SALES ENGINEER III – COMPRESSED AIR SOLUTIONS

ROLE SUMMARY

We are looking for a high-energy Sales Engineer who can hunt for new opportunities, build strong client relationships, and drive compressed air system sales across the UAE market.

Energy is typically 70 to 80 per cent of the lifetime cost of a compressed air system, and a great many plants across the UAE are running installations that are oversized, leaking, or badly specified. Your job is to find those plants and fix them.

The primary mandate of this role is new compressor equipment. Alongside that, you will be expected to attach spares, consumables, and service and maintenance contracts (the CHS Extended Care Plan) at the point of sale, and to develop the installed base you build into recurring aftermarket revenue.

We will also cross-train you on chillers, boilers, piping solutions and the wider industrial utilities portfolio, so that once you have opened a plant you can take the full range to it rather than a single product.

This is not a passive account management role.

We want someone who is comfortable generating their own opportunities, walking into industrial facilities, developing technical solutions, and closing deals.

A hunter mindset is crucial to succeed in this role.

A consultative approach is equally crucial. A catalogue-based salesperson will not succeed here. The best people in this role create requirements where none appeared to exist, by asking the right questions and helping the customer uncover problems they had never costed.

You will work closely with our technical and engineering teams, both in the UAE and abroad, and with our exclusive technology partners, to deliver customised compressed air solutions to industrial clients.

If you enjoy winning orders, solving technical problems, and building a client network that is genuinely your own, this role gives you significant ownership and a clear path to grow with the division.

The core mandate is to generate new revenue by proactively opening doors, creating qualified opportunities, maintaining momentum through the sales cycle, and converting client requirements into profitable orders.

It requires consistent outreach, follow-up discipline, and the confidence to pursue new business independently.

KEY RESPONSIBILITIES

Generate New Business

● Proactively identify and develop new opportunities for compressed air systems, dryers, filtration, and associated equipment across the UAE market.

● Build relationships with plant managers, maintenance and engineering managers, factory owners, procurement teams, and with consultants and contractors on new industrial projects.

● Develop your own sales pipeline through site visits, networking, industry engagement, and market outreach.

● Proactively generate your own meetings and sales opportunities rather than relying primarily on management-fed leads.

● Build and maintain a target list of priority accounts, industrial sectors, and industrial zones relevant to compressed air demand.

● Develop and strengthen relationships with referral channels and project influencers who can help create access to new opportunities.

Engage Clients & Understand Technical Needs

● Meet customers on site to understand air demand profiles, pressure requirements, duty patterns, air quality needs, and system constraints.

● Arrange and use air audits, data logging, and leak surveys to establish a factual baseline, and build the commercial case for change from that evidence.

● Work with engineering teams to size and propose the most suitable compressor, dryer, filtration, receiver, and distribution configuration, including control and sequencing strategy across multiple machines.

● Ask commercially intelligent discovery questions to understand technical needs, business drivers, urgency, stakeholder expectations, commercial constraints, and the likelihood of project movement.

● Identify the full buying group involved in each opportunity, including maintenance and technical users, plant leadership, finance, procurement, and commercial decision-makers.

Develop and Present Solutions

● Prepare technical and commercial proposals aligned with client requirements.

● Deliver technical presentations and solution discussions with key decision-makers.

● Translate technical features into clear client value, including energy cost per unit of air delivered, lifecycle and total cost of ownership, uptime and production risk, air quality compliance, leak reduction, and heat recovery potential.

● Help qualify opportunities properly before intensive proposal effort is committed.

Grow Aftermarket and Recurring Revenue

● Attach spares, consumables, and Extended Care Plan service coverage to new equipment at the point of sale rather than treating it as an afterthought.

● Develop the installed base you create into contracted, recurring service revenue.

● Identify aftermarket, upgrade, and retrofit opportunities across the installed base already running in the market.

● Cross-sell into piping solutions, nitrogen and oxygen generators, chillers, boilers, and allied industrial utility solutions as opportunities arise.

Negotiate and Close Deals

● Manage the commercial negotiation process with customers.

● Convert opportunities into profitable sales orders and long-term client relationships.

● Protect margin through value-based negotiation rather than defaulting to price reduction.

● Maintain structured control of next actions, decision timelines, commercial risks, and closure strategy for each active opportunity.

