Senior Sales Engineer, Tokyo

The role:

A Senior Sales Engineer (hereinafter called “SSE”) is responsible to support and develop Order, Sales and Profit for all Kelvion Product Lines in Japan. The primary focus is on medium to large global manufacturers of engines and gas turbines, generator set packagers, equipment or system providers for the food and beverage industry, project owners, general contractors or subcontractors, and system packagers (machinery and equipment) for the Heating, Ventilation, Air Conditioning, and Refrigeration (HVAC/R) industry. This also includes refrigeration equipment manufacturers and end-users across the following market segments: marine (shipbuilding), power generation (renewable energy, fuel cells, coal-fired, and nuclear), food and beverage, HVAC/R, oil and gas, chemical, and refinery sectors.

What you will be responsible for:

• Develop new business relationships and generate and negotiate incoming orders for Kelvion, aiming to meet or exceed the agreed annual invoiced revenue target with year-on-year growth.
• Expand your customer portfolio across diverse industry segments through a structured development planThe SSE is responsible for his/her own sales-lead generation and appointment setting.
• The SSE actively and successfully manages the sales process:
  • Lead generation
  • Credentials pitch
  • Qualifying a new customer or partner (fit with Kelvion portfolio or strategy)
  • Solution proposal
  • Pitch
  • Negotiation
  • Harmonize with regional center
  • Closing
  • Handover to the respective Kelvion Global Solutions & Engineering (hereinafter called “GSE“) or Leading Entity (hereinafter called “Principal“), having production facility.
  • Claim Handling with support from engineering or quality departments in Principal.
  • Materialization of Sales (invoicing), and
  • Collection of receivables
• Manage and interpret customer requirements by engaging with clients to understand, anticipate, and fulfill their technical and commercial needs, while actively monitoring competitor strategies.
• Collaborate on heat exchanger design to optimally meet customer requirements, with support from the GSE team across product lines and/or the Vertical Market (VM) Leader or Team Members based in the Rest of Asia (RoA) region.
• Prepare quotations and take full responsibility for all client proposals—both technical and commercial—as well as contracts and related documentation, in accordance with Kelvion procedures.
• Persuade and guide clients toward selecting Kelvion’s products or services by emphasizing cost-efficiency, timely delivery, and superior quality.
• Negotiate tender and contract terms to align with both client expectations and company objectives.
• Negotiate and close sales by reaching agreement on terms and conditions with clients.
• Manage the sales request process in accordance with established guidelines and triggers to efficiently prioritize tasks.
• Collaborate with departments such as project management, design, production, and quality to ensure a thorough and accurate handover of sales, providing complete briefings on all aspects of the project.
• Gather competitor intelligence and identify potential partners or suppliers through daily sales activities, exhibitions, and trade journals, utilizing the most effective and available sources.

About you:

• A bachelor’s degree in mechanical or Thermal Engineering is preferred
• Three years of experience in technical sales for heat exchanger and heat transfer product is preferred.
• Experience in independently executing sales activities using resources from overseas affiliate companies is required.
  • Technical and Commercial Proposals, and Sales of industrial components to system manufacturers. It requires high and continuous engagement with difference layers of customer organization, including Design, Purhcasing, and Quality departments, from development phase up to mass production phase.
  • Technical Sales of customized industrial products to either Enginer / Genset makers, Food & Beverate maker or related Equipment Maker, or 1st Tier Supplier in Heavy Industries. Has deep engagement and relationship with core members (Approver and Opinion Leader) within customer organization including Purhcasing, Design, and Quality departments.
  • Proposal, techno-commercial Clarification and Negotiation of project-based, complex / large, and high value products (over 100K Euro/pc.) to EPC, or System Manufacturers. It requires intensive clarification and negotiation with multiple layers within both customer and its own company organization. Project duration is on average 1 to 2 years.
• Native-level proficiency in reading, writing, and speaking Japanese is mandatory.
• Business level proficiency in both spoken and written English is preferred.

At Kelvion we thrive on collaboration, embracing diversity of thought, and valuing every voice. Within Kelvion creativity shines because people are listened to, their contributions recognised, and their ideas welcomed. Our flexible approach to the way we work places people’s health and satisfaction as a priority, enhancing engagement and fostering career opportunities. We empower engaged individuals to grow, progress and carve their own paths within the company. 

Together, We Shape the Future