Sales Manager

Found in: beBee S CN - 3 weeks ago

Beijing, China Oxford Instruments Plc Full time

Role Details

 

Business, Location:

 

NanoAnalysis China, Tianjin

Role:

 

Territorial Sales Manager—North China

Reports to:

 

China Sales Manager - NA & MR

MAG Sales Manager-Industrial Market

 

Direct Reports:

 

Nina GU, Jun MENG, Haijiao WANG

Primary Purpose:

 

To lead the Northern China team to achieve the sales target; To wok with MAG industrial manager and MAG industry sales to develop MAG industry market. To be the champion of MAG in Tianjin. To maintain and grow relationships with our OEM partners and key customers; Develop and implement go-to-market plans. Develop and manage the new local OEMs and distributors/agents for MAG industry.

 

Key Responsibilities

 

  • To lead the Northern China team to achieve the sales target.
  • To coach and develop sales team to improve the sales coverage and capability.
  •  To work with MAG industrial manger and MAG industry sales to develop MAG industrial market in north China. 
  • To understand the full MAG portfolio and work with all MAG sales in north China to win together and build a strong one-OI spirit in the team.
  • To establish and maintain comprehensive coverage of the agreed territory in North China by supporting customers, OEM partners, agents and distributors.
  • To develop and manage the new local OEMs for NA and distributors/agents for MAG industry.
  • To be the champion of MAG sales in Tianjing city to realise the maximised efficiency within MAG.
  • To be the champion of NA China to communicate with NA Special team in UK for better key account management.
  • To make and deliver sales strategy for all key market segments including lithium battery, semiconductor, advanced materials, pharma, and biology, etc. in North China
  • To monitor and report monthly the status of sales vs. target, competitor activity, market opportunities and promotion programs.
  • To lay out and run workshops and seminars and customer trainings in conjunction with application scientist for both NA and MAG industry.
  • To establish OEM partners and agents/distributors training program for NA and MAG industry
  • To support and run joint marketing initiatives independently or with partners through direct mailings, trade shows, workshops, seminars, conferences and advertising for NA and MAG industry.
  • To propose, agree and deliver strategic account development objectives for NA and MAG industry.
  • To make sure CRM is maintained and refreshed in time and with high quality.
  • To uphold OI Brand integrity within customers and partners and operate in a manner consistent with OI brand values.
  • To ensure that all orders and other customer communications are promptly and accurately handled. Takes appropriate action to communicate customer service problems to customer support team.
  • To build and maintain effective working relationships with staff in all functions of the Business, (particularly MAG team members, marketing, operations and customer service) and with colleagues world-wide.

 

 

Indicative Performance Measures

  • Sales volume and value for systems.
  • Future order book value/ volume; bid/ win ratio.
  • Sales/ cost of sales ratios.
  • Lead generation for MAG
  • Develop new OEMs and sales volume.

 

 

 

Person Specification – Essential requirements unless stated

 

Education / Qualifications:

 

  • Relevant material science diploma or degree and additional business qualification or master desirable.

Professional Skills/ Abilities:

 

  • Experience of selling within an international, high technology environment, or experience from within a Distributor to the industry sector.
  • Excellent language skills – English and Mandarin both excellent spoken and written.
  • Progressive business management experience within sales and/or marketing, experience of managing business development activities useful.
  • Process and procedural oriented. Understands how business processes can be used to reduce cost and improve performance to ensure customer satisfaction and enhance/develop the OI brand in the market.
  • Commercial understanding - able to assess the financial impact of proposed plans and evaluate activities to ensure maximum value for OI whilst balancing the needs of distributors.
  • Understands interfaces to related functions – Marketing, Operations etc. and works effectively across them.
  • Experienced in the use of advanced channel management techniques, e.g. incentivisation would be welcomed.
  • Proficient PC skills including MS Office.

Desirable

  • Commercially astute and excellent communication skills
  • Technically knowledgeable with MAG related technology
  • Strategically experienced – able to create and implement strategy for area of responsibility.

 

Personal Qualities:

 

  • Strong team spirit and recognition of OI core value.
  • Adaptable, able to flex to needs of customers, team and the business.
  • "Can do" attitude – Decisive, able to work around issues to deliver performance.
  • Organised, with solid administrative/reporting skills.
  • Full driving licence preferable.
  • Rounded in approach – sees bigger picture as well as own priorities and needs.
  • Must be prepared to travel extensively (like to be up to 60% of time).

 

 

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