About the role
Own the sales process from prospecting and lead qualification through customer meetings, solution discussion, quotation follow-up and order closure. Build a predictable B2B pipeline, win profitable business and develop long-term customer relationships.
1. PROSPECTING & LEAD GENERATION
• Identify target industrial companies, plants, OEMs, contractors and decision-makers.
• Generate leads through referrals, database, online research, LinkedIn, exhibitions, associations and field visits.
• Maintain daily prospecting instead of depending only on incoming enquiries.
2. LEAD QUALIFICATION
• Understand requirement, application, urgency, decision-maker, budget range and purchase timeline.
• Prioritize opportunities by need, value, urgency and probability.
• Record every interaction and next follow-up date in CRM.
3. CUSTOMER MEETINGS & FIELD SALES
• Conduct customer visits, presentations, requirement discussions and site meetings.
• Build relationships with purchase, maintenance, production, engineering and management stakeholders.
• Plan visits geographically for productive customer coverage.
4. SOLUTION SELLING
• Understand the customer's pain point before proposing a solution.
• Present BReVal solutions around productivity, reliability, safety, cost, downtime and process improvement.
• Coordinate with technical team for specifications, site surveys and technical clarification.
• Do not make unsupported technical or delivery commitments.
5. QUOTATION & NEGOTIATION
• Provide complete requirements to quotation/technical team.
• Follow every quotation until a clear outcome is received; record objections and competitor information.
• Negotiate only within approved authority; obtain approval for discounts or special terms.
6. ORDER CLOSURE & HANDOVER
• Obtain clear PO/order confirmation and verify commercial details.
• Coordinate with accounts, operations and technical teams for smooth handover.
• Support collection follow-up where assigned.
7. ACCOUNT DEVELOPMENT
• Generate repeat orders, cross-selling, referrals and new opportunities from existing customers.
• Maintain relationships with important accounts and capture future requirements.
• Collect customer feedback and route service issues to the responsible team.
8. KPI / PERFORMANCE
• New qualified leads and target accounts.
• Calls, meetings and visits.
• Quotation-to-order conversion, sales value and margin.
• Pipeline value and forecast accuracy.
• New customers, repeat business, referrals and collection quality.