Lift and Escalator Industry Wisma Mahkota, Jalan 215 – Templer 46050 Petaling Jaya Selangor Darul Ehsan. JOB DESCRIPTION Job Duties & Responsibilities for Technical Sales Manager (Sales, Project, Installation, Service Sales and Maintenance) Sales Sales Strategy and Execution: Developing and implementing sales strategies, setting sales targets, and managing the sales process for technical products and solutions. Client Relationship Management: Building and maintaining strong relationships with clients, understanding their needs, and providing technical support throughout the sales cycle. Technical Expertise: Leveraging technical knowledge to explain product features, benefits, and solutions to clients, and collaborating with engineering teams to tailor solutions. Business Development: Identifying new business opportunities, generating leads, and contributing to the overall growth of the business. Team Management: Leading and mentoring a team of technical sales professionals, providing guidance, training, and support. Collaboration: Working closely with other departments, such as engineering, product development, and marketing, to ensure alignment and success. Performance Management: Monitoring sales performance, analyzing data, and reporting on key performance indicators (KPIs). Proposal Development: Preparing and delivering technical presentations, product demonstrations, and proposals to clients. Negotiation and Closing: Negotiating contracts, managing pricing, and closing deals Project Team Leadership & Management: Assembling and motivating project teams, assigning tasks, and monitoring progress. Stakeholder Communication: Maintaining clear and consistent communication with stakeholders, keeping them informed of project status and addressing concerns. Risk Management: Identifying potential risks, developing mitigation strategies, and managing changes to the project plan. Resource Management: Effectively managing human, financial, and material resources to optimize project outcomes. 3 | Pa ge Quality Assurance: Ensuring project deliverables meet quality standards and client expectations. Budget Management: Monitoring project expenses, managing costs, and ensuring projects stay within allocated budgets. Problem Solving: Addressing project challenges and finding effective solutions to keep projects on track. Reporting & Documentation: Creating and submitting regular project reports, documenting processes, and maintaining project records. Closing Projects: Managing the formal completion of projects, including handover to the client and documentation of lessons learned. Installation Project Planning and Coordination: Developing and managing project schedules, coordinating with internal and external stakeholders, and ensuring adherence to timelines and budget constraints. Team Management: Leading, mentoring, and providing guidance to installation teams, ensuring they have the necessary resources and support to perform their duties effectively. Client Communication: Maintaining clear and consistent communication with clients, addressing their concerns, and ensuring their expectations are met throughout the installation process. Quality Control: Implementing best practices for installation processes, monitoring progress, conducting site visits, and ensuring that all installations meet quality standards. Problem Solving: Identifying and resolving any issues or challenges that arise during the installation process, working with relevant stakeholders to find timely and effective solutions. Resource Management: Managing resources, including materials, equipment, and personnel, to ensure efficient and cost-effective installation. Compliance: Ensuring that all installations comply with relevant regulations, safety standards, and company policies. Service Sales Sales Strategy and Execution: Develop and implement sales strategies, set sales targets, and analyze sales performance. Team Leadership: Lead, motivate, and develop sales teams, providing guidance and support to achieve targets. Customer Relationship Management: Build and maintain strong relationships with existing and potential clients, understanding their needs and providing solutions. Sales Process Optimization: Streamline sales processes, identify areas for improvement, and implement changes to enhance efficiency. Compliance and Reporting: Ensure adherence to company policies and procedures, prepare sales reports, and analyze data to identify trends and opportunities. Product and Market Knowledge: 4 | Pa ge Stay updated on product knowledge and industry trends, conducting market research to identify new business opportunities. Customer Service: Resolve complex customer issues, provide after-sales service, and ensure customer satisfaction. Collaboration: Work closely with other departments such as marketing, product development, and service teams to achieve sales and customer service goals. Maintenance Supervision and Management: Oversee maintenance staff, including hiring, training, and performance management. Scheduling and Planning: Develop and implement maintenance schedules, including preventative maintenance programs, repairs, and replacements. Budget Management: Manage maintenance budgets, track expenses, and identify cost-effective solutions. Compliance and Safety: Ensure all maintenance work meets safety standards and regulations, and manage safety programs. Record Keeping: Maintain accurate records of maintenance activities, including inventory and cost reports. Coordination: Collaborate with