Service Sales Specialist or Engineer / Chennai Location

Hi,

Warm Greetings!

Service Sales Specialist or Engineer role with good experience in selling of Robotic services.

Service Sales Engineer

The Service Sales Specialist/Engineer is responsible for driving service-related business by identifying customer needs, proposing tailored service solutions, and maintaining strong client relationships.

Main Accountabilities:

• Promote and sell service offerings for spare parts, upgrades, retrofits & field service products such as Service level agreements, preventive maintenance, condition-based maintenance, Digital services, repair, health checkup, etc.

• Understand customer requirements and propose appropriate service solutions.
• Prepare and deliver technical and commercial proposals.
• Follow up on leads generated by self, Field Service Engineers and other channels.
• Maintain and grow relationships with existing customers while identifying new business opportunities.
• Collaborate with service and technical teams to ensure smooth execution of service contracts.
• Maintain accurate records of customer interactions, quotations, and sales activities.
• Work with customers & operations team for timely Revenue & collection.
• To meet Business KPI for service business (Order Booking, Revenue, Collection, Order GM%)
• Follow all Organizational guidelines & policies related to business, global guidelines, Risk review processes & environment, health & Safety.
• Keep up with the company Code of Conduct and maintain Behavioral requirements as per company direction.

Service Sales Process & delivery.

• In collaboration with the Service Sales Manager and/or Service Manager implements Service sales strategy.
• Penetrates IB, promotes various upgrades, retrofit and value add solutions to the benefit of the customer and the comapny.
• Understands the establishment of related prices and prepares sales plans, reviews them, and proposes recovery plan(s) when needed.
• Regularly updates installed base in ServIS (the approved Service database) with the changes made at site.
• Plans and performs the right number of weekly sales visits, reporting them on SFDC.
• Reports leads/opportunities, manages and updates pipeline in SFDC.
• Sells Service product portfolio to expand organization's footprint in the designated area(s).
• Charts out and monitors sales proposals, tenders and follows up proposal statistics.
• Prepares Organization's Service offerings based on customer need and in coordination with the local Service Sales Manager.
• Communicates contract details in accordance with Organization's offering and strategy. Manages administrative sales processes.

Volume and profit

• Utilizes IB database to understand the existing installed base (IB) and identifies and develops sales opportunities for Service products and solutions to penetrate the existing IB/new IBs in the market.

New opportunities

• Generates Service sales lead and develop new market opportunities by utilizing market trend information, identifying, and exploring potential new service portfolios.
• Takes a One Organization approach to leverage other colleagues portfolios.

Customer approach

• Establishes long term customer relationships by understanding customer requirements and applicable regulations and demonstrating in-depth technical service product/solutions knowledge to promote Life Cycle Management (LCM).

Registers customer feedback and ensures customer satisfaction throughout the sales process.

Challenges & Job requirement:

• Person will have to travel across all regions for Service Sales min Travel time >80%
• Person may have to travel at short notices including odd hours & weekends.
• A person should have knowledge of robot operation & maintenance.
• A person needs to have the ability to communicate gently with customers (external and internal) in high-pressure situations and maintain a strong customer relationship.
• Ability to be proactive to support customer needs.
• Person must be able to manage rigors of Air travel and other forms of travel.
• The person has to identify & pursue sales leads for additional Robotic and system opportunities.
• It is required to think analytically.
• Ability to work autonomously and make sound judgments.
• Should be ready for the option to relocate if needed in future.

Success Criteria:

• Meeting Business KPI and Budget in terms of Order Booking, Revenue, Collection & Order GM%
• Meet Forecast as committed & maintain Say to do Ratio >90%
• Alignment with local service team, Review meetings and business commitment.
• Repeat Business from customer.
• RNPS/TNPS feedback from customers
• Customer survey feedback.

Knowledge, Skills & Experience needed:

• Qualified

  BE/B. Tech/Diploma in Electrical/Electronics/Mechatronics Engineering

• Total experience of 5-8 years
• Relevant Experience in

  Robotics customer Service sales field for 2-3 years.

• Service Experience of 2 years in

  Robot Operation & Maintenance.

• Experience of PLC systems, logics, communications, Field Buses and other robotic peripheral equipments is an added Advantage.
• Person should be able to work independently.
• Ready to adapt new technology changes.
• Good basic knowledge of

  Pneumatic, Hydraulics, Mechanical and Electrical software and Hardware.

• Comfortable with Extensive travelling
• Good communication skills
• Presentation skills
• Analytical thinking
• Experience from Business Development perspective.
• Assertive but not aggressive
• Appreciate if have knowledge of

  SAP and SFDC.

gowsalya@bvrpc.com

Thanks & Regards,

Gowsalya