Product Sales Manager

The Big Picture:
Howden Vietnam is currently recruiting for a Product Sales Manager – Screw Compressor Packages for our New Build team. This exciting opportunity will be based in our Ho Chi Minh City office.

Your main responsibility will be to grow sales for the Howden Screw Compressor package product (SCPP) in South East Asia and APAC territory through collaboration with the screw compressor Sales Managers in Vietnam, Taiwan/South Korea and Australia, as well as the country Sales Managers in other APAC territories.

You will also be responsible for coordinating the ‘sales/win’ strategy for SCPP in South East Asia/APAC. This will include the management of in country agents/representatives and development of clear route to market to provide Howden with the best win opportunity for SCPP, whilst achieving targeted profit margins.

You’ll also be responsible for achieving the required sales growth and profit margin whilst embracing the Howden values by clearly developing and implementing the 7 P’s (Product, Price, Place, Promotion, Process, People & Physical Evidence).

** What needs to be done?
Strategic Sales and Growth Plan
• Identify key projects and prioritise in conjunction with the Proposals Manager and manage and assist in preparation of tenders through client clarification at each stage of the delivery of our proposals.
• Carry out competitor analysis and identify the key differentiators that will be the basis of the Howden win strategy for the territory.
• Solicit enquiries for the supply of SCPP, influencing clients where possible to specify Howden.
• Support continuous improvement principles by optimising efficiencies through reduction of costs and improvement of quality and delivery.
• Own the responsibility for achieving the APAC sales budget for SCPP utilising the Howden values, early engagement and by defining and implementing the 7 P’s.
• Act as a Trusted Advisor to our customers in the region.
• Support the SCPP Sales Managers, APAC in country Sales Managers and APAC agents to establish, maintain and manage the business relationships with end users, customers, EPC’s, PMC’s and any other potential influencers so that the Howden brand is recognized.

Sales and Funnel Management
• Utilise the CRM Sales Logix System in recording enquiries, proposals and turndowns.
• Utilise the CRM Sales Logix System for marketing and customer analysis.
• Actively perform funnel reviews for SCPP.

Hand-Over to Order/Contract Team
• Assist in the handover process along with the Proposals Team of contract documentation to Product/Regional Unit, Project Manager and/or Contracts Department ensuring negotiated contracts are correct for the commencement of project execution.

Sales Reporting and CRM
• Prepare and submit reports on business activities in the area.
• Liaise with Product/Regional Units to update opportunity status in CRM.

Training and Support
• Assist in training and development of local/agent personnel to support the sales of the SCPP.
• 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.

SHE and Howden Policies
• Adhere to all Howden Group policies, procedures and business ethics codes.
• Fully comply with Howden and local SHE policies, rules, regulations and legislation.

** What will you get in return?
This is your opportunity to join a dynamic, innovative, global company that offers attractive remuneration packages, flexible working arrangements with global experience and provides a supportive organizational culture.


To express your interest in this position, please send your CV along with a cover letter by no later than 3rd March 2020.

What do you need to bring?
• A degree in Mechanical Engineering or similar or extended (10-15 years) relevant technical sales experience.
• Knowledge of rotating machinery in the relevant industries (Petrochemical, Oil & Gas, Power generation, Industrial Refrigeration).
• Global sales experience in high value and high specification engineering.
• First class negotiation skills.
• Good verbal (presentation) and written communication skills in the English language.
• Good interpersonal and cultural assimilation skills.
• High degree of self-motivation and initiative.
• High computer literacy, with excellent knowledge on using all MS Office, CRM and other relevant applications.

You will have demonstrated experience with creating sales opportunities in a competitive market using Value Selling techniques. You will have the knowledge and experience of how to create differentiators, which will give Howden a competitive edge in the market.

You have the understanding and sensitivity required to do business with, and meet the expectations of, customers of different nationalities and cultural backgrounds. You will cooperate with different Howden companies to maximize sales opportunities for the business.

You will have the ability to provide solutions to complex technical and commercial issues and co-ordinate responses from different departments prior to and during pre-planned and dynamic negotiation situations.

The following experience would also be highly regarded:
• Oil & Gas and Petrochemical market experience.
• Relevant sales experience with engineering products in the relevant industries.
• Experience negotiating project terms and conditions.
• Good time management skills.
• The ability to motivate others.

This position will involve intensive travel within the region and to a lesser extent international travel. We anticipate travel will account of 50% or more of your time.

The advantages of working at Howden:
Worldwide business – Liaise with our colleagues in 27 countries.

We offer global and local opportunities– 6000 employees and world leading engineers, who create cutting edge developments – You will be a part of over 160 years of innovation and development that continues today with our digital solutions.

At Howden we have a strong corporate identity and purpose – You will be a member of our team, shaping the future of the world and tackling some of the most pressing issues facing the planet.

Our products and organisation are Revolving Around You – Our culture promotes individual development to enhance our most important asset – our people.


We thank all applicants for their interest in this role and working for Howden. We have experienced a very high response rate and as a result, please be aware that only those candidates selected for an interview will be contacted.

- attractive remuneration packages

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