Sales Engineer

Scope in Detail

• To be responsible for all aspects of the sales activities for IQS product portfolio in southern Malaysia, including but not limited to: IG (information gathering) & IS (information sharing) sessions with customers; machine and software demonstration; creating and handling technical and commercial proposals and discussions with customers. (30%)
• Deliverables: strictly follow ZSP, ADP, and IG/IS procedures to conduct customer visits, demonstrations and project follow-ups/commercial discussions.

• To keep track and follow up closely on leads and sales opportunities in the sales funnel and to provide sales forecast, market intelligence and competition information during sales meeting/reporting. (20%)
• Deliverables: clean CRM data on leads and opportunities, meet the required sales funnel size (un-weighted & weighted).

• To meet the territory sales goals and objectives, to achieve and exceed sales target in all profit centers & territory assigned and to ensure profitability and product sales margin within the given territory. (20%)
• Deliverables: to meet the quarterly and annual sales target (in terms of order intake).
• To visit existing and prospective customers regularly, to have a good knowledge of the IQS product portfolio as well as competitions products and market trend. (10%)
• Deliverables: at least 8 customer visits/engagement plan per week.

• To arrange, support and participate various marketing initiatives in southern Malaysia, including but not limited to exhibitions & trade shows; seminars; workshops; webinar; ZEISS user meeting. (10%)
• Deliverables: assist the Head of Sales, Malaysia to execute all the pre-aligned marketing initiatives for the assigned territory.

• To create market awareness for ZEISS IQS product portfolio and to grow market share of ZEISS in and in vicinity of Johor, Malaysia. (10%)
• Deliverables: to penetrate at least 24 new prospects in the assigned territory.

• To maintain focus customer accounts with regular ADP (account development plan) to increase share of wallet through cross-selling.
• Deliverables: to properly maintain and report his/her ADP during the monthly review meeting and execute the ADP for his/her selected focus account.

Cadence & SLAs

• Weekly: customer visits report, CRM sales activity update
• Timely submission of weekly customer visits report, to meet at least 8 customers weekly.
• Timely update of CRM system, maintain data cleanliness for leads assigned, opportunity ending data, winning probability, competition details, and customer engagement details.

• Monthly: funnel size review, monthly sales forecast, monthly ADP review meeting
• Timely submission of sales forecast for the next 3 months monthly.
• To report progress for his/her ADP for focus account and execution plan.
• To review the unweighted/weighted sales funnel as well as the new opportunities identified/created.

• Quarterly: quarterly sales target (in terms of order intake) review, marketing initiatives review
• To meet the quarterly sales target defined for the assigned territory.
• To review the progress of the marketing initiatives defined for the assigned territory.

Sales Funnel Generation

• To generate 5X sales funnel, SGD 10mil (un-weighted) by the end of FY25/26.
• To maintain 3X sales funnel, SGD 6mil (weighted) by the end of FY25/26.
• To maintain at least 25sales opportunities in the funnel by the end of FY25/26.

• To maintain 5x sales funnel, SGD 20mil (un-weighted) by the end of FY26/27.
• To maintain 3X sales funnel, SGD 12mil (weighted) by the end of FY26/27.
• To maintain at least 40sales opportunities in the funnel by the end of FY26/27.

Territory Sales Target

• Achieve an order intake of SGD 2mil for FY25/26.
• Achieve an order intake of SGD 4mil for FY26/27.

Brand Awareness

• To penetrate at least 24 new prospects in the assigned territory yearly.
• To execute the marketing initiatives/plans for the assigned territory.

Measures

• Systems of record: CRM (SAP -> Salesforce), ADP template/review, monthly sales forecast submission.
• Reporting: weekly submission of customer visits report, monthly submission of 3-months sales forecast, monthly submission and review of ADP, quarterly review of sales target achievement/sales funnel status.