Job Description

Schaeffler is a dynamic global technology company and its success has been a result of its entrepreneurial spirit and long history of private ownership. Does that sound interesting to you? As a partner to all of the major automobile manufacturers, as well as key players in the aerospace and industrial sectors, we offer you many development opportunities.

Field Service Engineer

Location: Kuala Lumpur, Malaysia
Solid-line Reporting: Engineering Manager, Industrial
Internal Interfaces: Application Engineers, Customer Service, Sales & Service Engineers, Finance, HR, Factory Colleagues
External Interfaces: Direct customers, OEMs, MRO customers, contractors, sub-contractors, distributors

Goal of Position

• To grow Condition Monitoring (CM) sales for potential customers in Malaysia
• To provide technical & FSE related support to CM customers
• To expand network of system integrators (Sis) as means to grow CM sales
• To work closely with existing Sis to increase CM penetration with end-customers
• To grow service sales with end-customers (auto lubricators, heaters, mounting tools, troubleshooting, training)
• To support OEM team in growing Industry 4.0 Schaeffler Industrial Drive (SID) sales
• To secure and increase profitable sales (Gross Profit/Sales) based on the Schaeffler product and service portfolio for the assigned regional and customer responsibility
• To deliver added value to the customer with an engineering based sales approach including consideration of the Total Cost of Ownership (TCO) (including Bearings and accessories, Condition Monitoring, Alignment, Balancing, Service contracts, Bearing Installations, Trainings, Failure Root Cause Analysis) in order to differentiate Schaeffler from a commodity supplier
• To provide competitive intelligence by interviewing customer and conducting market research (Google, Conventions, Networking, etc)
• Achieve Key Performance Indicators for sales (e.g. No. of customer visits, new customer acquisitions, Hit rate for opportunity pipeline, Net promoter score)

Job Responsibilities

• Identifies target market-sector-customers and the future requirements and to provide product, service, technical and engineering information to customers
• Establishes new accounts and services accounts by identifying potential customers; planning and organizing sales call schedule
• Prepares RFQ, target price and market information / related customer documents; in close alignment with Technical, Customer Service, Pricing, Product Management and SCM to ensure key KPIs are inline
• Gains customer acceptance by explaining or demonstrating cost reductions and operations improvements, engagement based on Engineering Based Selling methodologies
• Secures new customers as a key driver of industrial bearings and Industry 4.0 solutions sales growth for Schaeffler Malaysia
• Responsible for providing technical advice and expertise concerning bearing and service products to MRO customers in their production facilities in order to convince them of the advantages of working with the Schaeffler Group, thereby ensuring that the customers meet their demands with Schaeffler products
• Sell and perform IAS services on site, e.g. bearing mounting supervision, condition monitoring services, troubleshooting, damage analysis reports, training
• Provide good after-sales service to existing customers as a means to boost customer retention and grow share of wallet
• Develop customer\'s competency by providing technical information, seminars and training concerning bearings products, condition monitoring products, direct drive motors & services
• Maintains professional and technical knowledge by attending trainings, networking with industrial partners or establishing personal networks; participating in professional societies
• Serve as an effective interface between international technical experts and relevant customer stakeholders in defining product requirements and customer application needs
• Prepare and submit product and customer forecast / budget planning and collaborate with relevant departments (e.g. sector management, distribution management, customer service, supply chain management, key account management, engineering, product management, etc)
• Managing working capital through timely debt collections, coordinating closely with customers on reliable production forecast planning
• Active reporting in Salesforce.com with new accounts acquisitions and positive pipeline management

*In addition to the duties listed above, the position holder must carry out tasks assigned by his/her superior that are essentially related to his/her duties.

The Ideal Candidate

Are you someone who possesses a high degree of self-initiative, responsibility and accountability; with the ability to exude confidentiality and professionalism at work? Then come and join us where you can make a difference.

Your Professional Profile Should Include:

• Degree in Mechanical / Electrical / Mechatronics Engineering (degree in Mechatronics will be a plus)
• Demonstrate good technical aptitude with the willingness to build up strong product technical knowledge
• Relevant direct sales experience of at least 3 years, with a proven track record in new customer acquisition
• Experience working in a reputable MNC is preferable
• Past application engineering experience in a mechanical / electrical / mechatronics goods company will be considered a plus
• Possessing IoT / Industry 4.0 mindset as a new way of doing business
• Excellent communication & networking skills, able to hold dialogue with people from all ranks in the organization
• Skilled in business negotiations and presentation of ideas
• Proactive, dynamic \'hunter\' sales drive with \'can-do\', persistent attitude
• Competent in value-based selling techniques and strategic sales approach
• Strong project management, execution and follow-through skills
• Intercultural sensitivity and comfort working with colleagues of different international backgrounds
• Proficient with MS Office (Word, Excel, Powerpoint) including CRM software such as salesforce
• Fluent in English

As a global company with employees around the world, it is important to us that we treat each other with respect and value all ideas and perspectives. By appreciating our differences, we inspire creativity and drive innovation. In this way, we contribute to sustainable value creation for our stakeholders and society as a whole. Together, we advance how the world moves.

Exciting assignments and outstanding development opportunities await you because we impact the future with innovation. We look forward to your application.

Your Contact

Schaeffler Bearings (Malaysia) Sdn. Bhd.

Hong Xun Bryan Kheh

For technical questions, please contact this email address:

Keywords: Experienced; Engineer; Full-Time; Unlimited; Sales Management; Sales Management

Schaeffler