Sales Leader

REGIONAL SALES LEADER,

Position Summary

We are looking for a suitable candidate to fill the role as Sales Director with one of our business unit –SEEPEX- in Ingersoll Rand group of companies. This role will be based at Selangor, Malaysia.

The successful incumbent will be responsible for the sale operations of SEEPEX in the Southeast Asia region. He/she will oversee and manage all sales operations of SEEPEX in the region, develop the company according to the business strategy and plans in a fully compliant way.

He/she will be leading sales team in delivering on SEA region operating plan meeting and exceeding financial and operational results. Develops and executes sales and operation strategies with customers and channel partners. Monitors market trends and competitive positioning recommending product and process enhancements. Ensures delivery of projects and aftermarket commitments. Promotes a culture of unyielding integrity and business ethic.

Essential Functions

• Business Operation: delivers and exceeds the operating plan for SEA region in term of Orders, Sales, Operating Earnings and other key financial and operational metrics.
• Sales Operation: drives direct sales and market penetration growth. Define sales priorities insuring quality wins. Reports to leadership about progress on the sales plan, market penetration, win/loss analysis and other relevant information.
• Channel Partner Management: drives Channel Partners' sales and market penetration growth through defined programs, objectives and incentives. Design and implement incentive programs to drive Channels in achieving the target. Provide marketing and product support to enable Channels to effectively target right opportunities and articulate products' value story.
• Marketing and Business Development: designs and implements programs to improve sales and market penetration. Grows existing channel partners and accounts, develops new partners and new accounts. Reports to leadership about market positioning and competitive intelligence. Actively seeks new potential markets providing recommendation and business case for new/variant products and business development.
• Product Development: provides market insight and voice of the customer to enhance competitiveness of product/solution offerings. Recommends product or service enhancements to improve customer satisfaction and sales potential.
• Process Development: Continuously drives process improvement meeting customer and partner’s expectations and internal process requirements.
• Aftermarket: ensures continuous contact with customers and partners in order to improve quality of service and Company’s reputation of reliable supplier. Cultivate long-term relationships with strategic customers and partners. Ensure customer technical problems are managed and resolved.
• Forecasting and Planning: provide complete and accurate information into Company’s forecast and planning processes.
• Other responsibilities as assigned or required.
  
  

MEASUREMENTS

• Supervises 0-5 employees
• Has responsibility for USD 0-50MM in annual sales
• Controls an annual budget of USD 0-10MM.
  
  

Qualification Required

• An established manager with at least 10 years of relevant experience in Sales management roles. Experience in multinational company environment is a plus.
• Solid technical knowledge of compressor, blower and vacuum pumps products and their applications in the industry.
• Extensive industry network in SEA region.
• Strong understanding of customer financial drivers and buying process.
• A people person able to interface & communicate effectively at all levels of customers’ and partners’ organizations.
• Assertive yet culturally sensitive - able to challenge status quo and handle difficult situations including harsh negotiations and client crisis and resolve to everyone’s satisfaction.
• Excellent strategic and clear thinking skills. Able to identify key drivers in complex situations and communicating clearly objectives, strategies and priorities.
• Ability to operate under pressure in results-driven, fast-paced environments.
• Self-motivated, proactive, persistent and result-oriented.
• Fluent (written and spoken) in English. Fluency/proficiency in Chinese and other Southeaster Asia language will be regarded as a plus.
• Proficient in Microsoft Office and other routine software for business, including CRMs.
  
  

Education/Training Required

• Bachelor Degree (or international equivalent) in Engineering, preferably Mechanical.
• Unyielding business ethic and integrity.
• Availability to travel extensively throughout SEA.