other departments or contractors to ensure maintenance activities don't disrupt operations. Problem Solving: Respond to equipment malfunctions and emergencies, coordinating timely solutions to minimize downtime. Continuous Improvement: Identify opportunities to improve maintenance processes, equipment performance, and safety. Job Duties & Responsibilities for Export Sales Manager (Asia) (Malaysia, Singapore, Hong Kong, Thailand, Vietnam and Taiwan) Developing and Implementing Export Strategies: This involves creating and executing plans to increase market penetration and achieve sales targets in international markets. To achieve by contributing sales information and recommendations to strategic plans and reviews, preparing and completing action plans, implementing production, productivity, quality, and customer-service standards, resolving problems, completing audits, identifying trends, determining regional sales system improvements, implementing change. Managing Distributor and Key Account Relationships: Building and maintaining strong relationships with distributors and key clients in target markets is crucial for driving sales and ensuring customer satisfaction. Identifying New Business Opportunities: The Export Sales Manager is responsible for researching and identifying new markets, potential customers, and opportunities for growth. Analyzing Market Trends and Competition: Staying informed about market trends, competitor activities, and customer preferences is essential for adapting sales strategies and product development. To maintains and expands customer base by counselling district sales representatives, building and maintaining rapport with key customers, identifying new customer opportunities. 5 | Pa ge Ensuring Compliance with Export Regulations: This includes understanding and adhering to international trade regulations, documentation requirements, and local laws in each market. Negotiating Trading Terms and Pricing: The Export Sales Manager negotiates pricing, payment terms, and other contractual agreements with distributors and international customers. Working with Internal Teams: Collaboration with marketing, logistics, production, and finance teams is essential for smooth export operations. To accomplish by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counselling, and disciplining distributors in assigned districts, communicating job expectations, planning, monitoring, appraising, and reviewing job contributions, planning and reviewing compensation actions, enforcing policies and procedures. Monitoring and Reporting Sales Performance: Tracking sales data, analyzing performance, and providing regular reports to management are important for evaluating the effectiveness of strategies. To forecasting requirements, preparing an annual budget, scheduling expenditures, analysing variances, initiating corrective actions. To establishes sales objectives by creating a sales plan and quota for districts in support of national objectives. Representing the Company at Events: Attending trade shows, conferences, and industry events to network, promote the company, and gather market intelligence. To recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes, surveying consumer needs and trends, tracking competitors. To implements trade promotions by publishing, tracking, and evaluating trade spending. To accomplish sales and organization mission by completing related results as needed Job Duties & Responsibilities for Salas / Project Manager Sales Strategy & Planning: Developing and implementing sales strategies, setting sales targets, and identifying new business opportunities. Project Management: Managing all aspects of sales projects, including planning, execution, monitoring, and closure, ensuring projects are delivered on time and within budget. Team Leadership & Coordination: Leading and motivating sales teams, coordinating with cross-functional teams (marketing, engineering, etc.), and collaborating with clients and vendors. Client Relationship Management: Building and maintaining strong client relationships, managing customer expectations, and ensuring customer satisfaction throughout the project lifecycle. Sales Process Management: Overseeing the sales cycle, from lead generation to closure, and ensuring efficient sales operations. Performance Monitoring & Reporting: Tracking sales performance, analyzing data to identify areas for improvement, and providing regular updates to management. Risk Management: Identifying potential risks in sales projects and implementing mitigation plans. Budget Management: Managing project budgets, ensuring cost-effectiveness, and optimizing resource allocation 6 | Pa ge Job Duties & Responsibilities for Senior Salas Engineer Client Relationship Management: Building and maintaining strong relationships with clients, understanding their needs, and identifying opportunities for service sales. To provide detailed information about Selection of Products & Product Applications to customer. To liaise and handle with outstation customer requirements & inquiries such as designing, traffic analysis, product clarification & product information. To build better/stronger relationship with customers. To conduct Customers’ Analysis in order to prepare marketing activities & plans. Technical Expertise: Providing technical support, presenting complex information to clients, and contributing to sales proposals. To ensure all projects are completed on schedule. To assist consultants in designing and preparing more effective & efficient tender or proposal for their customers. Sales Strategy and Execution: Developing and implementing sales strategies, identifying key stakeholders, and driving business growth within their assigned territory. To implement marketing plans & strategies to achieve actual sales figure against budget forecast. To conduct Competitor’s Analysis in order to develop marketing activities & plans. To forecast and set annual Sales Budget & implement marketing plans & strategies towards achieving Sales figure against budget forecasted. Solution Selling: Identifying customer pain points and proposing tailored service solutions to meet their needs. To liaise with oversea counterparts in preparing tender pricing such as equipments, testing & commissioning. To prepare local costing & submit for approval. To prepare tender offer which meet most of the tender requirements in the tender. To handle tender interviews such as clarification of technical specifications, conditions for contractual & price negotiation. Collaboration: Working closely with internal teams, including sales, marketing, and engineering, to ensure customer satisfaction and successful project execution. To offer a prompt & effective response to all customers’ inquiries and requests which comply with all specifications Market Awareness: Staying informed about market trends, competitor activities, and emerging technologies relevant to their service offerings. The increase the sales & penetrate more market share from the industry. To attend tenders & quotations which involve lifts & escalators for government & private projects. Performance Monitoring: Tracking sales performance, reporting on activities, and providing accurate sales forecasts. To monitor Customers’ Sales & Orders, making analysis & comparison from sales history, market situation and market trend. Create and carry-out effective & efficient Action Plans to improve & increase Sales & Orders. To forecast and set annual Sales Budget & implement marketing plans & strategies towards achieving Sales figure against budget forecasted. Job Duties & Responsibilities for Project Engineer Project Planning and Execution: Supporting the planning, design, and execution of engineering projects, ensuring they are completed efficiently and successfully. To establish a systematic approach and provide control to the project management, such as in the preparation, scheduling, planning, organization, execution and finalization of the company major project with respect to the scope, duration and budget of the project. 7 | Pa ge Technical Oversight: Overseeing the technical aspects of the project, including design, procurement, and construction, ensuring adherence to engineering principles and standards. Coordination and Communication: Collaborating with various stakeholders, including clients, architects, engineers, contractors, and internal teams, to ensure smooth project flow. Liaise with Main Contractor, Mechanical and Electrical Consultant and Architect on the vertical transportation design. Budget and Timeline Management: Monitoring project budgets and timelines, making adjustments as needed, and reporting on progress. To have control over the sub-contractors’ work element (planning,scheduling and tracking) involved, ensuring that company scope, budget and schedule of the project are realized within the project definition agreed with the client. To have control over the operational element at the site from the establishment of the site operation, through the period of construction to project completion for the project awarded. Quality Assurance: Ensuring compliance with safety codes, industry regulations, and company standards, implementing quality assurance and quality control measures. To confirm that the product complies with the client specification, Worldwide and Local standards and the Company Quality Standards. Liaise with local authority such as Jabatan Keselamatan Dan Kesihatan Perkerjaan (JKKP) for safety inspection. Problem Solving: Identifying and resolving technical issues and challenges that arise during the project lifecycle, troubleshooting problems and finding solutions. To establish an analysis on a completed project by reviewing the commercial/budget, technical and administration of the particular project. (e.g. terms of problem, causes, actions and improvement) Reporting and Documentation: Preparing reports, cost estimates, and project documentation, keeping all stakeholders informed of project progress. To ensure the installation and testing of the equipment which are required to comply with the relevant Safety Codes, Regulations and Occupational Safety and Health Acts. To ensure that the equipment is in good condition with all parts and finishes well installed preparation of Operation and Maintenance manual, joint inspection with client and subsequent handover of the product to client. To detail the requirement of acceptance of units into planned maintenance. To ensure a complete handling over of necessary deliverable documents, and to provide efficient and effective administration of final contract invoicing, record consolidation and closing of final account. Resource Management: Managing procurement of tools, materials, and resources, and overseeing personnel on the project. To coordinate with sub-contractor to ensure the all measurement is in order to install the vertical transportation. Site Visits and Inspections: Conducting site visits and inspections to verify project progress and ensure compliance with plans and