Regional sales manager

2 weeks ago

Singapore Smiths Group Plc Full time

Smiths Detection , part ofSmiths Group , is a global leader in threat detection and screening technologies for aviation, ports & borders, defense, and urban security. Our expertise is spread across 5 R&D centers, 21 Global Offices and 7 Manufacturing Sites with 3000 Brilliant minds globally contributing for over 40 years at the frontline which enables us to deliver the solutions needed to protect our society from any threat and illegal passage of explosives, prohibited weapons, contraband, toxic chemicals, and narcotics. Every minute of every day, our technology and talented team members help to make the world a safer place.
Job DescriptionThis is a sales management role that requires vast business knowledge and experience in equipment sales with key objective to manage and grow the sales of Smiths Detection products and solutions in key countries within the NE Asia Business. Our market segments are Ports & Borders, Aviation, Defence and Urban Security.
The Regional Sales Manager will work closely with the respective Sales Heads for Asia, as well as Program Managers, Regional Business Partners and Functional resources from the Global Functions to ensure that all sales within their segments are commercially and contractually achievable and viable (i.e. sound legally and financially). Post-sale, he/she will oversee the successful delivery of his/her Market’s contracts to ensure that Smiths Detection delivers to its customers on time, on budget and to their desired quality.
Duties & ResponsibilitiesResponsibilities:
Overall responsibilities for developing market opportunities and new clients across Asia, in order to build strong and long-term relationships and overall market strategy
To build out a pipeline of projects and clients by developing and following a go-to-market strategy around key target customers within the assigned segments and generally managing channel insight
Liaise with respective market leader to communicate customer and sales plans for his/her segment such that he/she underpin the overall Market business plan
Report monthly achievement of his/her plan, the upsides, progress and risks, and plan and communicate the mitigating action he/she is taking for tackling the risks within his/her segments
Ensure a rigorous qualification of opportunities through a risk-return criteria analysis as well as the ability to meet demand
Responsible for complex orders and tenders; lead major negotiations, bid qualification and sales including contract negotiation and order finalisation in his/her market segment
Represent, protect and sustain corporate reputation; build and foster strong connections to generate business revenue
Responsible for guiding clients towards Smiths Detection products that meet their requirements
Ensure that all sales follow the standard methodology and governance for qualifying an opportunity and securing a sales order including the delegated authority for contract approval and ensuring that these contracts and orders are commercially viable
Convey customer requirements to design engineering, science and construction teams
Product & Program Delivery
Work with all relevant parts of the business (including the Regional Operations Business Partner, Regional Service Leaders and internal Supply Chain Lead) to ensure that all orders are on track to be delivered on time, on budget and at the desired customer quality
Manage the relationship with his/her Service counterpart to ensure successful sale, installation and after-market service of customer products and solutions within his/her market segment
Where excess stock of finished goods is available and where required, he/she will work with the respective Market leader and wider sales team in order to identify opportunities to use this stock for alternative customers in their market
Aftermarket Management
During tender stage, develop strategic and action plans in line with the long-term service sales forecast
Responsible for quoting and selling service offerings to customers within Asia
Reviews, updates, and maintains the Service Agreement Database
Work closely for commitment on resource deployment for various service activities
Obsolescence management – Work closely for spare parts/consumables continuity for each customer to prolong service agreement and to maintain market share
Develop the right level of service support required by each customer to be translated into a service agreement
The IndividualSkills and Experience:
Bachelor’s Degree in Engineering or Business Management
Excellent communicator (spoken and written) in English language
Proficiency with standard office software and presentation software and materials is required
Minimum of 5-8 years of experience in sales and project management
Prior experience in SAP and Salesforce.com is advantageous
Self-driven / individual contributor who looks to exceed goals
Possess excellent stakeholder management, communication, interpersonal skills with the ability to multi-task several projects commercially at once
Excellent customer service skills and the ability to handle stressful situations
Must be organized, self-motivated and the ability to multi-task
Trusted advisor who can build long-term relationships based on trust and respect
Ability to think strategically and develop a route-to-market approach that leverages previously unidentified opportunities
Highly ethical and believes strongly in compliance with our Code of Conduct, and local regulations
Anticipates evolving customer needs and how Smiths Detection can address these with core range of technologies
Ability to recognize and solve problems involving customer relations and demonstrate responsiveness to the requirements of the customer
Join us for a great career and competitive compensation & benefits whilst keeping the world a safer place.
Diversity & Inclusion:
We believe that different perspectives and backgrounds are what make a company flourish. All qualified applicants will receive equal consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, economic status, disability, age, or any other legally protected characteristics. We are proud to be an inclusive company with values grounded in equality and ethics, where we celebrate, support, and embrace diversity.
At no time during the hiring process will Smiths Detection, Smiths Group, nor any of our recruitment partners ever request payment to enable participation – including, but not limited to, interviews or testing. Avoid fraudulent requests by applying jobs directly through our career’s website.#J-18808-Ljbffr

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