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Technical Sales Engineer
4 months ago
Role Details
Business, Location:
AR, China
Role:
Technical Sales Engineer
Reports to:
Sales Manager - AR China
Direct Reports:
None
Primary Purpose:
To grow business and market share for full AFM portfolio in agreed territory.
To identify customer job-to-be-done in all key market segments including advanced materials, polymer, lithium battery, semiconductor, pharma, and biology, etc., and offer solutions accordingly.
To work closely with NanoAnalysis/WITec/MR sales and application to explore cross BU leads & opportunities in agreed territory.
Key Responsibilities
To achieve or exceed sales targets for AFM in agreed territory, with improved market share in both academic market and industrial market. To make and deliver sales strategy for all key market segments including advanced materials, lithium battery, semiconductor, pharma, and biology, etc. To work closely with all Materials Analysis Group (MAG) sales and application to explore cross BU leads and opportunities in agreed territory. To build intimate relations with key accounts in key market segments in agreed territory. Establish and maintain comprehensive coverage of the agreed territory and products by supporting customers and distributors/partners. Develops and manages the annual process of creating sales strategies and plans, sales assumptions, projections, and goals. Evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes. Monitors and reports weekly for key projects and reports monthly the status of sales vs. target, competitor activity, OEM partner news, market opportunities and promotion programs. Lay out and run workshops, seminars, exhibitions, and customer trainings in conjunction with application scientists. Support and run marketing initiatives independently and jointly with distributors/partners through direct mailings, trade shows, workshops, seminars, conferences, and advertising. Attend bidding directly or support distributors/partners on major bids, ensuring they are won at best price and terms. Propose, agree, and deliver strategic account development objectives in both academic and industry market. To make sure that the SAP is maintained and kept current. Uphold OI Brand integrity within customers, distributors and OEM partners and operate in a manner consistent with OI brand values. Ensures 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 manage overall customer satisfaction. Build and maintain effective working relationships with staff in all functions of the Business, (particularly marketing, operations, and customer service) and with colleagues in Group market development world-wide. Willing and able to travel within China as well as other countries as required.Indicative Performance Measures
Sales volume and value for systems against target MAG cross BU leads and opportunities development Future order book value/ volume; bid/ win ratio Sales overheads management Leads generation and opportunities turnover rate.Person Specification – Essential requirements unless stated
Education / Qualifications:
Relevant diploma or master’s degree in material science, chemistry, physics, and additional business qualificationProfessional Skills/ Abilities:
Experience of selling within an international, high technology environment. Experience with AFM in the research or industry sector is a plus. 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 OfficeDesirable
Commercially astute. Technically knowledgeable with MAG related technology Strategically experienced – able to create and implement strategy for area of responsibility.Personal Qualities:
Adaptable, able to flex to needs of customers, team and the business Proactive. self-starter, completes activities with minimal support. Initiates actions to develop new and better ways of working, using past experience and any mistakes as positive opportunities for improvement. Customer focused, establishes and exploits good, mutually beneficial customer/distributor relationships. Adept at balancing OI and distributor demands in meeting the ultimate customers’ needs effectively "Can do" attitude – Decisive, able to work around issues to deliver performance Superior communication and interpersonal skills to engage with people. Strong analytical & negotiation skills, with track record of effective, difficult negotiations. 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)#LI-TJ1
