Responsibilities
Ensure that the region reaches AOP and delivers growth Establish sales targets for each of sales team members, consistent with regional sales growth, product volume and margin goals. Provide accurate and timely forecasts, lost order reports, sales KPI’s and regional competitive data. Ability to take corrective actions to get business back on track when there are gaps-to- plan. Maintain CRM database to ensure strong funnel management all new leads are distributed to the appropriate salesperson and contacted in a timely manner. Ensure that all active prospects have appropriate follow-up in conjunction with the steps to transition the opportunity to a sale. Use business analytical tools and process to drive growth and actions through data and evidence Provide leadership and support to the sales and application team, coach and mentor team to help improve skills. Conduct regular customer visits with team and providing feedback to help improve performance. Drive a sense of urgency, intensity and leadership within your team Monitor and adjust strategic sales/market actions and go-to-market plans with your team Drive a culture of continuous improvement within your organisation. In conjunction with business leadership and human resources, participate in regional management processes including staffing, performance management, conflict resolution and put in place development plans for your team. Ability to work with marketing to deliver targeted lead generation program to help support funnel health. Work with team to execute seminar, workshop, lunch and learns and other customer face to face marketing activities. Ability to manage multiple product lines and work with factories across in different time zone. Maintain professional awareness of relevant external technical or business developments, including competitor activity and sales volumes by product and market segment. Liaise with sales Leaders in the other territories in order to gain the benefits of common best practice processes, competitive strategies and to exploit cross-selling opportunities. Develop and implement processes that improve our commercial best practices within our organisation. Perform other tasks as required. Indicative Performance Measures
Performance against orders, revenue and profit targets within overheads Success and capability alignment of regional sales and applications team Market growth and awareness through lead generation metrics Forecast and market trend input accuracy Regular and timely submission of required reports
Qualifications
Education / Qualifications:
Minimum of a degree in physical, materials science, life sciences or engineering with relevant technical experience to understand highly complex technical products. Post graduate business qualification work be an advance. Technical and commercial sales experience (5+ years) proven track record in selling and managing complex sales cycles with multiple stakeholders. · Demonstrate experience successfully managing and motivating a direct sales force in a global high technology environment
Professional Skills/ Abilities:
Experience in managing, coaching sales and service teams. Be a role model leader Experienced in sales techniques including qualifying prospects, identifying key decision influencers, managing major bids, surfacing and countering objections, negotiation, closing and related commercial contract activities. Compelling and effective presentation skills Ability to develop and communicate effectively with colleagues (scientists, product managers and senior management) in addition to PhD level prospective and existing customers Personal Qualities:
Excellent and proactive communicator Commitment to business success Innovative and creative problem solver Passion for sales, science and exceed targets Ability to manage uncertainty without compromising performance Be an innovative thinker and turn this into actions
