Our client is a Australia leading manufacturer of paper and board based sustainable packaging products for a diverse range of customers and industries. They are a SME with global footprints.
Role summary:
- Manage the Industrial sales team in Asia
- Manage current existing accounts and distributors in Indonesia, Thailand and Singapore
- Find, identify and close new business opportunities in Inonesia, Thailand and Singapore
- Drive Industrial sales growth aligned with our plant capabilities
- Identify the sales target, drive sales growth to achieve the budget
- Related market research in a broad and professional way, to help sales division strategic decision making
Responsibilies:
- Driving accountability for greater than budget results across regional targeted market in Asia
- Leading, coaching, developing and maintaining a skilled, performing and engaged sales operations
- To maintain and manage existing accounts and distributor channels, to better support business in local and regional areas throughout Indonesia, Thailand and Singapore
- To achieve or better Sales Budgets and Gross Margin Budgets for relevant Sales Area(s), being accountable for same.
- To identify, qualify and sell to relevant customers and prospects, focusing on new segment product/market applications consistent with Company guidelines.
- To ensure the Company has the opportunity to quote for all relevant new packaging requirements, and for existing requirements where a real possibility exists for a change in supply status, where these requirements are within Company capabilities and consistent with sales guidelines.
- To ensure supply proposals or quotations are presented to customers and prospects in an appropriately creative and professional manner and consistent with Company sales guidelines.
- To maintain an awareness of movements and developments of related industries and competitors within in charged products,
- Provide market insights and quality data to enable sound decision making
- Lead technical development of products to maintain competitiveness in market
- To liaise with customer, Production and Marketing personnel to ensure smooth supply continuity, negotiating best compromise where necessary.
- Ensure all transactions and dealings on behalf of Detpak are made in accordance with all Company policies and procedures including Cash on Delivery (CODs), Customer Stock Holding and Pricing Guidelines
- Timely and accurate completion of all reporting as requested
Relationship and Authority
- Reports to the Regional manager Industrial Sales Asia (seated in HQ Australia), and work as part of the integrated sales team members
- Offer products for sale on prices and terms (inc. delivery) as outlined by or agreed with the Regional Manager Industrial Sales Asia
- Maintain effective and professional relationships with the sales and operations function.
Competencies and Relevant Experience:
- Must have strong selling capability. Able to identify new opportunities, work internally to address the needs of the customer and then close the deal. Able to work independently (This is a hunter role)
- Strong personal accountability matched with ability to integrate within team focused environment.
- Demonstrates the edge required to make the tough yes and no decisions.
- Makes the tough decisions which are consistent with company’s business objectives, demonstrating the courage to back own judgment.
- Consistently executes and follows through to deliver on the company promise.
- Demonstrates proactively in approach, setting a clear and concise path to achievement, persevering to achieve desired results.
- Proven ability to build up good relations with operations.
- Market research and intelligence report collections
- Evidence of quick technical understandings, leading a product development.
- Proven ability to manage mentor coach and develop a sales team.
- Has the ability to energize others around common goals.
- Must be able to provide clear and effective leadership to his/her team.
- Displays integrity, leads by example and sets the consistently high standards for others to emulate.
Qualifications:
- Graduates with majors in Business Administration, Marketing or Technical education will be preferred
- Ideally more than 5 years working experience in account and business development management
- Use English to communicate effectively with customers and management
- Added proficiency in Bahasa Indonesian and Thai at business level will be added advantageous
- Good analytical abilities and technical sales preferred
- Mechanical aptitude and high abstract reasoning
- Strong business acumen and development capabilities
