Role Details
| Business, Location:
| I&A, China |
| Role:
| Sales Engineer – East China |
| Reports to:
| Sales Manager – East China |
| Direct Reports:
| None |
| Primary Purpose:
| To grow business for Nano-indenter/EDS/EBSD/RISE/OminiProbe in designated territory in East China. To work closely with all MA sales, applications, and marketing teams to ensure maximisation of leads and opportunities developments for MA products. To develop close relationships by supporting customers, OEM partners, distributor partners to facilitate increased sales. To deeply understand Nano-indenter/EDS/EBSD/RISE/OminiProbe products and needs of customers, OEM partners, distributor partners. |
Key Responsibilities
- To make and deliver sales strategy for Nano-indenter/EDS/EBSD/RISE/OminiProbe in designated territory in East China.
- To achieve or exceed sales targets for Nano-indenter/EDS/EBSD/RISE/OminiProbe.
- To build intimate relations with key accounts in segment market and understand customer job-to-be-done.
- Establish and maintain comprehensive coverage of the agreed territory and products by supporting customers and OEM partners.
- To have deep understanding of Nano-indenter/EDS/EBSD/RISE/OminiProbe and customer needs.
- To develop both academic and industrial market, especially structure materials, lithium battery, semiconductor, electronics, & pharmaceutical.
- Key marketing activities organization, including workshop, training course, etc.
- 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 and monthly the status of sales vs. target, competitor activity, OEM & distributor partners’ news, market opportunities and promotion programs.
- Lay out and run workshops and seminars and customer trainings in conjunction with Application scientist.
- Establishes and maintains training and development program for OEM and distributor partners. Adjusts program to meet their needs and market conditions consistent with the long-term goals of the company.
- Support and run joint marketing initiatives through direct mailings, trade shows, workshops, seminars, conferences, and advertising.
- Propose, agree, and deliver strategic account development objectives.
- To make sure that the CRM is maintained and kept current.
- Uphold OI Brand integrity within customers, OEM and distributor 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.
- Build and maintain effective working relationships with staff in all functions of the Business, (particularly marketing, operations and customer service).
- Willing and able to travel within China as well as other countries as required.
Indicative Performance Measures
- Sales volume and value for systems
- Future order book value/ volume; bid/ win ratio
- Sales/ cost of sales ratios
- Lead generation
- CRM usage
Person Specification – Essential requirements unless stated
| education / Qualifications:
| - Relevant material, chemical, electronics diploma and additional business qualification or master’s degree desirable
|
| Professional Skills/ Abilities:
| - experience of selling Nano-indenter/EDS/EBSD/RISE/OminiProbe in Academic or Industry market.
- Experience of selling within an international, high technology environment.
- 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.
- Technically knowledgeable with Nano-indenter/EDS/EBSD/RISE/OminiProbe.
- Strategically experienced – able to create and implement strategy for area of responsibility.
- Able to demonstrate theory and application of Nano-indenter/EDS/EBSD/RISE/OminiProbe
|
| 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, dificult 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)
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