Regional Sales Manager, Refinery & Renewable Fuels

Alfa Laval; Shah Alam; On-site; MYR 350,000 - 700,000; Full time

Job summary

Alfa Laval in Southeast Asia is seeking a senior sales professional to develop and execute a sales strategy for High Efficiency Heat Exchangers within SEA, Taiwan and Oceania Refinery markets. You will report to BU WHE Refinery & Renewable Fuels Sales with a direct manager in Alfa Laval South East Asia.

You will lead a cross-functional sales team, manage complex deals, build long-term customer relationships, negotiate quotes, and drive opportunities from lead to order using CRM tools.

Qualifications

• Bachelor's degree in chemical or mechanical engineering or related field.
• Minimum 10 years in Sales (Complex Sales or Service Sales) within the industry.
• Experience in Refinery Industry with sales focus.
• Experience with High Efficiency Heat Exchanger is a plus.
• Good knowledge of SEA market.
• Energetic, proactive leader with multiple stakeholders.
• Fluent in English; local language a plus.

Responsibilities

• Follow established sales processes to promote and sell Alfa Laval High Efficiency Heat Exchangers within South-East Asia, Taiwan and Oceania Refinery market.
• Identify and develop business opportunities within Refinery market.
• Conclude direct sales of Alfa Laval High Efficiency Heat Exchangers.
• Be part of RF&RF Sales Team in BU WHE and collaborate with Sales Team (training, meetings, reports).
• Analyze market insights and customer buying behavior to plan according to BU WHE strategy.
• Manage leads and convert them into real opportunities to maintain a healthy project pipeline.
• Visit and interact with customers to understand needs and highlight product value; build long-term relationships.
• Develop profitable quotes, follow up, and secure firm orders.

Skills

Sales leadership

Strategic sales

Stakeholder management

Market knowledge SEA

Education

Bachelor's degree in chemical or mechanical engineering

Tools

CRM software

Job description

Every day, we get opportunities to make a positive impact - on our colleagues, partners, customers and society. Together, we're pioneering the solutions of the future and unlocking the full potential of precious resources. Trusted to act on initiative, we challenge conventional thinking to develop world-leading technologies that inspire progress in vital areas, including energy, food, water and shipping.

As we push forward, the innovative, open spirit that fuels our 140-year-old start-up culture and rapid growth also drives our personal growth. So, as we shape a more resourceful, less wasteful world, we build our careers too.

Who You Are

You are a self-motivated team player with the ability to easily network in an international and cross-cultural environment, working in line with Alfa Laval drivers; Action, Interaction, and Satisfaction. You are driven and see solutions rather than problems, effectively prioritizing and executing tasks. A focus on continuous improvement is in your DNA. You build trust, by clear communication with no prestige.

If the above sounds like you, this position might be just what you're looking for!

About The Job

Responsible for developing and executing a sales strategy for High Efficiency Heat Exchangers (Packinox, Compabloc, Spiral Heat Exchanger) within South-East Asia, Taiwan and Oceania Refinery market in accordance with the assigned targets of Business Unit WHE.

Functional reporting to BU WHE Refinery & Renewable Fuels (R&RF) Sales Team in BU WHE, with a direct manager in Alfa Laval South East Asia.

Job Description

• Follow established sales processes and guidelines to promote and sell Alfa Laval High Efficiency Heat Exchangers (Packinox, Compabloc, Spiral, Olmi S&T Heat Exchanger) within South-East Asia, Taiwan and Oceania Refinery market
• Support Sales of Olmi S&T Heat Exchanger, spot business opportunities of AIR products.
• Senior level position demonstrating a higher level of competence, able to act independently and take on additional responsibilities.
• Responsible for identifying and developing business opportunities within Refinery market.
• Responsible for concluding direct sales of Alfa Laval High Efficiency Heat Exchangers
• Be part of R&RF Sales Team in BU WHE and collaborate with Sales Team (training, monthly meeting, quarterly business review & report).
• Analyze and understand market insights and customers' buying behavior and make sales plans according to the BU WHE strategy and targets.
• Look for and manage leads from the market and customers and convert them in real business opportunities in order to ensure a continuous number of projects in the pipeline.
• Be active in the market and focus on making visits, meeting and interacting with customers, focusing on customer needs, understanding and highlighting the value of our products. Build and maintain a long-term network with customers.
• Develop highly profitable quotes reflecting the customer needs, follow up, and secure a high hit-rate.
• Negotiate technical, legal and commercial parts of the quote in order to secure firm orders from customers.
• Use the CRM tool and other tools in a consistent and qualitative way, to support the sales process and take decisions.
• Work proactive and structured with the sales to optimize the sales efficiency.

What You Know

• At least a bachelor's degree in chemical or mechanical engineering or a related field.
• Minimum of at least 10 years' experience in Sales (Complex Sales or Service Sales) within the industry.
• Experience in Refinery Industry (not a technical expert, but Sales experience)
• Experience with High Efficiency Heat Exchanger (welded plate HE) would be an added advantage.
• Good knowledge of SEA market.
• Energetic person who able to lead his business proactively with multiple stakeholders in a complex environment.
• Ability to learn fast.
• Fluent in English / local language is a plus.

What's In It For You

We offer a challenging position in an open and friendly environment where we help each other to develop and create value. Your work will have a true impact on Alfa Laval's future success.

We are conducting a continuous review of received applications. We do not accept applications via email, due to General Data Protection Regulation (GDPR).