positively with projects department and other departments in AFET to grow the business and their respective goals.

• Representing the company in the most professional manner at all times.

Required skills to be successful

• At least 5 years' experience in sales of A.C equipment in Dubai and Sharjah market with good business contacts with consultants, developers, contractors and dealer network in Dubai and NE with excellent track record.
• Customer focused.
• Proactive attitude.
• A team player who possesses a positive attitude and willingness to learn.
• Excellent spoken and written communication in English (Arabic will be preferred).
• Good presentation skills.
• Good commercial skills including selling and negotiation skills.
• Proficiency in MS Office (Outlook, Word, Excel, PowerPoint) and competent letter writing.
• Valid UAE driving licence.

What equips you for the role

• Bachelor degree (mechanical engineer preferred).
• 5-7 years' experience in HVAC, with understanding and awareness of the region's construction industry.
• Experience in sales of ducted splits, VRF, package units, AHU, FCU and chillers with good sales track record in UAE market.
• Excellent business contacts with consultants, developers and MEP contractors.
• Knowledge of software selection of VRF, AHU and chillers is an advantage.
• Results oriented.
• Must possess strong motivational and interpersonal skills to create a positive environment.
• Lead by example by being able to innovate and develop new or alternative strategies continuously and consistently to achieve the sales and order booking targets.
• Taking initiative.
• Drive for results.
• Good communication skills (verbal and written).
• Strong and excellent attention to detail.

Candidate experience

We're here to provide excellent service but a little help from you can ensure a five-star candidate experience from start to finish.

Before you click apply: please read the job description carefully to ensure you can confidently demonstrate why this opportunity is right for you and take the time to put together a well-crafted and personalised CV to further boost your visibility. Our global talent acquisition team members are all assigned to specific businesses to ensure that we make the best matches between talent and opportunities. We not only consider the requisite compatibility of skills and behaviours, but also how candidates align with our values of respect, integrity, collaboration, and excellence.

As part of our candidate experience promise, we also want to make ourselves available to you throughout the application process. We make every effort to review and respond to every application.

About the Company

Established in the 1930's, the Al-Futtaim Group initially operated as a trading enterprise. Rapid development throughout the 1940's and 50's saw it establish itself regionally as an integrated commercial, industrial and services organisation, positioning itself one of the leading business houses in the lower Gulf region. Today, it operates collectively over 40 companies bearing the Al-Futtaim name, dominates many market segments in the UAE, and has expanded its sphere of operation to include Bahrain, Kuwait, Qatar, Oman and Egypt.

The Group comprises a diverse range of strategically positioned operating subsidiaries and associate companies, structured to give the Al-Futtaim Group the flexibility and versatility to keep ahead of local competition while keeping pace with the ever-evolving global business scenario. The Groups continued investment in world-class systems technology is clear evidence of its commitment to maintain leading edge performance and service delivery.

The success of the Al-Futtaim Group can be attributed to a business approach that combines the ability to change with the traditional values of integrity, service and social responsibility that define its core business philosophy. This, linked with the Groups belief in decentralisation, gives the heads of the operating companies a high degree of functional autonomy and authority, providing the Group with essential flexibility, and individual employees a clearly defined work culture and sense of responsibility.