Analyzer Sales Manager

Tanqeeb; Dubai; On-site; AED 120,000 - 180,000; Full time

Job summary

Tanqeeb in the United Arab Emirates seeks an Analyzer Sales Manager to generate opportunities for portable, online and laboratory analyzers and related systems. You will engage ADNOC operating companies, EPC contractors and industrial customers to identify requirements and transfer complete enquiries to the Bidding Team.

You will own the sales strategy, follow up quotations, and support commercial positioning while the Bidding Team handles detailed engineering, costing and technical compliance.

Qualifications

• Minimum 5 years of relevant sales experience in process analyzers, laboratory analyzers or analyzer systems.
• Experience dealing with ADNOC operating companies and major EPC contractors.
• General understanding of portable, online, laboratory and emission analyzers.
• Familiarity with sample-conditioning systems and analyzer shelters.
• Ability to understand RFQs, analyzer datasheets, P&IDs and process-stream information.
• Strong customer-engagement, presentation, negotiation and follow-up skills.
• Strong sales-pipeline, forecasting and reporting capabilities.
• UAE driving license and willingness to conduct regular customer and site visits.

Responsibilities

• Maintain regular contact with ADNOC analyzers, instrumentation, process, laboratory, environmental, operations, maintenance and project departments.
• Establish relationships with EPC analyzer-package engineers, instrumentation engineers and procurement teams.
• Conduct planned customer and site visits to identify operating problems and upcoming requirements.
• Present AIMS’ products & services, package capabilities, local integration and service support.
• Arrange technical presentations, demonstrations and workshops with approved analyzer principals.
• Coordinate product trials and field demonstrations.
• Ensure AIMS and its principals are included in relevant RFQ and tender distributions.
• Maintain relationships with technical users, engineering authorities, procurement teams and commercial decision-makers.
• Identify requirements for new projects, brownfield modifications and plant expansions.
• Generate opportunities for replacing obsolete or unsupported products.
• Identify requirements for complete online analyzer packages, including sample-conditioning systems and relevant business products and services.
• Generate requirements for portable analyzers used by operations, maintenance, HSE, inspection and emergency-response teams.
• Track laboratory modernization and analyzer-replacement programs.
• Generate opportunities for continuous-emission-monitoring systems and environmental analyzers.
• Generate requirements for products and systems upgrades and modifications.
• Track shutdown and turnaround requirements related to analyzer systems.
• Identify calibration, repair, spare-parts and maintenance opportunities arising from the installed base.
• Before transferring an opportunity to the Bidding Team, confirm customer and ADNOC operating company, project, plant and location, procurement route, scope and risks.
• Obtain missing information or clarifications from the customer and remain available to support the Bidding Team.

Skills

Sales experience

Customer engagement

Education

Bachelor’s degree in instrumentation, electronics, chemical engineering or related discipline

Job description

The Analyzer Sales Manager is responsible for actively generating qualified business opportunities for portable, online and laboratory analyzers, quality measurement instrumentation and systems, environmental and emission analyzers, instrument shelters and analyzer shelters. The Sales Manager shall maintain regular engagement with ADNOC operating companies, EPC contractors and industrial customers; identify requirements; secure RFQs and tender invitations; qualify opportunities; and formally transfer complete enquiries to the Bidding Team. The Sales Manager remains responsible for the customer relationship, sales strategy, quotation follow-up, commercial positioning and order conversion. Detailed engineering, analyzer selection, costing, technical compliance and proposal preparation will be handled by the Bidding Team.

Responsibilities

Customer Engagement

• Maintain regular contact with ADNOC analyzers, instrumentation, process, laboratory, environmental, operations, maintenance and project departments.
• Establish relationships with EPC analyzer-package engineers, instrumentation engineers and procurement teams.
• Conduct planned customer and site visits to identify operating problems and upcoming requirements.
• Present AIMS’ products & services, package capabilities, local integration and service support.
• Arrange technical presentations, demonstrations and workshops with approved analyzer principals.
• Coordinate product trials and field demonstrations Ensure AIMS and its principals are included in relevant RFQ and tender distributions.
• Maintain relationships with technical users, engineering authorities, procurement teams and commercial decision-makers.

Opportunity generation

• Identify requirements for new projects, brownfield modifications and plant expansions.
• Generate opportunities for replacing obsolete or unsupported products.
• Identify requirements for complete online analyzer packages, including sample-conditioning systems and relevant business products and services.
• Generate requirements for portable analyzers used by operations, maintenance, HSE, inspection and emergency-response teams.
• Track laboratory modernization and analyzer-replacement programs.
• Generate opportunities for continuous-emission-monitoring systems and environmental analyzers.
• Generate requirements for products and systems upgrades and modifications.
• Track shutdown and turnaround requirements related to analyzer systems.
• Identify calibration, repair, spare-parts and maintenance opportunities arising from the installed base.

