IHS Products & MRO Sales Engineer

We’re looking for people who put their innovation to work to advance our success – and their own. Join an organization that ensures a more secure world through connecting and protecting our customers with inventive electrical solutions.

Strategic Responsibilities and Activities

• Develop and implement a strategy for the India Region inline with the current regional Industrial Heat Tracing business strategy, which has been  created in a combination of direct product & local project business based on value selling and always looking for Upselling possibilities, including the products sale through partners, development of relationship and long-term strategy with key accounts & regional partners.
• Develop a strong focus on Upselling to each client request by understanding clients’ needs and identifying the hidden demands through the concept of Value Selling.
• Your focus will be on the Industrial Bizz and thus customers (direct) and actively support efforts related to the industrial product business which is handled by Wholesalers and our partners in India.
• Implement the Way-to-Market coverage-based strategy which is again, a combination of direct sales, partners and coordinate the projects services with the multi-functional supporting staff based in our Mumbai and Noida office.

Process and Focus areas

• Implement a workflow for the regional upselling.
• Focus on IHS MRO, products, small project business and channel partner management.
• Set up account plans for the key accounts & Partners
• Identify and qualify project opportunities and capture these in Salesforce;
• Use and apply PriceFX for all product quotations and making sure all customers have a pricing agreement or fit in a certain pricing matrix.
• Develop and track actions and activities associated to identified opportunities and account plans.
• Deliver seminars, trainings and face to face meeting at key customer groups / partners on a defined basis.
• In projects of choice and key accounts try to secure strong technical specifications (embedding).
• Focus on positioning Thermal products and service capabilities to all stakeholders of a project at an early stage to become the partner of choice.
• Maintain existing client relationships by promoting new products, services and special applications;
• Report competitor activities, review regional threats, consider any hurdles to success and propose an action plan to overcome.

Skill- and Mindset

• Be an early adaptor and active promoter of Value Selling.
• Creative, innovative, out of the box thinking, curious and interested, positive energy.
• Through a consultative sales approach, deliver additional value and grow scope by providing our customers with specialized solutions and turnkey services. Successfully close the final contract negotiations with customers and act as an executive sponsor during the execution of projects to optimize client relationships, project revenue and profitability.
• Provide regular updates in Salesforce and make it your ultimate daily tool.
• Promote new innovative solutions to both existing and new clients including end users, consultants and other stakeholders via frequent direct customer visits.

Metrics

• Follow up quarterly with your line manager on agreed actions, approach and create counter measurements;

• Provide sales forecasts, and activity reports. Maintain project information in CRM system, ensuring regular/weekly follow-up on all open sales prospects and quotations;
• Analyze your hit rate, review, and take actions;
• Follow the Price realization metrics;
• Set and agree upon the Annual sales and profit targets.

REQUIREMENTS FOR THIS POSITION:

• Preferable bachelor degree level or equivalent by experience in an Engineering discipline;
• Highly motivated and self-driven individual focused on achieving results;
• Communicative internally and externally.
• Experience of an external sales environment and selling turnkey solutions in the industrial sector;
• Strong market knowledge and relationships with end users/contractors associated with the refinery, oil & gas, chemicals, petrochemicals, pharmaceutical, FMCG, Paint, F&B, Manufacturing units and power within India region;
• Excellent interpersonal & communication skills and a team player within an international company;
• Interest in multi-national business with different cultures to be adopted/respected;
• Ability to interpret information and produce reports;
• Demonstrable experience of using initiative and working with deadlines as well as being target driven with prioritizing in the right manner;
• Experience of using Microsoft Office (PowerPoint, Word and Excel) and Salesforce.

Preferred

• Basic knowledge of electrical heat tracing or low voltage electrical power distribution
• Detailed knowledge of one or more of the following fields Traditional Oil & Gas, Refining, Petrochemical, Chemical processing, Power Generation and Utilities industries

Major Job Accountability

Accountability

Time

Priority

Business and Market Strategies

70%

A

Processes and Tools

15%

A

Plan-Do-Check-Act based on metrics

10%

B

Individual development

5%

B

Working Conditions

• The work will be split between the office and traveling to partners location and customers offices.
• The ability to clearly and comfortably view, interpret and process information via a computer monitor for extended periods of time during normal working hours is required.
• Some assignments may require extended periods in customer or nVent facility/plant/office locations.
• The role will require up to a maximum of 70% travel for both customer visits and (review)meetings

WE HAVE:

• A dynamic global reach with diverse operations around the world that will stretch your abilities, provide plentiful career opportunities, and allow you to make an impact every day
  • At nVent, we believe safer systems ensure a more secure world. We connect and protect our customers with inventive electrical solutions. We design, manufacture, market, install and service high-performance products and solutions for mission-critical equipment, buildings and essential processes. Our solutions are helping build a more sustainable and electrified world.
  • We are a $3.3B company with a dedicated team of more than 11,000 employees around the globe. Our comprehensive portfolio of enclosures, electrical and fastening, and thermal management solutions dates back more than 100 years and includes nVent CADDY, ERICO, HOFFMAN, ILSCO, RAYCHEM and SCHROFF.

• Commitment to strengthen communities where our employees live and work
  • We encourage and support the philanthropic activities of our employees worldwide
  • Through our nVent in Action matching program, we provide funds to nonprofit and educational organizations where our employees volunteer or donate money

• Core values that shape our culture and drive us to deliver the best for our employees and our customers. We’re known for being:
  • Innovative & adaptable
  • Dedicated to absolute integrity
  • Focused on the customer first
  • Respectful and team oriented
  • Optimistic and energizing
  • Accountable for performance

• Benefits to support the lives of our employees

At nVent, we connect and protect our customers with inventive electrical solutions. People are our most valuable asset. Inclusion and diversity means that we celebrate and encourage each other’s authenticity because we understand that uniqueness sparks growth.

This position is a highly sophisticated sales role serving various industries like the traditional oil & gas, chemicals, pharmaceutical, power, Paint, FMCG and F&B. The role will involve selling electrical heat tracing and thermal management products, services and projects either direct to End-Users or through a variety of different channels , e.g. Specialist Distributor, Wholesaler, Reps. and projects through Contractors like EPC houses.
You will be responsible for developing our local industrial product/projects business, MRO and distributor business for India Region. You will report to the India Industrial Heat Tracing Sales Manager.