Job Description

Your Key Responsibilities

• Supports sales staff and customers with engineering expertise regarding products, its installation and applications as assigned.
• Provide sales support with engineering expertise regarding products and applications.
• Perform conceptual work for specific customer requirements, and support customers in this respect.
• Assess and interpret technical data, document and communicate findings.
• Initiate measures to develop or adapt product and service concepts (if required) to better match market requirements.
• Support assembly, installation, setup and utilization of products and systems at customers site if appropriate and necessary.

Your Qualifications

• University degree in Engineering
• 1 to 3 years

OR

• Vocationally trained in technical subject matter, with additional specialization or certifications
• 1 to 3 years

Goal of position (Why was this position created?)

• 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,
• To support OEM team in growing I4.0 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) (incl. Bearings and accessories, Condition Monitoring,
Alignment, Balancing, Service contracts, Bearing Installations, Trainings, Failure Root Cause Analysis etc.),
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)

2) Formal prerequisites for the position (e.g. training, experience, education etc.)

• 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 \xe2\x80\x9chunter\xe2\x80\x9d sales drive with \xe2\x80\x9ccan-do\xe2\x80\x9d, 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

3) Tasks (Description of main tasks)
1. Identifies target market-sector-customers and the future requirements and to provide product, service,
technical and engineering information to customers
2. Establishes new accounts and services accounts by identifying potential customers; planning and
organizing sales call schedule.
3. 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.
4. Gains customer acceptance by explaining or demonstrating cost reductions and operations
improvements, engagement based on Engineering Based Selling methodologies
5. Secures new customers as a key driver of industrial bearings and Industry 4.0 solutions sales growth for
Schaeffler Malaysia
6. 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
7. Sell and perform IAS services on site, e.g. bearing mounting supervision, condition
monitoring services, troubleshooting, damage analysis reports, training
8. Provide good after-sales service to existing customers as a means to boost customer retention and grow
share of wallet
9. Develop customer\'s competency by providing technical information, seminars and training concerning
bearings products, condition monitoring products, direct drive motors & services.
10. Maintains professional and technical knowledge by attending trainings, networking with industrial
partners or establishing personal networks; participating in professional societies.
11. Serve as an effective interface between international technical experts and relevant customer
stakeholders in defining product requirements and customer application needs
12. 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.).
13. Managing working capital through timely debt collections, coordinating closely with customers on
reliable production forecast planning
14. Active reporting in Saleforce.com with new accounts acquisitions and positive pipeline management

Schaeffler