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Job Description
Sales Manager Taiwan (For East Asia)
(We look for a local national for this role)
Company: Famous Multinational company with business groups operating in three sectors, Nanotechnology Tools, Industrial Products and Service. It is a leading provider of high technology tools and systems for research and industry. It designs and manufactures equipment that can fabricate, characterise, manipulate and analyse matter at the atomic and molecular level.
Reports to:
Asia Business Manager
Primary Purpose:
To achieving budgeted sales (value and volume), both for service and sales, product mix; and to develop relationships by supporting distributors and customers in order to facilitate increased sales.
Key Responsibilities:
§ Establish and maintain comprehensive coverage of the agreed territory and products by supporting customers and OEM partners.
§ Develops and manages the annual process of: creating sales strategies and plans, sales assumptions, projections and goals. Evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes.
§ Monitors and reports monthly the status of: sales vs. target, competitor activity, OEM partner news, market opportunities and promotion programs.
§ Lay out and run workshops and seminars and customer trainings
§ Establishes and maintains an OEM partner training and development program. Adjusts program to meet the needs of OEM partners and market conditions consistent with the long-term goals of the company.
§ “Reach through” OEM partners to ensure end-user satisfaction, taking corrective action (OEM partner development actions) where necessary.
§ Support and run joint marketing initiatives with OEM partners through direct mailings, trade shows, workshops, seminars, conferences and advertising.
§ Support OEM partners on major bids, ensuring they are won at best price and terms. Intervene personally with end-users as appropriate. Personally lead major bids and win at best price and terms.
§ To maintain and grow relationships with our OEM partners.
§ Propose, agree and deliver strategic account development objectives.
§ To make sure that the CRM is maintained and kept current.
§ Uphold OI Brand integrity within OEM partners and operate in a manner consistent with OI brand values.
§ Ensures that all orders and other customer communications are promptly and accurately handled. Takes appropriate action to communicate customer service problems to customer support team.
§ To manage overall customer satisfaction.
§ Build and maintain effective working relationships with staff in all functions of the Business, (particularly marketing, operations and customer service) and with colleagues in Group market development world-wide.
§ Willing and able to travel extensively within East Asia as well as other countries as required.
Typical Performance Measures:
· Sales volume and value for systems
· Future order book value/ volume; bid/ win ratio
· Sales/ cost of sales ratios
· Lead generation
Person Specification – Essential requirements unless stated
Education / Qualifications
(Professional / Management)
§ Relevant material science degree essential, additional business qualification or PhD desirable
Professional Skills/ Abilities
§ Experience of successfully managing and motivating distributors in an international, high technology environment, or experience from within a Distributor to the industry sector.
§ Excellent language skills - English and Mandarin both excellent spoken and written.
§ Progressive business management experience within sales and/or marketing, experience of managing business development activities useful.
§ Process and procedural oriented. Understands how business processes can be used to reduce cost and improve performance to ensure customer satisfaction and enhance/develop the OI brand in the market.
§ Commercial understanding - able to assess the financial impact of proposed plans and evaluate activities to ensure maximum value for OI whilst balancing the needs of distributors.
§ Understands interfaces to related functions – Marketing, Operations etc. and works effectively across them.
§ Experienced in the use of advanced channel management techniques, e.g. incentivisation would be welcomed.
§ Proficient PC skills including MS Office
Desirable
§ Commercially astute.
§ Strategically experienced – able to create and implement strategy for area of responsibility.
§ Able to demonstrate EDS/EBSD/WDS
Personal Qualities:
§ Adaptable, able to flex to needs of customers, team and the business
§ Proactive. self-starter, completes activities with minimal support. Initiates actions to develop new and better ways of working, using past experience and any mistakes as positive opportunities for improvement.
§ Customer focused, establishes and exploits good, mutually beneficial customer/distributor relationships. Adept at balancing OI and distributor demands in meeting the ultimate customers needs effectively
§ "Can do" attitude – Decisive, able to work around issues to deliver performance
§ Superior communication and interpersonal skills to engage with and manage through people.
§ Strong analytical & negotiation skills, with track record of effective, dificult negotiations.
§ Organised, with solid administrative/reporting skills
§ Full driving licence preferable
§ Rounded in approach – sees bigger picture as well as own priorities and needs
§ Must be prepared to travel extensively (like to be up to 60% of time)
To speed up the process please indicate "SM Taiwan" in the subject line and please use this application form.