Title: Regional Sales Manager – Southeast Asia (SEA)
Reporting to: FlaktGroup Singapore Managing Director
Location: Singapore
Main Purpose of Role:
The role of Regional Sales Manager – Channel Management will target specifically identified market segments & market regions to ensure the current route to market is suitably supported. The role will be measured by:
- Above existing profitable growth in orders, sales & integrated margin (IM) %
- Sales & business development responsibility for nominated accounts.
- Annual achievement of budgeted development targets for orders, project prescriptions and project wins.
- Accurate, reliable & sustainable order, project & market forecasting.
- Assist the Managing Director to deliver annual orders, sales & IM% for SEA markets
Essential communication skills are required to liaise with and effectively communicate with other departments, stakeholders and staff to successfully develop the territory and carry out the responsibilities identified, with the goal of achieving budget and beyond.
Main Duties & Responsibilities:
Key Deliverables:
- To achieve targeted growth in orders, sales & IM%, ultimately achieving the annual budget.
- To promote Woods Air Movement products to identified territories by direct contact, seminars, meetings etc to achieve maximum sales and coverage in conjunction with Channel Partners.
- To promote Woods Air Movement products & Technology(s) for SEA Projects by direct contact, seminars, meetings etc to achieve & develop a healthy project pipeline business.
- Provide visit summary reports upon return from any travel, within 1 week.
Expectations
- Proactively provide training and knowledge transfer to stakeholders including monitoring & communicating their needs / demands / requirements back to FlaktGroup management.
- Provide regular accurate forecast for Orders, Sales & Margin when requested.
- To ensure bids are prepared accurately, speedily and to customer specifications to ensure market competitiveness is achieved.
- To ensure products and applications meet with legislative requirements for particular countries or territory concerned.
- Adhere to Group governance requirements surrounding approval for tenders and how tenders are submitted.
Strategic & Business Plan(s)
- To provide data market sizes, segmentation, product mix & accessible market for FW, to enable the preparation of strategic policy plans by senior management.
- To prepare and provide accurate budgetary and forecasting statistics to enable preparation of sales, marketing and financial strategic plans – with focus on 3 year look ahead.
- Conduct a review of each key account, and provide a business plan proposal outlining pathway to achievement of budget.
Application Requirements and User Needs
- Help build standardised practice(s) around how to position project offering (bid), by coaching & leading the internal support team, and group field sales colleagues.
- To evaluate and interpret legislation and future market and customer trends.
- To provide regular information / market feedback to Senior Management on trends, business performance and other general information as required.
Person Specification/Profile
The successful candidate will:
- Possess a relevant engineering or sales/marketing qualification to Bachelors or Advance Diploma level and ideally at least five years of work experience in a similar field or occupation
- Flexible, self-reliant and motivated with excellent communication and inter-personal skills
- Must have working knowledge and understanding of market products, prices, & applications.
- Be fluent in English
- Ability to work additional hours and required to travel internationally, therefore must have a valid passport as well as meeting visa requirements for destination country
- Required on occasions to host visitors to the UK, including driving & out of hours entertaining.
Summary:
The individual will need to be highly self-motivated, ideally able to demonstrate previous Sales experience through Channel Partners in a relevant field. The role is to support existing (established) Channel partners to provide focus and support within their market, meaning clear direction and excellent interpersonal skills are essential.
The candidate will need to communicate with stakeholders, both internal & external and promote a positive, willing and proactive attitude. The candidate will also be capable of providing a structured support handover to the After Sales team to ensure full customer satisfaction is maintained.
The role requires close interaction & coordination with the internal sales support team in Singapore and Colchester UK. The role will require international travel therefore a valid Malaysia passport as well as meeting visa requirements for destination country (passport validity, criminal convictions etc). A driving license is essential for this role.
