SR. SALES ENGINEER – CHILLER SOLUTIONS
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Key skills for this role
Role Overview
Develops and sells chiller and HVAC solutions in the UAE market.
Builds a self-generated pipeline and manages opportunities through negotiation and closure.
Key Skills for This Role
Full Job Posting
Role Overview
Develops and sells chiller and HVAC solutions in the UAE market.
Builds a self-generated pipeline and manages opportunities through negotiation and closure.
Market and Pipeline Development
- Identify and develop new chiller and HVAC opportunities in the UAE.
- Build relationships with MEP contractors, consultants, developers, facility owners, referral channels, and project influencers.
- Generate meetings and sales opportunities through networking, industry engagement, and market outreach.
- Maintain target lists of priority accounts, sectors, consultants, contractors, and end users.
Solution Development
- Meet customers to understand cooling requirements, system constraints, and project goals.
- Work with engineering teams to design and propose suitable chiller solutions.
- Prepare technical and commercial proposals aligned with client requirements.
- Deliver technical presentations and solution discussions with key decision-makers.
Customer Value and Qualification
- Translate technical features into value such as reliability, lifecycle cost, energy efficiency, performance improvement, and operational suitability.
- Use commercially intelligent discovery questions to understand needs, drivers, urgency, stakeholders, and constraints.
- Identify the full buying group and qualify opportunities before intensive proposal work.
Commercial Management
- Manage commercial negotiations with customers.
- Convert opportunities into profitable sales orders and long-term client relationships.
- Control next actions, decision timelines, commercial risks, and closure strategy for active opportunities.
- Escalate stalled opportunities and involve management when required.
Requirements
- Experience developing new opportunities for chiller and HVAC solutions in the UAE market.
- Ability to build relationships with MEP contractors, consultants, developers, facility owners, and project stakeholders.
- Ability to generate meetings, sales opportunities, and a self-managed sales pipeline.
- Ability to understand cooling requirements, system constraints, project goals, and commercial constraints.
- Ability to identify technical users, consultants, procurement teams, commercial decision-makers, and project owners in the buying group.
- Ability to prepare technical and commercial proposals aligned with client requirements.
- Ability to conduct technical presentations and solution discussions with key decision-makers.
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