Responsibilities
· Establish / strengthen contact to retailers for cooperation (e.g., prepare/ conduct visits to retailer c-level contacts) while identifying needs and generate interest in GfK portfolio
· Align local retailer management strategy and initiatives with Regional Retail Services Leader
· Develop sales strategy and go-to-market approach for territory based on overall business strategy aligned with Asia Pacific HQ
· Assign sales force resources, determine targets for sales force (local commercial and client solution if any), develop account planning and sales plan
· Establish / strengthen contact to clients with sales force (e.g., prepare/ conduct visits, build C-level relationships)
· Supervise sales force to prepare and conduct sales pitches and close deals with clients
· Identify client (new and existing) needs and generate interest in GfK
· Define strategy to win opportunity (go/ no-go decisions, define and enable team)
· Supervise and coach sales force in solution design process, develop content, pricing strategy and documentation of proposal (E2E) with guidance or direct support from Regional Client Solutions teams
· Responsible for sales performance management process, compliance to GfK code of conduct and tool usage in territory (e.g. CRM tools)
· Responsible for territory sales target and profitability targets
· Work with regional marketing to drive lead generation and GfK brand activities enabling sales growth
Requirements
· University qualification in a market research or related discipline
· 10 years experience or more in a Sales Management position.
· Experience in a business lead or similar function with multiple line report responsibility
· Management skills that include a keen interest in coaching and developing staff
· Strong leadership skills and an ability to communicate with staff at all levels as well as with external stakeholders
· Strong growth leader with proven track record of building and maintaining book of business
· Strong ability to originate and lead strategy.
