POSITION PURPOSE
The Sales Manager is responsible for all aspects of developing and managing the day-to-day sales operations and BAC business strategies together with BAC's distributors. The key responsibilities include meeting sales plans and driving profitability for both the equipment and aftermarket business in the designated region. The Sales Manager is also responsible for the implementation of marketing programs and business development strategies alongside the relevant teams in the organization.
PRINCIPAL ACCOUNTABILITIES
- Sales Management
- Provides strategic input for the setup of realistic and goal-oriented short, middle, and long- term business plans. Defines objectives and sales targets.
- Leads, motivates, and provides support to the distributors in the region of responsibility, to achieve allocated sales targets, acting upon the requirements of our customers (considering the company's profit goals). Monitors project flow and pipelines.
- Supports the other teams as needed to resolve customer issues, including acting as a bridge towards other BAC departments to insure we meet contract obligations and respect corporate policies.
- Assesses relevant marketing mix (product price)
- Explore new potential clientele via attending conference, exhibition, and cold-calling
- Daily updates of sales activities into CRM (SAP) for all opportunities, quotes and orders.
- Review and manage the technical and contractual terms of all projects.
- Full compliance to BAC's FCPA policies and procedures
- Marketing Management
- Closely works together with the Marketing team to perform a macro-analysis of his/her region and optimize the approach for certain markets.
- Develops annual forecasts for defined segments and territories by analysing historical sales and profit results and negotiates new objectives for each individual sales channel.
- Takes ownership for the Key Accounts in his/her territory in accordance with established APAC strategies and policies. This means organizing regular follow-up meetings to maintain relationships and make sure adherence to the contract is assured.
COMPETENCIES/QUALIFICATIONS
- Strong network and experience in Vietnam's HVAC sector, EPC contractor business, Consultant or Direct End User (advantage if it is from Data Centre, and/or Industrial Sector).
- Bachelor's or above degree, major in engineering is preferred and +/- 10 years of industrial sales experience within an international manufacturing industry, combined with at least 5 years of sales management experience.
- Good English + local language is a must, both written and spoken
- Financial knowledge and business acumen are necessary to understand financial ratios and data for his/her region.
- A person who is very result driven and gets motivated by challenging goals.
- Shows a high level of sales and negotiation skills.
- Shows the decisiveness and willingness to take calculated risks to close business.
- Shows the ability and interest to understand the market and to perform competitor analyses.
- Works very customer oriented: has good listening skills and a strong problem-solving mindset.
- Excellent communicative, presentation and training skills.
- Is a team-player and provides support to colleagues.
- The willingness to travel on a frequent base is necessary.
- Ethical behavior is a must.
