Regional Business Development Manager-Portable Air

Job Description

We’re currently searching for an experienced professional who can partner with various stakeholders to drive measurable results that benefit the Portable Air (APE) business. The role is to implement an effective sales approach that expands market reach, strengthens channel partners and customer relationships, and builds dedicated and highly focused organization. The role will be instrumental in developing a strategic, market-leading business-partnering capability that enables the organization to win, retain, and grow business through consistently high standards, engaging through leadership as well as strong dealer management, key customer relationships and specific account management. Responsible for developing markets and creating business opportunities in 6 main countries in SEA (Indonesia, Thailand, Philippines, Malaysia, Singapore, Vietnam.) and Distributor management, opening new markets and technical sales support

Translate the strategic vision / goals / targets into clear and transparent business plans considering the specific market conditions in Southeast Asia. Nurture & develop teams and focus on building competence to ensure lasting results and sustainable profitable growth. Give attention to the complete product portfolio, portable power, and portable light by giving all products their best chance in all industries underlying prioritization of industry potential.

Develop proactive sales management and encourage use & full implementation of the CRM System. Cultivate and further enhance on-going and evolving implementation of full market potential.

Responsibilities:

1. Market Expansion Strategy:

• Plan commercial strategies for each country in the 6 target countries
• Analyze market potential, customer behavior, opportunities and risks in each country
• Plan new market entry strategies (Market Entry Strategy) both through agents (Dealer) and directly (Direct Project)

 2. Channel Partner Management:

• Manage and develop relationships with main distributors (Authorized Distributors)
• Set sales targets for each country/agent, follow up on results and report monthly
•  Select new agents in countries that do not yet have Or have high growth potential
• Conduct Satisfaction surveys for partners.

 3. Develop corporate and project customers (Key Accounts & Project Sales):

• Penetrate the market such as Oil & Gas, Mining, Water-well Drilling, Geothermal, Construction, Rental.
• Work with the Engineering Team to Support sales team on customized request for customers.
• Find applications & markets for niche products: Nitrogen Generators, Boosters, Desiccant Dryers, E-Air.

 4. Technical & Sales Support:

• Provide technical & application information on Portable Air, Tools, Nitrogen Generators, Boosters, Desiccant Dryers, E-Air to Sales team.
•  Organize training (Product Training) for sales teams of Dealers and for customers in each country.

 5. Marketing & Trade Shows:

• Plan and participate in trade shows in target countries and segments such as Mining & Oil&Gas.
• Coordinate with the marketing team to design promotional media that is appropriate for the local area (Localized Collateral)
• Organize roadshows or Technical Seminar activities in target countries for Newly launched products.

 6. Data Management and Reports (CRM & Performance Reporting):

• Continuously monitor customer and sales opportunity data in CRM system from Sales team.
• Analyze sales, growth rate, and activities to summarize Monthly/Quarterly Report
• Use analysis data to decide to adjust sales strategies in real time

Qualifications

• Essential:

  • Technical knowledge desired and strong industry knowledge preferred.
  • Master's or equivalent degree in business administration, marketing, engineering, or similar qualifications an advantage.
  • Excellent organizational and business management skills.
  • Fluent English essential, both written and oral English fluency. Advantage but not necessary if able to speak any local (SEA) languages.
  • Team spirit is vital, ability to work collaboratively across teams.
  • Solid and proven leadership skills, backed-up with certified record of sales management.
  • Willing to travel extensively and to work extra mile to deliver desired results.
  • Knows how to drive vehicle, with valid driver’s license.
  • Working with integrity and resolve with Atlas Copco “The Way We Do Things”.

  Desirable:

  • End-to-end execution of sales and marketing strategies.
  • 5 years’ experience in business development and sales management.
  • Competent leader with a proven record of business development with strong understanding of Portable Air industry and customer applications.
  • Exemplify market growth utilizing territory management techniques and key account direction and control.
  • Excellent distributor management acumen, to extend the distributors network to non-traditional markets.

   Skills:

  • Strong strategic planning and execution skills.
  • Research and analytical skills.
  • Organizational skills.
  • Communication skills, including the ability to explain clearly, listen to the feedback of stakeholders – and relay this to colleagues.
  • The ability to negotiate with and influence others.
  • Admirable leadership skills with ability to manage team.
  • Sales skills through direct customers, and dealer management and development.
  • Commercial awareness and very sound financial acumen.
  • Have mindset to think strategically and raise solution to problems for continuous improvement (there is always a better way mentality).
  • Dedicated attention to detail.
  • Ability to multi-task and prioritize.
  • Excellent presentation skills.
  • Advanced computer skills (MS office).
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