Key Areas of Responsibility:
•Develop sales leads through prospecting and lead generation activities/campaigns,

and networking with partners and industry contacts
•Close business on an ongoing basis to meet monthly, quarterly and annual

objectives
•Participate in the development of financial and strategic growth targets
•Maximise the corporation’s market penetration and value capture in the building

services business by developing opportunities through personal selling to target

accounts and actively participating in sales capture teams on target projects
•Leverage opportunity for the sales team by building partnerships with vendors,

consultants, integrators where these relationships can increase market penetration

and expand the Corporation’s offering
•Increase market awareness of the corporation  market through active participation

in seminar presentations, workshop groups and industry associations
•Have a clear understanding of competitors’ activities in this market place and

their strengths, weaknesses and business strategies and to generate effective

counter-strategies
•Work with Management Team in establishing market trends, appropriate strategies

and product development roadmaps including necessary tools and processes
•To thoroughly understand and follow the standard sales processes including

“Value Based Selling”™ and “Strategic Selling”™
•Ensure all proposals and sales project files are in accordance with the

Corporation standards and processes
•Maintain Sales Forecasting Reports on a minimum monthly basis
•To thoroughly understand and follow company policies especially with respect to

exposure of the company to financial risk and adherence to policy and procedures

on business ethics
•To be an active member of a team environment sharing knowledge and experience to

extend the success of the business unit

Additional Local Requirements
•To carry out site survey and identify energy saving strategies
•Collect data from customers and evaluate energy and non-energy savings
•Develop business opportunities through strong mechanical system design knowledge

and participate in sales capture teams on target projects, to maximize the

corporation’s market penetration and value capture in Energy Retrofit/PC

business.
•Deploy new business initiatives
•Plan and forecast sales performance using the necessary tools
•Work closely with the Operation Team to develop a solution that presents value to

customers and to cope with the actual market needs on a long-term base.
•Co-ordinate and work with other sales for any Energy Retrofit/PC activities.

 

Key Success Factors (Key Metrics / KPIs / Deliverables):
•Increase market awareness of the corporation market through active participation

in seminar presentations, workshop groups and industry associations
•Meeting Plan objectives on Bookings and Gross margin
•Growth of business in nominated accounts/markets
•Customer Satisfaction in target accounts/markets
•Growth of services and intelligent building market penetration
•Establish partnership relationships with key vendors, consultants, integrators to

leverage marketplace opportunity
•Ability to work well with other team members

Additional Local Requirements
•Meet the yearly plan objectives, such as, Bookings, Cash Flow and Booked Gross

Margin
•Meet the non-financial objectives, such as, promotion program for PC
•Meet customer satisfaction in target accounts / markets
•Build partnering relationships with customers, key decision makers and

influencers to leverage marketplace opportunity
•Have a clear understanding of competitors and customers’ activities in the

market place.
•Demonstrate market awareness of the corporation capabilities.
•Maintain high level of knowledge of the energy saving technology and application

trends
•Familiar with the PC business model and strategic selling process
•Grow business profitability by developing new markets / customers
•Utilize strong relationship building skills to develop opportunities
•Demonstrate and play a significant role in team building.
•Conduct sales activities in accordance with company policies and procedures
•Get trained and certified on Six Sigma Green Belt within 12 months of employment.

 

Education / Qualifications:
•Intermediate to Advanced computer skills
•Will be trained to at least Six Sigma greenbelt level and will actively use the

tools to drive business improvement
•Degree in Building Service/Mechanical Engineering or related discipline

Experience:
•Proven track record in selling energy saving solutions
•Expertise knowledge on HVAC and electrical system, and energy saving Solutions

for buildings and factories
•Familiar with ISO9000 Quality Management and Quality Assurance Standards

Professional Skills / Knowledge:
•Sales process understanding/disciplined
•High levels of energy to effect and drive improvement and change through the

business
•Customer relationship and development skills
•Decisive decision maker who promptly deals with issues
•Ability to execute strategies promptly and effectively with direct improvement to

the business
•Well developed business analysis skills including opportunity and risk assessment