Job description of
Sales Manager, Southeast Asia - Scientific Instruments
Our client is a leading global manufacturer of electronic instruments and electromechanical devices with annual sales of approximately $4.0
Business Unit of Scientific Instruments is the global leader in the design, manufacture, and support of instrumentation for both the electrochemical and materials
BU Director, Asia
The Southeast Asia Regional Sales Manager will be responsible for the following activities:
Develop, maintain and improve sales channels in Southeast Asia in order to maintain and grow 3 brands (Princeton Applied Research, Solartron Analytical, and Signal Recovery) that cover niche specialty research instrumentation markets.
Ensure that the defined sales channel activities are in accordance with company regulation requirements.
Participate in the development and the constant improvement of territory specific sales strategies and marketing strategies to ensure market growth via share gain, superior sales and service.
Continually seek and interpret competitive information to help inform and guide senior leadership decisions on pricing and new products.
Develop and produce a monthly forecast, by product, no later than COB on the first day of business each month.
Report significant business opportunities, important market trends including competition, funding and other relevant info, including but not limited to business exhibitions and conferences, key accounts and major sales and marketing actions in defined territory through weekly reports
Participate in weekly Sales Management Conference Calls providing updates on progress to monthly goal, field intelligence and strategic discussions.
Monitor monthly performance of each channel partner for performance evaluation purposes.
Hold quarterly performance reviews with each channel partner measuring progress towards quarterly and annual sales quotas as well as other business critical metrics.
Travel, routinely, with each channel partner with the purpose of evaluation, coaching and training each member of the sales channel to ensure constant improvement.
Assist in the development of all Sales Tools necessary for the sales channel to be successful in their sales efforts.
Measure the sales channel’s effectiveness in lead generation and follow-up from all lead sources, tradeshows, website, advertisements, etc.
Evaluate discount requests and approve to assigned authority passing any above authority limit to management with accompanying documentation.
Direct selling as needed. Requires becoming knowledgeable of 3 brands business, products and applications.
Drive Service excellence in the region to maximize customer satisfaction and increase revenue.
Other duties and responsibilities as necessary and assigned.
This role will be expected to travel heavily within the Southeast Asia Sales Region.
Qualifications Required / Preferred
Bachelor level degree or higher in the hard sciences (Chemistry, Biology, Physics) or proven science background with sufficient experience in Electrochemistry specifically.
5+ years of experience leading a sales team with a proven track record of success.
At least 5 years proven experience in a direct sales role with a proven track record of success.
Demonstrated experience managing third party relationships with representatives, distributors and resellers.
Possess a clear track record of leading through indirect influence.
Be able to provide examples of problem-solving skills in relation to sales scenarios.
Strong ability to work independently as a self-motivated, driven contributor as well as a part of a diverse outspread team.
Able to provide examples of a results-oriented personality.
Basic knowledge of CRM systems, reporting functionalities and metrics analysis
Strong Microsoft Excel skills.
Excellent written and spoken English language communication skills.
Excellent presentation, negotiation and general sales skills.
Be able and willing to travel no less than 60%.
The successful candidate may also meet the following desired qualifications:
Employment background in electrochemistry or analytical chemistry laboratories
Working knowledge of common electrochemistry software functionality through our own or competitor’s software
Salesforce CRM specific knowledge
Understanding of P&L statements and how expenses and revenue impact a business
The Southeast Asia Regional Sales Manager will be located in the COMPANY, Shanghai China office when not traveling. This role will be expected to travel heavily within the Southeast Asia Sales Region.
This job requires standard office level physical requirements including extensive computer use. No significant physical requirements exist.