SALES DIRECTOR China
Sales Director China
Industry, microelectronics, Life and Health Science, Research target market
Location: Shanghai or Shenzhen, China
Company:
Famous MNC with manufacturing plants in USA, South America and China.
This MNC is international provider of instruments, and spectra of products and solutions used in advanced manufacturing environment. Products include laser, optics, photonics products and related components.
Job title: Sales Director, China
Report to: General Manager, China
Location: Shenzhen or Shanghai
REPORTING
Needs to lead headcount of: 18-25
Direct reports: ~ 6 (Commercial Sales Managers and Territory Sales)
Headcount: ~ 12 (Commercial Lasers, Photonics, Optical Components Sales)
This role is responsible for the tactical strategy, planning and execution of the Commercial direct and indirect sales and service channel in China. Individual also assumes responsibilities of managing day to day sales activities.
PRIMARY RESPONSIBILITIES
o Prep sales team in regular prospecting and opportunity funnel reviews via tag-up meetings with the multiple BUs and supporting functions
o Participate in strategic initiative projects to drive growth
o Partner with related BU Global Sales Director for channel growth
o Monitor competitors’ landscape and upcoming market technology dynamic
· Report on the performance status of the by territory, markets, top customers, product lines and accounts receivables
o Report on proactive prospecting and funnel progress, design wins as well as lost bookings monthly
o Report on number of new cases, opportunities and quotes monthly
o Run Major Account strategy meetings on top customers and advise on strategy, areas for growth and issues to be resolved; also coordinate customer Technical Roadmap Meetings (TRMs) when applicable
o Working with Finance team, reduce the past due accounts receivables per annual target
o Report and Document Review Management Requirement: Act as the primary point of contact for all reporting and document review requirements raised from Senior Sales Managements and Business Units and take ownership in submitting all requested documents working with the regional Sales Operations team.
§ Substantially reduce the need for field Salespersons to touch each report/document review requests in allowing them to spend increased time to engage with customer engagements/revenue generation activities.
o Drive improvements in selling and service process and procedures, some of which can be leveraged on a global basis
§ Responsible for budget planning activities
o Own the annual Plan of Record (PoR) bookings for China Commercial team including developing a bottoms-up analysis and bridges by top accounts and markets driven by top down guidance and BU strategic initiatives
o Manage China travel and entertainment budget; look for areas to leverage video conferencing and other virtual methods for team and customer engagements
§ Organization development and staffing
o Set expectations of performance levels and conduct team member’s annual performance reviews including developmental and tactical objectives
o Work with sales enablement to continuously improve the application and product knowledge and selling effectiveness of your team; this also includes selling to the right customers and value-based selling
o On-going optimization of team; identifying and addressing organizational misalignment to enhance growth and ensuring a hunter mentality
o Conduct regular one on one to proactively discuss progress, mitigate risks (quality, payment, EOL and etc related to customers) and next steps
o Strong coaching skills to steer the team and not do their work for them. You are here to make Heros and not to be the Hero. Coach the sales team to put off the fire/challenges but not wear the Fire Chief’s Helmet. Don’t do it for them.
§ Indirect channel management for commercial channel partners within China
o Responsible for maintaining existing channel partner relationships per COMPANY standard agreements and guidelines
o Conduct business reviews with channel partners at least 4 times a year
o Train channel partners on new products and periodically visit customers with channel partners to evaluate their selling capability
o Work on Marketing plan with channel partners
o Ensure channel partners comply with corporate regulations
o Manage the indirect channel and look for areas to optimize growth and profit
JOB REQUIREMENTS
We can assure you that you’ll never die of boredom.
To apply, please help us understand necessary information about you as to be able to help you faster.
Famous MNC with manufacturing plants in USA, South America and China.
This MNC is international provider of instruments, and spectra of products and solutions used in advanced manufacturing environment. Products include laser, optics, photonics products and related components.
Job title: Sales Director, China
Report to: General Manager, China
Location: Shenzhen or Shanghai
REPORTING
Needs to lead headcount of: 18-25
Direct reports: ~ 6 (Commercial Sales Managers and Territory Sales)
Headcount: ~ 12 (Commercial Lasers, Photonics, Optical Components Sales)
This role is responsible for the tactical strategy, planning and execution of the Commercial direct and indirect sales and service channel in China. Individual also assumes responsibilities of managing day to day sales activities.
