Vente et Service Produit

Generic Sales and Product Service

Who we are:

Seco is a global metal cutting and machining solutions provider with a strong heritage in innovation, precision tools, and lasting partnerships. With sustainability at the heart of how we work, we help manufacturers solve complex challenges and shape the future of manufacturing through collaboration, technology, and customer-focused solutions.

Job Purpose：

The Technical Sales Engineer, based in Kuala Lumpur , contributes to the achievement of sales objectives by prospecting his/her market and/or driving the Distribution network, if necessary. Benchmark and analyses customer needs by providing advice and/or technical communication and respecting the sales process in order to verify SECO products and services. Follow the files in studies and participate in the implementation at the customers.

This role needs to build and maintain good relationships with internal stakeholders like Regional Sales Managers, Customer Service, Application Engineers, Customer Complaints Service, Tools Management Department, Finance, Marketing, Warehouse, and Quotation, HR; and external stakeholders including Customers and distributors, machine tool manufacturers and distributors, integrators.

3. Main Job Activities:

3.1 Listen to the market and hunt opportunities

Carry out a constant watch of the market, collect and verify all useful information /competition and share information with application technicians, product managers as well as the support and sales departments involved.

Update the customer management software (CRM) with the necessary customer information (potential customers and customer contacts ...)

Check the customer classification.

Develop the follow-up of potential customers.

Participate in Marketing events.

Plan customer visits upstream and according to the importance of the files to be processed and in relation to the classification of customers.

3.2 Manage the sales process

Present and promote all of our solutions (products and services.)

Analyze sales in your sector and make substitutions by doing preventive maintenance.

Recommend the products or the global solution adapted to the specific problem of the customer.

Identify and record business opportunities in line with the company's objectives.

Provide input data to the technical project team.

Make the price offer and/or provide the data necessary for internal sales.

Manage consignment/security stocks at customers upwards or downwards in coordination with the Tools Management department.

Monitor and implement trials by analyzing costs/issues.

Negotiate in accordance with the economic rules defined by the authority and authorization manual SQ10F1 and the Sandvik code of conduct (see annexes)

Coordinate SECO resources wisely.

Demonstrate SECO's added value in terms of productivity gains, quality, service, studies, training by formalizing through an analysis of production costs.

Sell the products or services.

Track his expenses (fees) and his account commercial trials and fees.

Contribute to the collection of outstanding customer invoices in support of SECO finance. Exchange information on customers' financial health with SECO Finance.

3.3 Lead your distribution network (if applicable)

Support and coach distribution salespeople to optimize sales.

Inform and train distribution vendors about new products, their uses and services.

Analyze the potential and sales of distributors, manage and monitor the activity of distributors.

Provide technical assistance to distribution vendors.

Present and animate the marketing plan to the distribution salespeople, agree on the objectives, implementation and ensure follow-up.

3.4 Driving Business

Follow the opportunities and actions of its sector.

Exploit the data available on the customer management software (CRM) and propose preventive or corrective action plans.

Manage and control the progress of its customer files by participating in the coordination of SECO actions until delivery (transversal meetings).

Follow contracts (logistics, productivity, tool/parts costs) with the management of action plans.

Apply and negotiate price changes by reporting to its Regional Director, Key Account Director and Distribution Director if necessary.

Develop and maintain the level of technical and sales skills through information meetings and E-Learning.

3.5 Reporting

Report to the Regional Management, through customer management software (CRM) and weekly verbal communication.

Present during the annual review the results of its sector and the sales plan for the coming year.

Present the gains that can be realized and realized at customers.

4. Generic activities

4.1 Health, Safety, Environment:

Maintain a safe working environment.

Identify hazardous situations and report them according to the defined process.

Participate in the risks analysis associated with the position.

Participate in the implementation of safety improvement action plans.

Respect and enforce the defined safety instructions, as well as the wearing of Personal Protective Equipment (PPE).

Respect hygiene and environmental instructions (cleanliness of the station, cleaning of rooms, sorting of waste ...).

Limit sources of waste relating to energy, consumables, fluids, travel, transport...

Report any occupational safety and health problems to their manager and/or HSE manager without delay.

4.2 Lean & Continuous Improvement:

Participate in working groups related to the company's continuous improvement programs.

Support the Lean transformation of the company

Contribute to the improvement process by identifying and eliminating sources of waste and activities that do not add value.

Participate in the implementation of work standards, apply them on a daily basis and make them evolve.

4.3 Code of Conduct and Compliance

Apply the rules of company’s procedure.

Comply with the Sandvik Code of Conduct.

Comply with policies and procedures relating to anti-corruption policy, conflicts of interest, competition laws, gifts and protection of personal data.

4.4 Quality:

Participate in the implementation and evolution of processes, procedures and instructions.

Comply with the processes, procedures and instructions defined in the quality management system.

Contribute to the objectives of his/her entity and team.

Identify and report deviations to processes and procedures.

Participate in the management of non-conformities (audits, deviations from expectations...) and cause analyses.

Participate in internal, regulatory and customers audits.

5. Candidate’ s Profile

5.1 Scope of responsibility and degree of autonomy

Manage the customer portfolio.

Coordinate actions with internal services to meet customer expectations.

Take responsibility and work independently.

Work in accordance with the instructions and guides provided.

Identifies and resolves problems in his/her area of responsibility.

Regularly develop knowledge and expertise.

Adapt to missions, changes of collaborators, priorities that can change according to the needs of the company

Develop professional relationships outside the team by highlighting communication and interpersonal skills.

5.2 Professional knowledge/ specific authorizations

Education background: Bachelor or equivalent with experience in one of the key industry segments or distribution area.

Fields of expertise: Mechanical engineering, manufacturing, knowledge of cutting tools and business practices.

Languages: English native speaker or English A2 min + Foreign native language fluency.

IT competencies: Office 365 (Excel, Word, Powerpoint, Teams, Sharepoint…), ERP and CRM.

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