Specification Selling Specialist - Fire Protection

Job Purpose

• As subject matter expert, to develop the technical sales of below product ranges by growing own relationship with key accounts and working closely with internal project managers and account managers to conclude sales
  • Chartek series, Interchar series & Interkote (M&R for Concrete & Cement PFP)
• Creates and develops sales opportunities through key account management process
• Manages the use of CRM to ensure full visibility on selected key opportunities

Key Accountabilities

1. Client Relationship Management
   • Maintain regular contacts both face-to-face and via email — with key stakeholders as like with NOC / EPC / Fabricator / Applicator in Middle East
   • Answer technical queries from clients, typically from Safety, Structural Engineering, Civil & Loss Prevention departments
   • Make sure of MTO is correct prior to submission
     
     
     
2. Technical Sales & Promotion
   • Deliver technical presentations to engineers in Safety and Structural Design to promote the technical leadership of the PFP range of products
   • Work in close coordination with internal Account Managers to help progress both wet paint and PFP sales on large projects
   • Understand the specifics of each project and account to develop dedicated short- and medium-term tactics
     
     
3. Internal Coordination & Strategy

• Stay in close dialogue with the internal Fire Technical and Marketing groups to develop the best response to market needs

• Work with the internal Segment Manager to develop and improve the offer for fire and cryogenic products for the up/downstream market
• Use CRM platform to manage relevant sales opportunity
  
  
  

4. Product Development & Innovation

• Participate in R&D and fire working groups, and provide input to product development and testingUpdate data on the internal CRM or other systems as requested
  
  

Role Requirements

Experience

• Graduate level or equivalent preferably with an engineering (civil, mechanical) or structural design background
• Extensive experience in technical sales or construction to the Oil&Gas, Infra market in relation with structural design, fire safety or offshore fabrication.

Skills

• Ability to deliver technical presentations to safety, structure and loss prevention engineers both face to face and via teleconference

• Ability to understand technical and contractual requirements linked with specification and projects
• Can work quickly and under time pressure without taking technical risk
• Ability to develop a trust relationship with clients in the technical community
• Results driven individual with a competitive spirit and enjoys the challenge of winning and contributing to sales.
• Autonomous but knows how and when to involve internal technical expertise 
• Ability to understand and work with clients or colleagues from other countries and cultures
• Ability to co-ordinate some TSR activity

Knowledge base

• Must have a sound knowledge base of O&G, Infra construction techniques, understand fabrication plans and be able to offer bespoke PFP solutions to stakholders
• Ideally knowledgeable in the application of PFP material and in a position to discuss with confidence with EPC as well as application or contractor
• Must understand the pros and cons of competitor products and be able to make proper technical proposals & solution