Customer requirement identification

• Measurement component or parameter
• Process or environmental application
• Required measuring range and accuracy
• Existing analyzers make and model
• Stream composition and process conditions
• Sampling point and sample condition
• Hazardous-area classification
• Indoor, outdoor or shelter installation
• Utility availability
• Required communication protocol DCS, PLC or ICSS interface
• Applicable ADNOC and international standards
• Installation and commissioning requirements
• Calibration and maintenance expectations
• Required delivery schedule
• Detailed technical selection remains the responsibility of the Bidding Team and analyzer specialists..

Opportunity qualification

Before transferring an opportunity to the Bidding Team, the Sales Manager shall confirm:

• Customer and ADNOC operating company
• Project, plant and location
• Direct ADNOC or EPC procurement route
• Product Services and application
• Principal or manufacturer qualification status
• New equipment, replacement, upgrade or service requirement
• Scope of supply and services
• Tender closing date
• Estimated opportunity value
• Customer budget, where available
• Expected award date
• Competitors and incumbent manufacturers
• Customer preference or approved-make requirement
• Technical and commercial risks
• Probability of award
• Enquiry collection and handover
• Obtain the complete RFQ and all available supporting documents.
• Collect relevant specifications, datasheets, P&IDs and stream data.
• Obtain existing analyzer details for replacement and modification opportunities.
• Collect analyzer-shelter layouts, utility information and interface requirements when applicable.
• Prepare an internal opportunity-handover sheet.
• Summarize the customer requirement, sales strategy, competition and expected delivery.
• Recommend the appropriate approved manufacturer or package solution.
• Conduct a formal handover meeting with the Bidding Team.
• Agree on the internal proposal schedule and customer submission deadline.
• Obtain missing information or clarifications from the customer.
• Remain available to support the Bidding Team throughout proposal preparation.

Coordination with the Bidding Team

• Communicate customer priorities and mandatory technical requirements.
• Provide available competitor, pricing and installed-based information.
• Arrange clarification meetings with the customer when required.
• Coordinate site surveys involving the Bidding Team or principal.
• Review the completed offer from a sales and customer-positioning perspective.
• Confirm that the proposal addresses the complete customer scope.
• Ensure that delivery, warranty, commissioning and maintenance requirements are clearly presented.
• Coordinate timely proposal submission.

Quotation follow-up

• Follow up every submitted quotation according to an agreed action plan.
• Determine whether the proposal is under technical or commercial evaluation.
• Obtain information about technical acceptance and clarification requirements.
• Identify whether demonstration, sample testing or additional certification is required.
• Obtain customer feedback concerning price, delivery and technical positioning.
• Determine the position of competing manufacturers where possible.
• Update the expected award date, opportunity value and probability.
• Maintain regular customer contact without allowing quotations to remain inactive.

Commercial negotiation and order conversion

Lead customer-facing commercial negotiations within the approved authority. Coordinate technical and commercial revisions with the Bidding Team. Obtain management approval before offering discounts or changes to contractual terms. Promote total lifecycle value, analyzer reliability, measurement performance and local support. Customer Address concerns relating to delivery, warranty, spare parts and after-sales service. Drive each opportunity until receipt of a purchase order, contract award or formal closure. Review the purchase order against the final accepted proposal. Coordinate the sales-to-project handover after order receipt. Document the reasons for unsuccessful bids and recommend corrective actions.

Installed-base sales

Develop and maintain a database of installed analyzers and shelters. Record manufacturer, model, application, age, service condition and obsolescence status. Track warranty expiry and maintenance-contract renewal dates. Identify obsolete analyzers requiring replacement or modernization. Generate opportunities for additional measuring streams or analyzer upgrades. Coordinate inspections and installed-based surveys with the service team. Develop replacement plans for critical analyzers with limited spare parts availability.

Qualifications

Bachelor’s degree in instrumentation, electronics, chemical engineering or related discipline. Minimum 5 Years of relevant sales experience in process analyzers, laboratory analyzers or analyzer systems. Experience dealing with ADNOC operating companies and major EPC contractors. General understanding of portable, online, laboratory and emission analyzers. Familiarity with sample-conditioning systems and analyzer shelters. Ability to understand RFQs, analyzer datasheets, P&IDs and process-stream information. Strong customer-engagement, presentation, negotiation and follow-up skills. Strong sales-pipeline, forecasting and reporting capabilities. UAE driving license and willingness to conduct regular customer and site visits.