What you will do:
- Reporting to the Regional Sales Director APAC you will be part of the APAC management team, responsible for the commercial strategy and performance of our Water & Mech Business.
- You are responsible for the profitable growth of our Water & Mechanical product range within APAC exc China, a circa US$56M product range within Fire Suppression Products.
- Your objective, working with the Territory Sales, and Global Product Management, is to develop an RoA commercial strategy for Water & Mechanical, work to align the RoA strategy within each region, and drive execution, accountability, and delivery of the defined strategy and plan.
- The role requires collaboration with multiple stakeholders, and functional leaders. The business partners that this role will collaborate with include; Territory Sales, Global Product Management, Manufacturing and Operations, Outside Sales, Inside Sales, and Business Development teams, S&D, finance, marketing, R&D, technical support, pricing, and customer service teams.
- You will set volume and profit objectives for the Water & Mech product offering across RoA, align these objectives within each territory, and support delivery and execution within the territory by focusing with the teams on existing customers, new customer acquisition, are key areas of opportunity and white space that represents opportunity to grow.
- You will drive a performance based culture, focused on delivering the business commitments to revenue, margin, and price, constantly coaching and developing the teams, embracing the future, and supporting business transformation.
How you will do it:
- Develop and manage an annual sales growth plan and go to market strategy, ensuring resources are aligned to delivering the business objectives, and focused on activities and priorities driving biggest returns.
- Develop, coordinate, and participate in account management to support Global Products channel growth in priority markets, and ensure we are increasing our wallet share of product sales with our customers.
- Develop a robust and continual approach to identifying area of opportunity, white space, and initiative, clearly understanding how we position today, where we want to position in the future, and developing actions and FLS accountability to deliver future state.
- Represent the commercial/sales interests of Water & Mech during the development of new products, working with Product Management define and execute a go to market strategy for NPI’s, and hold the territory sales organization accountable for delivery to plan.
- Use Salesforce CRM platform to target and measure the sales team’s activity in the market, measuring visit activity (face to face and virtually), opportunity pipeline and conversion, account planning, and coaching plans.
- Responsible for the evolution of priority markets through a Maturity Model process ensuring growth in capabilities in these priority markets. Key attributes of the Maturity Model capability development tool include; strategic planning commitment, projects business account coverage, project pre-sales capabilities, sales management and post-sales capabilities.
- Coordinate pricing strategies in partnership with channel and Territory Sales Director.
- Drive product launches to the Global Products channel.
- Identify, recommend and implement programs, tools, and support requirements necessary to advance the selling effectiveness of equipment sales organization.
What we look for:
- Minimum of 8-10 years of experience in an Senior Sales Role, with a proven track record of successful sales growth and development.
- Bachelor's degree in Engineering, Business or Marketing.
- Demonstrated sales experience and consultative selling process.
- Experienced in Account Management, with capability to develop relationships across multiple influencers, and multiple levels of the organization.
- Strong business acumen with the ability to counsel and develop customers.
- Possess excellent presentation skills and proficient at 1-on-1 and group presentations.
- Experience in account plan construction using CRM tool.
- Experience with all Microsoft Office applications.
- Ability to travel up to 50%.
- Ability to work in a virtual environment.
What we offer:
- Competitive salary in a MNC environment
- Comprehensive benefits package
- On the job/cross training opportunities
- Encouraging and collaborative team environment
- Dedication to safety through our Zero Harm policy