● Escalate stalled opportunities appropriately and involve management when required to improve conversion.

Manage Your Sales Pipeline

● Track opportunities from initial lead to final contract award.

● Maintain clear visibility of pipeline, forecast, and project status.

● Ensure pipeline records, meeting notes, proposal stages, and next-step actions are accurately maintained in the company CRM and reporting systems.

● Demonstrate strong forecast discipline and timely communication on both live opportunities and lost opportunities.

REQUIRED SKILLS & EXPERIENCE

● 7–10 years’ experience selling industrial equipment to industrial end users in the UAE or GCC, with a substantial and demonstrable portion of that selling compressed air plant. Component, consumable, and general MRO sales do not count towards this.

● Proven ability to generate your own leads and close technical capital equipment sales.

● Strong working understanding of compressed air systems, including screw compressors both oil-injected and oil-free, reciprocating and centrifugal or turbo machines, fixed speed versus variable speed drive, refrigerated and desiccant dryers, filtration, air receivers, and distribution piping and pressure drop.

● Able to interpret air demand and consumption data, work in specific energy terms, and build an energy or lifecycle cost argument from it.

● Able to compare competing offers on a like-for-like basis, including free air delivery and package input power at ISO 1217 reference conditions.

● Comfortable selling to plant and maintenance management inside a live operating industrial environment.

● Practical exposure to air audits, data logging, or leak detection surveys, and a working understanding of compressed air quality classes under ISO 8573.

● Track record of selling spares, service contracts, or maintenance agreements alongside equipment.

● Strong communication, presentation, and negotiation skills.

● Self-driven and able to manage a UAE-wide sales territory independently.

● UAE driving licence mandatory.

● Able to build and manage a qualified pipeline independently.

● Comfortable initiating contact with new prospects and following through consistently.

● Able to coordinate multiple opportunities in parallel while maintaining strong commercial discipline.

PREFERRED (ADVANTAGEOUS / NOT MANDATORY)

● Arabic language proficiency.

● Mechanical or electrical engineering degree. Demonstrated compressor sales results will carry more weight than the qualification.

● Experience selling into regulated or air-quality-critical sectors such as pharmaceutical, food and beverage, or electronics.

● Existing relationships with factory-based customers in UAE industrial zones.

PERSONAL ATTRIBUTES

● Highly proactive and self-motivated.

● Strong follow-up mindset; not hesitant to chase actions to completion.

● Comfortable spending most of the working week in the field and on customer sites.

● Detail-oriented with strong data discipline.

● Commercially aware and deadline-driven.

● Professional and confident in written and verbal communication.

● Comfortable hunting for new opportunities without waiting to be directed at every step.

● Able to combine persistence with professionalism in client follow-up.

● Commercially alert and able to identify where a technical discussion can be converted into a real opportunity.

● Committed to continuous self-improvement through reading, training, and product learning.

KEY SKILLS

● Technical Awareness

o Compressed air systems, components, and controls

o Air treatment, air quality, and distribution

o Energy consumption and lifecycle cost analysis

o Industrial utilities and plant operations

● Commercial

o Business development

o Client relationship building

o Proposal development

o Negotiation and closing

● Sales Execution

o Opportunity qualification

o Pipeline management

o Client follow-up discipline

o Commercial value communication

o Stakeholder mapping

● Aftermarket Development

o Spares and consumables attachment

o Service and Extended Care Plan selling

o Installed base development

PERFORMANCE EXPECTATIONS

Within the first 6 months you will:

● Build a healthy pipeline of qualified compressed air opportunities across the UAE.

● Develop relationships with plant, maintenance, and procurement decision-makers in priority industrial sectors.

● Progress multiple opportunities into the proposal stage with strong internal coordination.

● Successfully convert multiple opportunities into profitable equipment sales.

● Attach spares, service, or Extended Care Plan coverage to the equipment you sell.

● Establish yourself as a trusted technical advisor to customers.

SYSTEMS / CRM / REPORTING DISCIPLINE

● Maintain accurate and up-to-date records of prospects, meetings, opportunities, proposals, and follow-up actions in the company CRM and reporting systems.

● Provide management with clear pipeline visibility, forecast updates, and next-step actions.

● Demonstrate disciplined reporting and documentation habits to support effective sales management.

Pay: AED7,000.00 - AED10,000.00 per month

Work Location: In person