Client is a leading global provider of industrial automation power, control and information systems and service that help manufacturers achieve a competitive advantage in their businesses.
Job Title: Business Development Manager - Manufacturing and Alternative Energy
Business Group and Unit: Global Sales and Marketing/OEM Sales
Work Location: Shanghai, Beijing, Singapore, and Taipei (in order)
Reports to (Direct/Indirect): Director, OEM Solutions, Asia Pacific and Global Business Manager, Manufacturing and Alternative Energy
Key Responsibilities
DO
1. Manage regional and country sales efforts for the Global OEM Solutions Industry Segment. Ensure account strategies and country bid teams deliver market solutions to new and existing customers. Ensure alignment of strategies with the business unit.
2. Implement best-in-class sales process to drive results. Ensure all account planning and metrics are done on a regular basis in support of the company’s strategies. Front log management and reporting is integral to this process.
3. Ensure growth in Global OEM Solutions Industry client base through expanding existing relationships including the C-level leveraging multiple buying influences within worldwide OEM Solutions Industry companies. Ensure strategies are developed with OEM’s,Global and Corporate Accounts that support the strategies for the OEM Solutions industry.
4. Assess the existing sales teams against the skill sets required to drive the organization forward.Identify,attract and retain appropriate resources to execute the sales strategy. Create and maintain excitement and high energy across the entire sales team.
5. Drive the performance of the sales teams against well communicated goals;e.g.,sales growth,profitability,account expansion and market share growth that is delineated in the account plans.
6. Provide direction and leadership to support the activities: advertising, trade shows, key customer meetings, sales training conferences and distributor conferences within the Region.
7.Work closely with businesses to ensure alignment, plan, coordinate and execute projects
8. The BDM must constantly stay abreast of Business Unit product development activities and plans as they are relevant to MAAE OEM business needs and directions in Asia. Constantly be aware of Product Gaps with communications to relevant BU management as to how to fill the Gaps,plans,time lines,etc.
9. The BDM will be a domain expert within the Manufacturing, Assembly and Alternative Energy Segment, understanding the applications and the key customer business issues and providing/developing compelling value propositions that directly address customer problems.
10. The BDM will act as an industry and application liaison with all relevant industry associations within the assigned segment, developing relationships with key industry/application experts and customers.
KEY COMPETENCY REQUIREMENTS
Organizational Competencies
1.Collaborates and Teams Effectively
2.Communicates Effectively
3.Contributes Professional and Technical Excellence
4.Adds Value for Customers & Partners
5.Attains Results
6.Drives Productivity
7.Drive Growth
8.Demonstrates Bus & Financial Acumen
9.Builds our Global Bus & Inclusive Culture
10.Creates Focus and Motivates Others
11.Thinks and Acts Strategically
12. Leads Change.
13.Develops/Influences People and Teams
14.Fosters Innovation
15. Acts Courageously.
Job related competencies
Functional-Commercial skills in working with business units, market and product knowledge in key growth industries. Targeting segments, channel partners, and opportunities with highest strategic importance. Identify and input to sales tool development, and enforce strict use of disciplined selling tools and techniques. Strategically minded - capable of identifying outcomes for sales activities. Identifying the appropriate mix for sales and marketing engagement.
Leadership-Capable of directly managing business development resources and indirectly managing global business development resources. Must be capable of matrix leadership and have credibility and confidence of the sales organization. Strong peer leadership.
Interpersonal-Motivational, emotional intelligence, working between remote and diverse groups (multicultural, multi-business, multi partner mix). Capable of acting as a domain expert and as an instructor/coach for the sales organization.
Business-Sales minded, alignment of tools for sales force and channels, ability to get sales to
take notice.
EDUCATIONAL QUALIFICATIONS / WORK EXPERIENCE
Bachelors Degree in Engineering
10+ years of progressive sales and technical experience with a global customer services provider.
Experience leading or working within global teams of people a benefit.
This position requires a 4-year degree, preferably a BS in engineering, or BS/BA in business or marketing with technical experience in the motor control and automation field.
An MBA or advanced degree in business management is a benefit.
