Rhoderick Pilapil

Key Task:

1. Understanding the customers specifications for manufacture, and determining materials, equipment, piping, material flows, capacities and layout of plant and systems
2. Promote Spirax Sarco’s product range to a new and existing client base both from focused industries
through CVPs, and branch/territory basis using CRM and other tools, skills, and training
3. Actively undertake business management of own focused industries/SAM/KAM/area/customers
4. Seek out and maintain existing customers by visiting customer premises as guided by the Sales Excellence Framework
5. Develop selling skills through the adoption of Consultative Selling practices
6. Walk the plant (inspect the plant) to understand the customers CVPs relevant to the industry as a way to align our offering to customers’ requirements
7. Actively pursue new clients through an active and planned process
8. Undertake reasonable activities as directed by the Sales Manager or their nominee
9. Select, size, specify, and quote Spirax Sarco product range for steam system improvements, upgrades or
new projects.
10. Negotiate within your authority level and congruent with the Company’s strategic direction and ethical standards the sale, plant commissioning and back-up services including trouble-shooting, repair and/or replacement to customers with your scope
11. Maintain customer records with CRM database as directed by Spirax Sarco, including any competitor
activities
12. Write reports to customers and internal departments within Spirax Sarco
13. Work as a team member toward a team goal.
14. Achieve budgets set by the Manager

15. Undertake a business plan for your customer scope in accordance with set and agreed KPIs and Company standards
16. Assist with Inside Sales duties in special circumstances, eg. in times of illness, including carrying out Surveys, Quotations and maintaining the CRM database.
17. Conduct Steam System Audits through to report generation, quotation generation and closure as directed by the Manager.
18. Follow up on quotations, manage the quote log monthly, and secure orders for repairs quoted from audits.
19. Follow up and secure orders for re-audits from existing audit customers.
20. Undertake any training required to remain current in the role, products and Company requirements
21. Fill out Field Service Reports (FSR) for service, repair or returned items.
22. Be willing to work additional hours as well as travel and stay overnight as required (as agreed but potentially multiple nights) within the scope of the position.
23. Carry out JSA’s (SWM’s) for any customer site work in accordance with company policy
24. Take responsibility for the care and maintenance of other tools of trade, in accordance with company policy.

• Provide expertise in the steam systems ancillaries, instrumentation and process controls, boilerhouse and metering products to clients with the objective of selling our products and services in a competitive market
• Also, to ensure that Spirax Sarco dealers, steam users and engineers within my region had the technical training and support they require
• Manage the existing customer base in Mindanao region and expand the market share with significant volume-recurring purchases
• Built strong relationships with existing and new customers to help achieve their business targets resulting to a win-win approach making Spirax Sarco as a Supplier of choice
• Ensured consultative selling was supported with exceptional services and value-adding customer trainings
• Manage the customer assigned to me in South Mindanao area and expand the market share with significant volume-recurring purchases as well as new large projects
• Responsible for meeting the sales target of the region through effective planning and budgeting
• Motivate and support the sales team and make them work as a single unit working towards a common objective
• Ensure team members don't fight amongst themselves and share cordial relationship with each other
• Maintain necessary data and records for future reference
• Achieved a 'Grand Slam' performance, winning the 'Best Performer' in Sales for 3 Consecutive Years
• (2018-2020)
• Completed the company sponsored LEAP Leadership Program in 2019

• Provide technical expertise in pneumatic systems and process valves to customers and eventually lead to sales opportunities
• Continuously search new products that can be integrated in the company's list of products and obtain distributorships
• Lead and train sales team to effectively sell new products to customers
• Support sales and marketing activities to the sales team by establishing technical and professional credibility through presentation of lectures and seminars to professional institution, customers, potential customers and specifying bodies
• Perform any special projects or task that may be assigned to me from time to time
• Maintain on behalf of the company, complete and up-to-date Information of all customers and prospects within assigned geographic area in the format given by the company
• Positively contribute in whatever way possible to the achievement of the Company's objectives
• Be a role model for all staff by being totally professional, effective and successful
• Increased sales 200% in 6 months' time and has been a significant contributor for the company's sales growth and target achievements for year 2009 and 2010
• Has been able to obtain distributorships for 5 new products in addition to company's product list

• Provide expertise in the steam systems ancillaries, instrumentation and process controls, boilerhouse and metering products to clients with the objective of selling our products and services in a competitive market
• Also, to ensure that Spirax Sarco dealers, steam users and engineers within my region had the technical training and support they require
• Provide steam systems design (proper pipe sizing and installation, appropriate controls and ancillaries) to new customers and contractors
• Develop and maintain a high-level knowledge of Spirax Sarco products and their application through a program of self-study and company conducted training
• Thereafter, to use this knowledge effectively and assist customers and prospect to improve their plant efficiency
• Provided 100% increase in turnover in 2000, a turnover increase of 45% in 2001 and 2002, a stable growth yet small growth during a difficult 2003 and 2004

• Generate profitable orders and meet or exceed the annual sales targets established jointly by me and the Sales Manager
• Implement the sales strategies given to me by the Sales Manager for the continued development of the geographic area assigned to me for DAEWOO Forklifts and Heavy Equipment
• Develop a full understanding of the market, be aware of the market activities and the competition, thereafter, identify the sales opportunities and how to convert them, and finally to voluntarily discuss them with the Sales Manager
• Offer suggestions on stock so that the stock kept in Philippines is sufficient to support sales activities
• Assist site supervision in repairs and troubleshooting of the equipment
• Analyze regularly field activities, determine the improvements required, thereafter act on them, so as to bring about a high level of productivity and efficiency

• Obtain and process all shipping documents (Customs clearance, direct and transshipment, export and import documentations)
• Coordinate with shipping lines and clients of all voyage schedules
• Inspect all container vans to be used by our clients and make sure it is free from dirt and debris