Outside Sales Engineer

Job Summary

Responsible for After Market Responsibilities in Controls Business for North India

Job Purpose

Outage Management

Estimate the future 5 years plant / unit outage plans for all active plants in designated territory

in the IMI CCI CRM tools with the purpose of enabling long term forecasting.

Maintain and update planned outages at plants / units in the IMI CCI CRM tool.

Being aware of the sources for information on plant outages and staying updated on this

information, as well as reflecting it in the IMI CCI CRM tool.

Plant Visits

In due time before plant / unit outages, plan and perform plant visits and promote all IMI CCI

aftermarket products / customized solutions for customers in order to help them achieve a

better plant performance. All visits to be recorded in the IMI CCI CRM tool.

During visits, make plant walk-downs to visually inspect the installed base of valves and

controls. Along with the inspections also make required inspection notes and enter them in

the IMI CCI CRM tool.

During visits, make plant warehouse inventory inspections and highlight replenishment needs

to customers

During plant visits, bring approved PPE to the customers’ sites (where applicable and

possible) to enable above mentioned inspections and inventory checks

Sales

All commercial actions as per below to be recorded, noted and regularly maintained / updated

in the IMI CCI CRM tool in accordance with management requirements

Being fully compliant with IMI CCI policy and procedures on KYC.

Staying updated on the customers routing / sources for Invitation to Tenders, RFQs and

recording it in the IMI CCI CRM tool.

Request, receive and submit to customers budgetary proposals from inside sales in order to

propose solutions for customers’ plant / unit outages

Receive inquiries and RFQs from customers and forward, translate and clarify the same to

inside sales.

Receive and check proposals from inside sales and forward the same to customers without

delay, preferably in person at the customers’ location.

Regularly promote and follow up already submitted proposals.

Upon receiving customers purchase orders make the utmost efforts that they are in

accordance with IMI CCI Contracting Policy and / or earlier agreed LTSA etc.

After receiving customer purchase orders, submit them to inside sales without delay and

assist in translating and clarifying the contents

Upon request from inside sales and project management participate in CORB (handover)

meetings

Assist in the communication between inside sales / project management to the customer to

minimize / eradicate shipment and payment issues

Upon request assist IMI CCI finance on outstanding / delayed cash collections.

promote the image of IMI and IMI CCI Aftermarket functions with customers.

Participate in IMI CCI meetings and conferences where requested, and contribute in such

forums for the overall profitability of IMI.

Collaborate with IMI CCI functional sales teams (Marketing, Nuclear, Upgrades, Follow-On)

in the best interest of IMI.

Asst. Manager / Sr Engineer – AFM Sales,

Outside Sales

Collaborate with NC sales globally by assisting in presenting plant / owner / operators

references in order to increase the revenue for IMI globally.

Collaborate with Application engineering and technical services to ensure best service to

customers.

Forecasting

Forecast, and enable others to forecast, by keeping the IMI CCI CRM tool continuously

updated (opportunities,outages, planned sales visits, OVC etc) and in accordance with

management requirements.

Estimate and forecast the future 5 years sales for all active plants in designated territory in

the IMI CCI CRM tool.

According to management requirements provide forecasts on a running basis in the IMI CCI

CRM tool and, upon request, make short-term forecasts to management in other formats

Outages, OVC and Opportunities).

Data Integrity

In accordance with management requirements, continuously update and keep core data

accurate in the IMI CCI CRM tool on aftermarket interests such as company names, names,

locations, contact details, numbers etc on -Plant names -Plant owners -Plant operators -

Maintenance / Service providers -Plant Units -Installed assets

Key Accountabilities :

Is responsible for their designated territory in India Aftermarket Outside Sales and thus to

ensure that the function is operated in accordance with IMI CCI policies.

Is responsible for the IMI CCI Customer Service relationship with existing plants in their

designated territory.

Is a customer-facing function mainly intended to perform extensive plant visits with the

intention of supporting all customers with their plant / unit outage management. This is in order

to increase plant efficiency and minimize plant down-time by providing all IMI CCI aftermarket

products, and hence increase revenues for IMI CCI.

Is responsible for building good relationships with plants and plant owner / operators in their

designated territory. This is in order to secure IMI CCI long-term plant business, and to use

as a reference for future sales.

Is responsible for working in, and planning, sales through maintaining information integrity

within IMI CCI by utilizing the designated CRM tool (at present SFDC).

Is responsible for staying updated on global as well as local market trends, upcoming projects

and future trade shows etc in their designated territory.