PRIMARY RESPONSIBILITIES
- Execute Go to Market Strategy for China Commercial Sales (Laser, Photonics, Optical Components)
- Engage with PLMs across entire portfolio to review and align on the channel needs and go to market strategy in order achieve the targeted profitable growth expectations
- Leveraging the breadth of portfolio to differentiate thru team and portfolio selling (e.g. Surrounding the Workpiece initiative)
- Establish and deploy China-based incremental year-over-year tactical growth strategy plan by vertical market and tie this back to the Plan of Record (PoR)
- Assemble tactical strategy plan to carry out sales execution
- Identify China market Servable Available Market (SAM) within each targeted vertical
- Assemble deliberate Sales Activity Plan (Active Selling activities) to include market share gain targets at existing accounts and capturing new logos
- Proactively drive prospecting and opportunity funnel optimization across team members to gain market share at existing customers and develop new logos within vertical markets
- Coach sales team on Prospecting and Account penetration activities, build a solid pipeline
- Collaborate with China Service Manager to implement new service programs to drive top line growth and outstanding customer satisfaction
- Provide input to GM on pricing strategies to optimize company profit
- Coordinate customer visits for PLMs/BU
- Maintain relationship with Key stakeholders of Major customers
- Responsible for customers’ deliveries. Collaborate with CSR and logistic to meet customer expectations
- Supports: SOM / SAM / TAM in China
- Engage with PLMs across entire portfolio to review and align on the channel needs and go to market strategy in order achieve the targeted profitable growth expectations
o Prep sales team in regular prospecting and opportunity funnel reviews via tag-up meetings with the multiple BUs and supporting functions
o Participate in strategic initiative projects to drive growth
o Partner with related BU Global Sales Director for channel growth
o Monitor competitors’ landscape and upcoming market technology dynamic
· Report on the performance status of the by territory, markets, top customers, product lines and accounts receivables
o Report on proactive prospecting and funnel progress, design wins as well as lost bookings monthly
o Report on number of new cases, opportunities and quotes monthly
o Run Major Account strategy meetings on top customers and advise on strategy, areas for growth and issues to be resolved; also coordinate customer Technical Roadmap Meetings (TRMs) when applicable
o Working with Finance team, reduce the past due accounts receivables per annual target
o Report and Document Review Management Requirement: Act as the primary point of contact for all reporting and document review requirements raised from Senior Sales Managements and Business Units and take ownership in submitting all requested documents working with the regional Sales Operations team.
§ Substantially reduce the need for field Salespersons to touch each report/document review requests in allowing them to spend increased time to engage with customer engagements/revenue generation activities.
- Reporting and document review requirements should be owned, handled, and processed by the Sales Director and his direct reporting Sales Managers, with limited engagement need from the field Salespersons
- Establish standing 1:1 meeting between Sales Director/Sales Managers, as well as Sales Manager/Field Sales to constantly obtain updated Sales activity status in dealing with the report and document review requests.
- On-going process improvements to improve efficiencies and effectiveness of the team
- Collaborating with Asia sales operations, deploy robust processes and procedures within the Region which are consistent with expectations of Global Sales Management
o Drive improvements in selling and service process and procedures, some of which can be leveraged on a global basis
§ Responsible for budget planning activities
o Own the annual Plan of Record (PoR) bookings for China Commercial team including developing a bottoms-up analysis and bridges by top accounts and markets driven by top down guidance and BU strategic initiatives
o Manage China travel and entertainment budget; look for areas to leverage video conferencing and other virtual methods for team and customer engagements
§ Organization development and staffing
o Set expectations of performance levels and conduct team member’s annual performance reviews including developmental and tactical objectives
o Work with sales enablement to continuously improve the application and product knowledge and selling effectiveness of your team; this also includes selling to the right customers and value-based selling
o On-going optimization of team; identifying and addressing organizational misalignment to enhance growth and ensuring a hunter mentality
o Conduct regular one on one to proactively discuss progress, mitigate risks (quality, payment, EOL and etc related to customers) and next steps
o Strong coaching skills to steer the team and not do their work for them. You are here to make Heros and not to be the Hero. Coach the sales team to put off the fire/challenges but not wear the Fire Chief’s Helmet. Don’t do it for them.
§ Indirect channel management for commercial channel partners within China
o Responsible for maintaining existing channel partner relationships per COMPANY standard agreements and guidelines
o Conduct business reviews with channel partners at least 4 times a year
o Train channel partners on new products and periodically visit customers with channel partners to evaluate their selling capability
o Work on Marketing plan with channel partners
o Ensure channel partners comply with corporate regulations
o Manage the indirect channel and look for areas to optimize growth and profit
JOB REQUIREMENTS
- 10+ years of sales management experience in technical sales and service senior
- Prefer prior experience in Laser and Photonics technology and knowledge of the Life & Health Sciences, Research, Defense, Micro Processing, and Semiconductor markets
- Strong leadership and communications skills with extensive experience in interacting with customers
- Track record of driving profitable top-line growth throughout industry cycles along with the ability to generate results within a matrix organization structure
- Travel at 40% around China to observe salespeople's performance and customer visits.
- Passion for continuous improvement and operational excellence, including a proactive commitment to quality, environment, health, and safety
- Ability to set priorities, develop a work schedule, monitor progress towards goals, and track activities. Able to be hands-on/tactical Management role
- Outstanding problem-solving skills to identify causes, gather and process relevant information, make recommendations, and/or resolve the problem
- Required to speak fluently in English, both verbal and written. Experience in a multi-cultural environment is a must
We can assure you that you’ll never die of boredom.
To apply, please help us understand necessary information about you as to be able to help you faster.
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