Sales Director – East China

The Role:

The Sales Director for East China works in one of the most dynamic semiconductor clusters in the World.  The successful candidate will drive - alongside another China Sales Director - Imagination's sales efforts in the region, working directly with Imagination's Business Units, Application Engineer, Marketing, Operations and Engineering groups to co-ordinate all aspects of consultative selling for Imagination's IP product lines in the region. 

Reports To:

GM - China

Direct Reports:

One sales manager

Primary Location:

Shanghai

Travel Requirements:

Regular travel to liaise with customers and prospects & quarterly trips to the UK for sales conferences, training, etc.

Background:

Be a key part of the Imagination team, helping to drive the China sales activity that converts compelling, inimitable value propositions into sustainable long-term revenue streams through adoption by the World's leading chip companies and OEMs - making Imagination the envy of the global technology industry.

Opportunity:

You will have some or all of the following responsibilities:

• Managing and driving the consultative sales process for a set of assigned accounts - from opportunity identification, through proposal and negotiation to contract closure - to achieve the annual sales budget, in conjunction with the relevant Imagination stakeholders
• Developing and managing ever closer relationships at Chinese accounts, and ensuring these relationships are continuously serviced, both personally and by Imagination colleagues
• With the support of the Imagination organisation, develop winning account strategies to ensure a mutual win:win scenario that leads to repeat business
• Regular internal reporting of account status including use of appropriate account management tools
• Ensure that the value proposition of Imagination's solutions are appropriately communicated to accounts and any objections dealt with in an effective and timely manner
• Attendance at relevant exhibitions, conferences and shows, with a view to maximising the opportunities to extend current and develop new customer relationships
• Advise the internal Engineering, Business Unit and Marketing teams on customer feedback, market input and positioning
• Provide feedback on required collateral and demonstration enhancements, ensuring effective and compelling promotion to accounts
• Communicate with other global sales team members to share best practise and coordinate global accounts

Skills:

Required Skills:

• The applicant should have at least 12 years post graduate experience in the electronics/semiconductor industry, and at least 6 years' experience on the commercial side, with a demonstrable track record
• Excellent interpersonal skills, working alongside a wide range of internal teams and being able to develop excellent external senior/executive level relationships
• An understanding of customer decision-making
• Well-developed influencing skills
• A thorough understanding of the overall consultative selling process
• A solid understanding of the semiconductor value system, including IP vendors, chip companies, OEMs/ODMs and ecosystem partners
• An understanding of IP licensing
• An understanding of the chip product development process
• Good analytical and problem-solving abilities
• Ability to communicate clearly and compellingly with both technical & non-technical groups
• Fluent in Chinese and English

Desirable Skills:

• Market analysis
• Good knowledge, at the system-level, of one application segment

A little bit about you:

The successful candidate will be:

• Driven, tenacious and passionate
• Able to think and act both strategically and creatively
• A networker and active listener, able to elicit information from contacts
• Able to work both alone and as part of a team
• Organised, with a "can-do" approach to workload,
• Friendly, personable – persuasive, outgoing personality, gets on with all types of people
• Dedicated - willingness to work from time to time over extended hours in order to achieve goals set by immediate manager or demanded by business
• Able to communicate across different sites and national cultures

Working Environment:

The organisational culture is informal. The work often entails tight deadlines and the role has a high information load, commensurate with the sheer dynamism of the technology industry.

Qualifications:

Bachelor's degree in electronics/computing or equivalent (required) and an MBA or equivalent (desirable).