Job Description
Key Responsibilities:
• Develop and implement country sales plans/performance goals that will increase current sales volumes and profit margins across the country based on country and company growth plans and guidelines
• Lead and implement the Short Term and long-Term country growth strategies, to meet/exceed annual and quarterly sales targets.
• Develop a good understanding about the markets, competition, opportunities, customers, and prospects covering all aspects of a company's product lines and all customer sets (Direct, Indirect, Channel/Distributor network and end-user customers where appropriate) to continuously grow the business and generate sales through lead sourcing, prospecting, research calls and client visits.
• Develop an understanding of the various financial drivers to identify sales penetration opportunities for the country and optimize resource allocation in pursuing these opportunities.
• Manage all customer relationships in the country to strengthen overall solution capabilities and drive greater value to the customer addressing customer inquiries and concerns.
• Leverage strong local market awareness to contribute & participate in strategic business decisions for the region to drive and achieve the enterprise key results. Identify other influencers, decision makers, and possible champions within existing and potential client companies.
• Collaborate on specific distributor, MTD, agent, and brand authorizations within the country to ensure white-space and share-growth goals are addressed.
• Review health of key and MTI projects, details of contracts/agreements at key customers/partners and drive improvements where required.
• Drive distributor allocations in the country to ensure alignment with current go-to-market approach.
• Collaborate with marketing, customer services, regional sales colleagues and other functional leaders, to ensure high levels of customer service and to deliver profitable business growth.
• Participate in pricing discussions and implementation of annual price increase events.
• Lead, Develop and coach the country sales team to drive & achieve high levels of performance to ensure profitable growth and market share gain.
<Necessary Skill / Experience >
[Education/Experience:]
• Bachelor's Degree in Engineering or similar field; MBA preferred
• Minimum experience of 6 - 8+ years of sales discipline
• 2-3 years’ experience of Leading & Managing a sales team at the country level.
• Previous experience as a sales executive, sales manager or sales and marketing director
• Ability to communicate, present and influence all levels of the organization.
• Ability to drive the sales process from plan to close
• Ability to articulate the distinct aspects of products and services
• Ability to position products against competitors
[Functional/Technical Knowledge, Skills and Abilities Required:]
• Data-driven, focused on results driven by strategy, thriving in a fast-paced fast growth organization
• Demonstrated success as a leader, to attract, develop and retain top sales talent,
• Understanding of both the quantitative and qualitative aspects of a successful sales operation
• Resilient and entrepreneurial spirit
• Excellent listening, negotiation, and presentation skills
• Excellent verbal and written communications skills
• Transformational Leadership; challenging the status quo, and leading by example (Cultural beliefs, True North)
• Ability to lead in a challenging and dynamic environment while managing risk
• Effectively communicate in a highly collaborative environment
• Ability to interpret market trends in a meaningful and actionable way
• Being able to be proactive and provide strategy to mitigate future issues
• Possess foresight and hindsight with ability to rely on historical context - learning and incorporating into future plans/actions (proactive)
• Comfortable influencing team decision making process
• Possess understanding and comfortability with diverse financial acumen
[Competencies:]
• Safety Focus
• Acting Decisively
• Building Organizational Talent
• Communicating Effectively
• Creating an Inclusive Environment
• Customer Focus
• Displaying Confidence and Composure
• Driving Continuous Improvement
• Driving for Results
• Driving Innovation
• Financial Acumen
• Leading Change & driving collaboration
<Preferable Skill / Experience >
- Direct Product knowledge (should be short life cycle consumable and industrial products. Fast moving products.)
- Report experience to outside of Vietnam
- Not too much technical back ground, should be Commercial Leader.