specifications. To ensure a proper procedure for consistent inspection and records of all source of items delivered to site. Job Duties & Responsibilities for Service Sales Engineer Service Sales Sales and Business Development: Driving sales growth, identifying new opportunities, and managing the entire sales cycle from initial contact to contract closure. Provide projection for service sales operations. To guide service sales activities associated with the successful operation of building 8 | Pa ge services, an engineering industry business operation including service, sales management, submitting bids and customer service. Customer Relationship Management: Building and maintaining strong relationships with existing and potential clients, understanding their needs, and providing solutions. Manage and oversee over 300 accounts, provide contract negotiations with local contractors, vendors as well as oversea and coordinated efforts of contractors, venders and outside services. Create cost effective solutions for customers as well as the company through quality products and service. Offer a prompt and effective response to all customer(s) queries and requests. Technical Expertise and Support: Providing technical expertise on the company's services, offering solutions to customer problems, and assisting with technical aspects of proposals and presentations. Team with engineers to produce effective service, service sales and maintenance solutions, including development of a new distillation process which improves overall efficiency. Assisted all branches within Malaysia in technical support and service sales activities. Coordinate and arrangement with repair team to overcome the minor or major repair works. Sales Strategy and Planning: Collaborating with sales teams to develop and execute sales strategies, analyze market trends, and identify key customer segments. To implement marketing plans and strategies to achieve actual sales figure against budget forecasted by the company. Reporting and Communication: Providing regular sales reports, updating market information, and communicating effectively with internal teams. Provide monthly report on service sales activities as well as maintaining statistic report to Manager for company business review and management presentation. Coordinate with Account or Credit Control representative(s) to request overdue payment from customer(s). Familiarization of the relevant Regulation of Factories and Machinery Act for building industry. Establish honesty and openness with customers, keeping them fully informed. Encourage feedback from customer(s) and suggest ways in which customer(s) satisfaction can be improved. Modernization Assessment and Planning: Evaluate existing elevator systems, identify areas for improvement, and develop modernization plans. To implement marketing plans and strategies to achieve actual sales figure against budget forecasted by the company. Project Management: Manage the entire modernization project lifecycle, including timelines, budgets, and resource allocation. To establish a systematic approach and provide control to the project management, such as in the preparation, scheduling, planning, organization, duration and budget of the project. To have control over the operational element at the site from the establishment of the site operation, through the period of project completion for the project awarded. Technical Expertise: Apply knowledge of elevator systems, including electrical, mechanical, and control components, to ensure successful modernization. Safety Compliance: Ensure all work adheres to relevant safety codes and regulations. To coordinate with sub-contractor to ensure the enforcement of safety procedure are required to comply the company policy. To ensure the installation and testing of the equipment which are required to comply with the relevant Safety Codes, Regulations and Occupational Safety and Health Acts. Liaise with local authority such as Jabatan Keselamatan Dan Kesihatan Perkerjaan (JKKP) for safety inspection. Coordination: 9 | Pa ge Collaborate with contractors, suppliers, and other stakeholders to ensure smooth project execution. To have control over the sub-contractors’ work element (planning, schedulingand tracking) involved. To coordinate with sub-contractor to ensure the all measurement is in order to install the vertical transportation. To ensure a proper procedure for consistent inspection and records of all source of items delivered to site. Client Communication: Provide regular updates and communicate effectively with clients regarding project progress and any potential issues. To meet and discussion with customer on the upgrading of vertical transportation and their needs. To submit a quotation or tender on the upgrading proposal, which fulfill the customer needs. To detail the requirement of acceptance of units into planned maintenance. Quality Assurance: Oversee the installation and testing of modernized systems to ensure they meet performance standards. To confirm that the product complies with the customer specification, Worldwide and Local standards and the Company Quality Standards. To ensure that the equipment is in good condition with all parts and finishes well installed, joint inspection with customer and subsequent handover of the product to client. To ensure a complete handling over of necessary deliverable documents, and to provide efficient and effective administration of final contract invoicing, record consolidation and closing of final account.