Role Overview
Responsible for driving sales growth of industrial IMI control valves and related flow-control solutions across new capital projects and aftermarket segments within the gas, petrochemical, and refining industries. The role includes key account management, project pursuit, and coordination with engineering, & overseas BUs, to achieve revenue and profitability targets.
Key Responsibilities
1. New Construction (Projects)
- Identify, qualify, and pursue new project opportunities for IMI Range of valves in petrochemical plants, refineries, fertilizers, LNG and associated midstream facilities.
- Engage with EPCs, project consultants, OEMs, and end users during early project stages to position the company's valve solutions.
- Develop project pursuit strategies, conduct technical presentations, and influence specifications to secure preferred vendor status.
- Track bids, engineering progress, procurement schedules, and ensure timely submission of proposals.
2. Aftermarket Sales (MRO)
- Grow aftermarket business including spare parts, upgrades, and field services.
- Build strong relationships with plant maintenance, reliability, and procurement teams to maximize recurring business.
- Conduct installed-base assessment (IBA) studies and offer lifecycle management solutions.
3. Customer Relationship Management
- Manage key accounts, maintain regular touchpoints, and drive customer satisfaction through proactive engagement.
- Participate in technical workshops, vendor meets, and customer training sessions.
4. Market Intelligence & Strategy
- Monitor competitor activities, pricing trends, project pipelines, and industry developments.
- Provide periodic sales forecasts, opportunity tracking, and strategic planning inputs for the region.
Desired skills and experience
- Bachelor's degree in mechanical/chemical/Instrumentation Engineering 10-12 years in handling technical sales experience, preferably control valves, actuators, pumps, compressors or other mechanically related equipment, preferably control valves or other mechanically related equipment.
- General working knowledge of Power Plants, Fertiliser, Oil & Gas production / processing facilities is preferable.
- Good understanding of commercial terms used in industry and knowledge of Sales Process including tender/enquiry process.
- Excellent time management and interpersonal skills essential.
- Excellent communications skills, both verbal and written required, in English & local language if any.
