What does an engineer in the sales department do?
To begin with, can you tell us more about your work experience at Alfa Therm?
My experience at ATH began during my student days when I became an Alfa Therm scholarship recipient. I was given the opportunity to study with support in both Mostar and Zagreb, while at the same time acquiring practical and theoretical knowledge. I believe this is key to the progress of every young engineer, especially if there is quality mentorship, which Alfa Therm is able to offer to young people. From day one, I had support and assistance in tackling work tasks and challenges. Alfa Therm systematically cares for the careers of its employees, monitors their progress and identifies areas for further development. It aims to create satisfied, fulfilled, and competent employees. Constant progress and new challenges are the main reasons why I have been part of the Alfa Therm team for over 10 years. For the first five years, I worked in the design and installation departments, after which I started working in the sales department.
After many years at Alfa Therm, you have found your place in sales and are now working as a sales manager. Can you explain to us what a sales manager does in an engineering company like Alfa Therm?
When we consider the comprehensiveness and complexity of the services offered by Alfa Therm, it becomes clearer what an engineer in sales actually does! (Vedran joked).
Our company offers comprehensive services, including design, execution, BMS – Building Management System, service, and preventive maintenance. All of this requires a personalized approach for each client, aiming to meet the specific demands of every project.
Such an approach demands intensive daily collaboration with other departments, as we approach each client individually, delivering maximum value at every phase of the project. My engineering knowledge and experience in design help me better understand each client’s requirements and greatly facilitate addressing and solving each new challenge.
Working with a team of top experts allows me to offer the best business solutions and build strong relationships with our clients.
What kind of work environment does Alfa Therm offer, and how do you balance your personal and professional life?
I would say that the values cultivated at Alfa Therm have created an encouraging, healthy work environment with satisfied and fulfilled employees.
We provide selfless support to one another, which is why we overcome obstacles and challenges quickly and efficiently through teamwork. In this environment, it is easy to feel respected and appreciated, and I carry that sense of satisfaction beyond the workplace.
The values we nurture within Alfa Therm guide how we treat each other, as well as our clients, partners, and the wider community This approach allows me to successfully balance my personal and professional life, as family is one of the aforementioned core values of our company.
What are your competitive advantages and current trends in your industry?
I can confidently say that we are synonymous with modern thermal energy solutions today. Our main competitive advantage is our “turnkey” model. We offer clients a comprehensive service while keeping up with the latest market trends and using modern technology.
The individualised designs from our engineers primarily meet client needs, ensure energy efficiency, and promote the use of renewable energy sources – as today’s main market trend, and a challenge, especially when it comes to revitalizing existing facilities.
We carry out mechanical works by using specific knowledge and tools, which guarantee top-notch performance.
With the central monitoring system, we provide clients with software supervision and control of HVAC installations, along with the possibility of integrating other systems and subsystems in construction, such as electrical installations, lighting, elevators, etc. The market trend is to offer clients management of a range of systems within a facility in one place, thereby improving the efficiency and safety of operations.
Our offer is rounded off with quality system maintenance during exploitation. This is how we maintain a high air quality in the facility while also achieving significant savings.
Through the universal language of the construction sector – Building Information Modelling – we are part of the digital transformation of the entire engineering sector. By using the BIM approach, we enable comprehensive and efficient project management with minimal operational costs and resource management throughout the project’s duration.
In addition to the above, I would like to emphasize that we own over 120 Autodesk licenses, and we apply ISO standards daily through our commitment to service quality, work processes, project management, occupational safety, and environmental protection.
It is precisely the comprehensive service, market trend monitoring, application of the latest technologies, and our numerous ISO certificates that have opened the door for us to the EU market.
Find joy in everything you do, create an encouraging and healthy environment, as this will make you a fulfilled person ready to tackle new challenges. Adhere to the right values rather than fleeting modern trends.
Which European markets do you operate in? Which projects would you highlight?
In recent years, Alfa Therm has been organizationally and strategically focused on large-scale projects of different purposes, placing special emphasis on complex and intricate projects in hotels, business offices, retail, industrial, pharmaceutical, healthcare facilities, and other special-purpose facilities. Our investors have recognized this, and we are pleased that we have managed to prove ourselves as a reliable partner capable of meeting various investor requirements.
In the European market, we specialize in the design and execution of climate control installations in the pharmaceutical industry. These are specific “clean room” installations for special purposes that require a high level of air cleanliness and quality. We have really significant projects in this area, and the further potential is enormous.
When talking about the domestic market, over the past year, we have worked on several large projects of different purposes. I would especially highlight the Pampas Stadium in Osijek and the production facility of Tsubaki Nakashima in Konjic.
Among the ongoing projects, I would point out the Technology Park Dračevac in Split, with a value of approximately 65 million euros, highlighting the project’s importance. Then there is the Mahle project in Laktaši, which involves the construction of a production and business facility for a well-known German giant, covering an area of 30,000 square meters, with a value of 30 million euros. We are extremely proud of the completion of the Children’s Hospital project within the University Clinical Hospital in Mostar, not only because of the size and complexity of the project but also because of its contribution to the development of the local community and the health of our children.
What has been your biggest work challenge so far?
Sales managers at Alfa Therm face frequent changes in material and equipment prices, which can impact project costs. Additionally, reliance on construction deadlines for specific projects can pose an extra challenge, as delays in construction can affect the planning and implementation of HVAC systems or other thermal energy solutions. Therefore, it is essential for sales managers to be flexible and capable of adapting to changes to ensure the successful completion of projects within the set deadlines and budgets.
An additional problem in our sector is the shortage of personnel, which can result in slower project progress, reduced execution quality, and increased costs.
How do you see Alfa Therm and your career there in the long run?
The fact that the engineering sector plays a crucial role in the development of society and the economy gives us insight into the immense potential it holds. Alongside this potential, there are numerous challenges – economic, social, technological, and environmental. Alfa Therm is a company that keeps up with times. We monitor market demands and the latest technological trends, and the development of our employees is always a priority. We manage to turn global trends that negatively impact job dynamics and complicate planning into opportunities.
To maintain quality and a high level of expertise, while keeping up with the growth of the market and Alfa Therm, I am aware that I must invest continuous effort and commitment to improvement. However, with the conditions provided by Alfa Therm and a team of colleagues who are always supportive, this becomes a natural part of our work, ensuring us all long-term benefits within the industry.
What do you recommend to those who want to follow your career path?
Find joy in everything you do, create an encouraging and healthy environment, as this will make you a fulfilled person ready to tackle new challenges. Adhere to the right values rather than fleeting modern trends.
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