Regional Sales Manager

REF:
- DETECTIONAPAC01466- DIVISION:
- Smiths Detection- JOB FUNCTION:
- SalesAbout Us

**Job Description**:
This 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.

Responsibilities will include actively coordinating and executing the aftermarket sales effort within Asia and to serve as the primary sales contact to market and sell aftermarket offerings which include Service and Spares Parts/Consumables Agreements, Service training and product upgrades to develop revenue generating possibilities for Service Operations through having a sound understanding of the equipment install bases regionally in the aftermarket context.Duties & Responsibilities

**Responsibilities**:
Strategy Planning
- 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

Sales Management & Corporate Representation
- 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 Individual

**Skills 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
- Self-driven / individual contributor who looks to exceed goals
- Possess excellent stakeholder management, communication, interpersonal skills with the ability to multi-task several projects co