POSITIONSUMMARYPurposeThepersonwillleadtheareasalesteamtoachievethesalestargetanddevelopmarketpresenceinthedesignatedarea.
HeorshewillworkwithcommercialfunctionalsupportteamsuchasMetalProcessingandEPATetc.todeployBHYbusinessmodelintheareaandtrytograspmorethan15%marketshareinlocalBHYmarket.
Heorshewillworkwiththeengineeringteamandlogisticsteamtoservelocalcustomers.
NatureandScopeTheroleisthekeytoestablishourBHYpositionindesignatedareathroughdeploythebusinessmodelandsellingprocess.HelptheChinateamunderstandthelocalmarketingcompetitionanddynamics.
Heorshewillbefullyresponsibletothebusinessdevelopmentinthearea.Thetargetistograspabove15%marketshareinlocalBHYmarket.
DirectReportingtothejobholderare:
- About4SalesEngineers.
- OneInsideSaleswholocateinTianjinoffice.
KeyStakeholders:
- ProjectEngineer
- ServiceTechnician.
- DepotDispatcher.
- CustomerServiceOperators.
DIMENSIONS
JJTAreaisanimportantmarketforBHYbusiness.TheannualrevenueofBHYmarketisaboutUSD10M~20M.ThetargetmarketshareofBHYbusinessisabout15%oflocalmarketsharebyrevenue.
Revenue:US$0.5M~USD1MperyearbyFY21
GrowthRate:Projected20%peryearfornext5years(revenuebasis)
MarketSize:US$10~20MM/year
Numberofcustomers:~15to30(industryonly)
PRINCIPALACCOUNTABILITIES
Thispositionisaccountableforthefollowing:
- Executebusinessrolloutstrategyinthedesignatedarea.
- Deploythesellingprocessandoptimizethebusinessmodeltobeadaptedtolocalcompetition.
- Directlyleadthesalesengineersandinsidessalestosupportallmarketingactivitiesincludingdirectmarketing,tradeshowsandmarketcommunication
- Assistandsupportbusinessmanagerswithsalesforcetraininganddevelopment
- Managestrategiccustomersandpartnerrelationships
- Maintainaccountabilityforbusinessresults–monitorresultsvsplanandifnecessary,takeactiontostayoncourse
- Implementofferingenhancementsbydiscipline–telemetry,auto-delivery,managedgasinvoicingandotherbestpracticesormarketdifferentiatingtacticsastheysurface
- Coordinatewithengineering,insidessales,logisticstoconducteffectivecustomerserviceprocess.
JOBREQUIREMENTS- Education
- CollegedegreeorUniversityeducation(inbusinessortechnicalareapreferred)anengineering,finance,marketingand/ormanagementdiscipline.
- WorkExperience
- Atleasttwo(2)yearsofprogressivecommercialexperienceinmultinationalcompanies.
- Experienceinindustrialgasesorchemicalswouldbeastrongplus
- Skills
- Sales,commercial,andnegotiationskills
- Strongleadershipandcommunicationsskills,Chinese(Mandarin)andlisteningandpresentationabilities.
- Qualities
- Strongresult-orientedleaderwithabiasforactionandabilityoftakingrisk.
- Welldevelopedinfluencingskills.Abilitytogetalongwellwithdiversepersonalities.Concise,strong,mature,andflexible.
- Leadershipcapabilities–disciplined,processorientedandcanbuildapositiveteamenvironment.
- Integrity–actwithintegrityandinaccordancewithcompanyethics.Abilitytoconfrontbehaviornotconsistentwithcompanyvalues.Honorscommitments.
- Problemsolvinganddecision-makingskills–decisionsthatreflectthoroughevaluationofneeds,goals,facts,etc.,
- Resultfocused–demonstrateabilitytoreachgoals,accountabilityforresults,demonstratedabilitytomanagethroughcompanynetwork,assertive,clearnotionsofefficiency.
- Drivingskillisnecessary.