Ensuring Chart’s Success…

This business role focuses on maximizing business value of the Howden Aftermarket Product in the Philippines and to achieve the country’s bookings budget while ensuring required margins are met. The main focus will be on forecasting, identifying, developing and winning Aftermarket business by developing technical and commercial retrofit proposals, service agreements and spares/support packages for clients in all key markets in the Philippines.

What Your Day-to-Day Activities Will Be…

Country Strategic Sales and Growth plan.

Prepare and coordinate the country sales and growth plan by reviewing, analyzing and reporting the Howden and non-Howden Installed Base, Business potential, Competitors Analysis, local Howden SWOT analysis, and provide input for the country strategy and action plans. Understand and record market developments and requirements of the key companies in the country. Assist the APAC & Philippines Outage teams in the development of strategies to increase business levels in the country.

Business Development

Establish, maintain and manage the business relationships with end users, customers, EPC’s, Howden Agents and trading houses in the country so that the Howden brand is recognized. Maintain strong relationships with the decision makers within key companies in the country Actively promote and build an awareness of Howden’s products strength and capabilities. Ensure that Howden is aware of all opportunities relevant to Howden products. Ensure that Howden is fully registered with our customers and receives relevant enquires for the supply of AFM parts and services, enhancement/retrofit projects and New Build OEM equipment. Developing and delivering a planned and effective visit schedule, which gives long¬ term visibility of planned outage opportunities coming up, and anticipated scope of work.

Sales and funnel management

Proactively coordinate customer RFQ’s are addressed with correct and on time proposals. Ensure proposals are submitted by the agreed bid due date and submission of subsequent technical clarifications meets customer requirements. This may include alternative proposals from that requested Proactively manage the funnel of outstanding proposals and the sales process of turning them into orders. Follow up relevant bids to accommodate any further specific requirements and to enable accurate forecasting. Attend technical and commercial bid meetings to support the Howden business units.  Handover to order/contract team. Ensure contract documentation for required contracts is processed correctly for handover to Product/Regional Unit, project manager and/or contracts department.

Sales reporting and CRM.

Prepare and submit reports on business activities in the area. Liaise with Product/Regional Units Sales and update opportunity status in CRM. Deliver/support customer seminars and training as required to support the customer relationship. Take an active role in customer care during contract execution, when required.

Supply chain support.

Assist in finding and procuring quotes for major, technically compliant, cost effective items via local sub vendors to prepare comprehensive proposals and accurate cost estimates. Attend Technical Clarification Meetings with sub-contractors to help clarify any technical issues.

SHE and Howden policies.

Adhere to all Chart policies, procedures and business ethics codes. Working with the Regional Product Managers and Quotation teams to prepare clear technical and commercial proposals in accordance with defined scopes of supply, specifications, codes and internal standards to win new business. Embrace the Chart Business Excellence (CBE) and apply the use of the core company values. Fully comply with Chart and local SHE policies, rules, regulations and legislation. Take all reasonable care for own personal health and safety, as well as for that of everyone who may directly or indirectly be affected by your action in your workplace. Your Education Should Be…

Engineering Degree or Diploma with at least 8 years of relevant working experience

Your Physical Work Environment Will Require…

Office based with regular visits to customer sites across the country

Your Professional Experience Should Be… At least 5 years of experience as “hunter” business development role in the areas of services and turnkey projects involving rotating machineries installed in Power industries, mining or petrochemical plants  Individual contributor role