Sales Director

REF:
- DETECTIONAPAC01448- DIVISION:
- Smiths Detection- JOB FUNCTION:
- SalesAbout Us

**Job Description**:
The Sales Director is accountable for the management, preservation, and growth of Smiths Detection business in the region including all sales and Customer Relationship Management in the North Asia market, positioning Smiths Detection as the market leading provider of choice across all market segments. This includes the achievement of Orders, Revenue and Profit targets as set by the business. The Sales Director is accountable and responsible for the day to day leadership, management, and development of the sales team.

Duties & Responsibilities

**Responsibilities**:
**Ownership of financial performance**:

- Directly responsible for achieving North Asia's financial targets, including orders, revenue, profit, and cash receipts
- Develop and manage annual sales budgets

**Strategic Influence**:

- Shape and execute the sales strategy for North Asia, ensuring alignment with corporate goals and adapting to market changes
- Maintain and manage 5-year strategic plan of all opportunities in market
- Devise & implement the company sales strategy and monitor effectiveness, adjust as required
- Devise and implement new business initiatives to drive sales

**Market Management**:

- Management of North Asia order intake pipeline to achieve targets
- Create and implement sales action plans for the markets to achieve targets
- Implement an effective sales pipeline and lead tracking process
- Devise and recommend actions on a continuous basis to ensure business performance

**Operational Excellence**:

- Ensure compliance with Smiths Detection processes and policies, including opportunity approvals as dictated by DOA
- Implementing sales routines to assess regular sales and company performance against KPI’s
- Implement best practices in sales techniques, thereby enhancing operational efficiency
- Project sales volumes and profit for all products and solutions, including aftermarket, and manage the Integrated Business Planning process
- Ensuring the company ERP (SAP) is being used correctly and effectively

**Competitive Edge**:

- Monitor competitor activity and respond accordingly, devising and implementing strategies to counter activities
- Maintain control and awareness of political, economic, social, technological, environment and legal context across the region, including early identification of changing trends, and take actions accordingly

**Client and Stakeholder Engagement**:

- Build and maintain strong relationships with key customers and distributors
- Speak at conferences and events about the company’s products and services
- Maintain professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, and participating in professional societies
- Negotiate contractual agreements to deliver favorable commercial outcomes for Smiths Detection

**Team Development and Performance**:

- Lead and mentor a team of Regional Sales Managers and foster a high-performance culture and ensuring team targets are met.
- Maintain team results and performance monitoring, creating results by counselling, coaching, mentoring, and managing performance. Plan, monitor and appraise team results and manage the performance of all members of the sales team
- Establish sales objectives and develop sales plans for all Regional Sales Managers and associated markets and ensure targets are met.
- Ensure the organisation has an effective sales training and development program
- Implement best practice in sales techniques throughout the department.
- Contribute to team effort by achieving individual sales targets

The Individual

**Skills & Experience**:

- Proven sales experience, meeting, or exceeding targets
- Degree in Business Administration, or similar.
- Demonstrable experience as head of sales, developing client-focused, differentiated, and achievable solutions
- A strong track record of success in solution/complex program selling
- Understanding of different aspects of the business (Operations, Procurement, Supply Chain, Service, Marketing, R&D, Legal & Finance).
- Strong leadership qualities.
- Excellent communication skills.
- Meticulous attention to detail.
- Strong IT skills and knowledge of MS Office
- The ability and motivation to persistently pursue and achieve stretching objectives which drive the business forward.
- The ability to effectively lead and manage the performance of people by being a role model to others, monitoring progress on objectives and leadership behaviors and coaching others for success, in line with the Smiths Way
- The ability to build an effective network of relationships both internally and externally, understanding the customers’ needs.
- The ability to engage, challenge and work effectively with others, within culture diversified team and customers and internal stakeholders and team globally.
- Willing and able to i