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Area Manager, Asia

3 months ago

Singapur, Singapore Smart technologies Full time

Purpose of the Position

The Area Manager plays a crucial role in developing and implementing the strategic GTM market plan for the region, fostering vital business relationships with key partners in the channel ecosystem and end users across the region. Achieving and surpassing monthly, quarterly, and annual sales objectives by collaborating closely with the local team. Utilizing marketing and sales programs along with other SMART resources to drive towards business goals. The focus is on driving initiatives that facilitate the expansion of SMART sales within the Asian regional market segments.

Responsibilities and Accountabilities

  • Lead and manage the BUY resources in Asia to optimize the strategy for maximum impact while collaborating with other UCE enabling teams/resources within SMART.
  • Proactively bring together annual FY plans with the local team, incorporating inputs from cross-functional and enabling teams.
  • Ensure that the go-to-market and channel plan align with business objectives.
  • Recruit and maintain new channel partners throughout the region to support scalable business growth across all segments.
  • Strategically plan channel activities and engage in MDF planning to drive market activities within established guidelines.
  • Establish strong business relationships through proactive account management at distributor, reseller, and end user levels.
  • Evaluate the effectiveness of the reseller channel regularly to maximize market coverage across targeted segments.
  • Develop knowledgeable channel partners through robust training and onboarding aligned with SMART's channel partner program requirements.
  • Maintain strong relationships with key end user accounts and channel partners at all levels, strategically overcoming barriers to achieve sales objectives.
  • Collaborate across the regional channel network to enhance sales pipeline and manage internal CRM to contribute to business outlook.
  • Execute strategies to maximize sales across all business segments while minimizing potential channel conflicts.
  • Achieve and exceed sales quotas with new and existing SMART resellers and specific end users.
  • Distribute leads and sales inquiries to resellers based on expertise and commitment to SMART.
  • Resolve customer and reseller issues ethically and maintain integrity, in line with company values.
  • Support resellers and end-users at various events alongside the local team.
  • Assist resellers in selling SMART products by evaluating and enhancing their marketing strategies.
  • Ensure resellers and end users are well-informed and trained on SMART's full range of programs and products.
  • Engage with influential Government decision-makers to impact large-scale tenders/projects.
  • Monitor market and competitor activities, providing insightful reports and regular updates.
  • Deliver high-quality territory reports and suggest improvements as necessary.
  • Responsible for territory forecasting, internal reporting, and coordination with the team.
  • Travel approximately 50-70% of the time throughout the territory as required.

Education and Work Experience

  • Degree in business, marketing, or a related field.
  • Minimum of 8 years of experience in sales, business development, and channel management in a fast-paced technology-driven business in this region.
  • Demonstrated ability to develop relationships with key decision makers.
  • Strong strategic thinking and planning skills.
  • Excellent written and verbal communication skills.
  • Effective presentation skills and adept at handling challenging conversations.
  • Demonstrated analytical and problem-solving abilities.
  • High level of self-motivation.
  • Strong time-management, record-keeping, and planning skills.
  • Proven track record of driving success and business growth.
  • Experience in managing multiple markets within the AV tech space.
  • Preferably multilingual (English + Chinese/Malay/Tamil) with proficiency in English, additional languages are a plus.
  • Valid passport or ability to obtain one.