Sales Manager

Job Summary/Overview

To achieve annual sales, mid-to-long term business targets in assigned customer groups/ industries/geographic areas with solutions to customers directly or indirectly via channels (channels management). 
Business Planning including market review and competition scanning, strategies formulation, Go-To-Market plannings, execution and control to grow the market.

Essential Duties and Responsibilities

    Report to and co-operate with Senior Sales Director of CM APAC in all daily business, management aspect and decisions in general and strategic management decisions for sales and marketing, business development and channels management to ensure business profitability and growth;
    Full responsibility for sales and profit growth (mid-to-long term) to develop the CMCO’s Sales Units in meeting company’s objectives incl. improvement of bottom-line results and business growth in SA market;
    Establish, develop and execute roadmaps to establish customer bases/channels in assigned geographic region and/or industrial segments. 
    Lead, manage the teams to:
-    travel on site to contact and ascertain needs of channels / crane manufacturers customers and prospects in South Asia;  
-    render technical support to OEM crane manufacturers, customers and consultants;
-    conduct technical presentations including introducing ex-proof basic knowhow to customers/consultants;
-    plan & execute promotion plans, e.g. exhibitions, seminars;
-    lead the Logistics to ensure new order shipments are in accordance with agreed terms of offer and customers’ needs through internal liaison, especially with Order Processing Department and Shipping Dept.;
-    work with other functional leaders, overseeing daily operational, orders and sales management (incl. managing the team on working out of quotations, bidding for and implementing contracts and projects) 
    Channel Management including distribution programs development at country level capitalizing on growth and profit opportunities; Develop, train (product) and manage distributors; 
    EPC Projects Development: Business development to identify, work and maintain close working relationships with OEM crane manufacturers, suppliers and customers (EPC) in APAC; pursue EPC Projects with vendor pre-qualification works with Crane Builders; 
    Collate statistics for compilation and preparation of annual sales & marketing, strategic business plans, eg. establishment of market analysis, sales strategies and sales budgets;
    Perform market demand analysis (customers’ needs), identify new applications/new market that leads to market penetration with new applications: Define, prepare, submit applications for product improvement, localization, options and product development; Support Global Product Development team in Go-To-Market plan and execution for China market;
    Marketing: support the Marketing team to support all Marketing activities for APAC; 
    Others: 
-    Timely submit business reporting per established timeline i.e., Weekly SIOP reporting, Monthly Pipelines, Highlights Reporting & MOR, work plans, customer profiles, account (customer) /project plans, visit/call reports, expense reports, business forecasting, project list/status reports, and other reports/surveys as assigned.
-    Comply with established CM policies/procedures, e.g: commercial policies and HR/Administrative, quality and safety polices.
-    Perform other duties as assigned by the company. 

Knowledge, Skills, Competencies, and Abilities

    Sales & Business Management skills; 
    Marketing in particular Distribution/Channel Management
    Related product and application knowledge and market networks(but not critical)
    Customer and Market/industrial Knowledge
    Financial concepts and Sales KPIs measures
    Business communication & negotiations 
    Project management 
    Problem solving and decision making
    Continuous improvement (self-reflective and learning)
    Interpersonal skills
    People management skills (sales team leadership)

Required Qualifications

•    Mechanical or electrical education background.
•    Business or Sales & Marketing Management qualifications is a plus;  
•    Min 10 years working experience in related machinery industries (but not critical) but impotant in the industrial products markets; 
•    Sensitive to industrial market trend/change  
•    Sensitive to distributors’ & customers’ expectations. 
•    Good business sense, good understanding of business processes 
•    Self motivated/Self disciplined
Additional Important Requirements 
•    English/Chinese language
•    International trade – import & export & banking knowledge
•    Workplace safety
•    Quality awareness
•    Willingness to travel/Flexibility on relocation as business required