Outside Sales Engineer

Job Summary
Responsible for After Market Responsibilities in Controls Business for North India
Job Purpose
Outage Management
 Estimate the future 5 years plant/unit outage plans for all active plants in designated territory
in the IMI CCI CRM tools with the purpose of enabling long term forecasting.
 Maintain and update planned outages at plants/units in the IMI CCI CRM tool.
Being aware of the sources for information on plant outages and staying updated on this
information, as well as reflecting it in the IMI CCI CRM tool.
Plant Visits
 In due time before plant/unit outages, plan and perform plant visits and promote all IMI CCI
aftermarket products/customized solutions for customers in order to help them achieve a
better plant performance. All visits to be recorded in the IMI CCI CRM tool.
 During visits, make plant walk-downs to visually inspect the installed base of valves and
controls. Along with the inspections also make required inspection notes and enter them in
the IMI CCI CRM tool.
 During visits, make plant warehouse inventory inspections and highlight replenishment needs
to customers
 During plant visits, bring approved PPE to the customers’ sites (where applicable and
possible) to enable above mentioned inspections and inventory checks
Sales
 All commercial actions as per below to be recorded, noted and regularly maintained/updated
in the IMI CCI CRM tool in accordance with management requirements
 Being fully compliant with IMI CCI policy and procedures on KYC.
 Staying updated on the customers routing/sources for Invitation to Tenders, RFQs and
recording it in the IMI CCI CRM tool.
 Request, receive and submit to customers budgetary proposals from inside sales in order to
propose solutions for customers’ plant/unit outages
 Receive inquiries and RFQs from customers and forward, translate and clarify the same to
inside sales.
 Receive and check proposals from inside sales and forward the same to customers without
delay, preferably in person at the customers’ location.
 Regularly promote and follow up already submitted proposals.
 Upon receiving customers purchase orders make the utmost efforts that they are in
accordance with IMI CCI Contracting Policy and/or earlier agreed LTSA etc.
 After receiving customer purchase orders, submit them to inside sales without delay and
assist in translating and clarifying the contents
 Upon request from inside sales and project management participate in CORB (handover)
meetings
 Assist in the communication between inside sales/project management to the customer to
minimize/eradicate shipment and payment issues
 Upon request assist IMI CCI finance on outstanding/delayed cash collections.
 promote the image of IMI and IMI CCI Aftermarket functions with customers.
Participate in IMI CCI meetings and conferences where requested, and contribute in such
forums for the overall profitability of IMI.
 Collaborate with IMI CCI functional sales teams (Marketing, Nuclear, Upgrades, Follow-On)
in the best interest of IMI.
Asst. Manager / Sr Engineer – AFM Sales,
Outside Sales
 Collaborate with NC sales globally by assisting in presenting plant/owner/operators
references in order to increase the revenue for IMI globally.
 Collaborate with Application engineering and technical services to ensure best service to
customers.
Forecasting
Forecast, and enable others to forecast, by keeping the IMI CCI CRM tool continuously
updated (opportunities,outages, planned sales visits, OVC etc) and in accordance with
management requirements.
 Estimate and forecast the future 5 years sales for all active plants in designated territory in
the IMI CCI CRM tool.
According to management requirements provide forecasts on a running basis in the IMI CCI
CRM tool and, upon request, make short-term forecasts to management in other formats
(Outages, OVC and Opportunities).
Data Integrity
 In accordance with management requirements, continuously update and keep core data
accurate in the IMI CCI CRM tool on aftermarket interests such as company names, names,
locations, contact details, numbers etc on -Plant names -Plant owners -Plant operators -
Maintenance/Service providers -Plant Units -Installed assets
Key Accountabilities:
Is responsible for their designated territory in India Aftermarket Outside Sales and thus to
ensure that the function is operated in accordance with IMI CCI policies.
 Is responsible for the IMI CCI Customer Service relationship with existing plants in their
designated territory.
 Is a customer-facing function mainly intended to perform extensive plant visits with the
intention of supporting all customers with their plant/unit outage management. This is in order
to increase plant efficiency and minimize plant down-time by providing all IMI CCI aftermarket
products, and hence increase revenues for IMI CCI.
 Is responsible for building good relationships with plants and plant owner/operators in their
designated territory. This is in order to secure IMI CCI long-term plant business, and to use
as a reference for future sales.
 Is responsible for working in, and planning, sales through maintaining information integrity
within IMI CCI by utilizing the designated CRM tool (at present SFDC).
 Is responsible for staying updated on global as well as local market trends, upcoming projects
and future trade shows etc in their designated territory.

---