Senior Sales Manager

Company Description

Rotork is the market-leading global flow control and instrumentation company, helping our customers manage the flow or liquids, gases and powders across many industries worldwide.

Our purpose is Keeping the World Flowing for Future Generations.

For over sixty years, the world has relied on us to create the things that keep everything moving. From oil and gas to water and shipping, pharmaceuticals and food- these are the flows on which our modern world depends.

Today we're respected and admired for our people, performance and products. Our success flows from our commitment to engineering excellence, and that's what we will always pursue, safely and sustainably.

Rotork is going through an exciting period of change and growth, building on our existing market success. It's a great time to join us and make an impact in shaping the future of our business.

Job Description

The role is responsible for selling products and services from all Rotork Divisions and developing sales and distribution channels into all relevant market sectors within the sales territory. The role will focus primarily on the Water&Power End Market Sector. The objective is to achieve the highest possible sales and market share, maintaining the most profitable market price levels for all Rotork products and services in the sales territory. The incumbent will strive to ensure that end users have a positive perception of Rotork as an ethical, reliable and responsive supplier of premium products and services.

The position is a part of the national sales team and is nominally based at the Rotork Singapore office. There is also local liaison with the Site Service Technicians and other sales managers. Regular travel within the territory and time away from home is required to fulfil the role to visit customers and attend exhibitions and conferences. Some international travel may also be required for training, meetings and conferences.

The role is a demanding position often with conflicting deadlines and concurrent activities. The incumbent needs to be able to function in a fast paced environment as part of the Rotork Singapore subsidiary.

A thorough and up-to-date knowledge and understanding of all Rotork products, services and applications will need to be developed and maintained

Sales Strategy and Delivery:

• To grow profitable sales for Rotork by promoting the sale of company products and services – principally Electric Valve Actuators, Fluid Valve Actuators, Related Control Systems, Spares, Site Service, Retro-fit/Installation, and Instruments, (and manual valve operation gears)

• Manage individual sales territories in line with company goals and budgets.

• Deliver quality and relationship-building sales efforts to build loyalty with customers, increasing revenue and company profitability.

• Provide local face-to-face communication between the customer and Rotork in all aspects of business relating to customer needs, e.g. technical support/basic product training, requests for quotations, delivery information, service and spares.

• Applying a business development approach, expand the customer base and potential revenue stream by identifying and setting up new customers. Review the project scope for all of Rotork products and identify where Rotork products are not well specified / approved with a view to getting Rotork products added to Approved Vender Listings (AVL), and project specifications.

• Liaise with other company departments on matters such as customer “House” Engineering Standards, Quality, Product Returns, Payments, Contractual and Credit Terms, etc.

• Demonstrate company products and provide familiarisation training, organise local exhibitions and functions under the guidance of Sales/Marketing Management to gain adequate exposure of products. Presenting and demonstrating products/services to:
  • Valve Makers, OEMs, (Agents) and Distributors.
  • Automated Valve End Users – e.g. Oil, Gas and Chemical Companies, Water Companies, Power Generation Companies, Mining companies etc.
  • Actuator Specifiers – e.g. Consultants and Engineering Contractors, End User Standards/Instrument and Electrical Engineers.
  • Standards Authorities/Institutions and approval/inspection bodies.
• Works closely with the Country Manager, Sector Manager- Water&Power feeding back the most up to date project status on a live basis.
• Work with a project sales team to provide a co-ordinated effort towards success.
• Formal reporting will be kept to a reasonable level so as to not detract from the time available for selling. The following activities are mandatory and should be considered the minimum requirements:
  • Daily/weekly customer account, visit and project updates.
  • Weekly verbal territory activity review with the Sector Manger
  • Weekly/Monthly updating of project sales forecasts for current status to ensure accuracy for the business forecasting system (RSMS). (Rotork CE)
  • Monthly project updates.
  • Yearly Sales Plan (Updated Quarterly).
• Attend, participate, and provide territory reports at monthly sales meetings. Typically, these are done via video conferencing.
• Be responsible for the security and maintenance of a company credit card, computer and other office/business equipment.
• Perform basic site surveys for Retro-fit/Installation quotations and provide occasional site service support for configuration and commissioning of actuators. Basic fault finding/repair/product updates will also be involved in situations where there is an emergency or matters are urgent, generally when Site Service Technicians are not available within the time scale required.

People and Culture:

• Demonstrate behaviours aligned with Rotork values – embody Rotork’s core values in your daily  actions and decision making Support team collaboration – actively contribute to creating a  collaborative work environment promoting open respective communication
• Build trusted stakeholder relationships striving to be a trusted and dependable business partner.
• Support diversity and inclusivity
• Engage in personal and professional development, actively seeking ways to grow and improve

Health, Safety, Environment and Quality:

• Comply with the organizations Health, Safety, Environment and Quality management system and any local legislation, regulations and standards
• Participate in the development of a safe and healthy workplace
• Comply with instructions provided for own safety and the health and safety of others
• Co-operate with management in its fulfilment of legal obligations
• Take reasonable care to ensure own health and safety and that of others
• Report any injury, hazard or illness immediately, where practicable to immediate leader
• Not place others at risk by an act or omission
• Not willfully or recklessly interfere the safety equipment

Qualifications

Education:

• Possess an applicable advanced higher education level qualification in Mechanical or Electrical Engineering plus directly related experience in a related position.

Experience & Skills:

• Be experienced in the sales of engineered industrial valve automation products through direct and indirect channels.
• Have prior experience with techniques required to coordinate the sale of products and services on capital projects as well as to resellers and end-users for day-to-day needs.
• Show evidence of the desire to always deliver a quality product and service to both internal and external customers.
• IT proficient – Rotork proprietary software, Microsoft Office and Outlook.
• Possess & maintain a full motor vehicle driving license.

Be centrally located within the relevant area (or be fully capable of doing this).