KEY OBJECTIVES:
- Take lead of Greater China coating business. Support line manager to draw up China coating strategy and implement together with relevant team members, initiate contacts with existing and potential customers, identify their needs in terms of product specifications and schedules and sell appropriate products accordingly in order to support the achievement of sales & gross margin targets for coating business in Greater China;
- Manage distributors and global accounts in Greater China and develop new business in accordance with SBUs’ global & Greater China strategies and marketing plan;
MAIN RESPONSIBILITIES:
Business development and customer management:
- To grow the gross margin and sales volume of Synthomer for coating/BEPD segment.
- To manage distributors or global accounts in Great China, and develop new business for Coatings/BEPD as assigned by line manager in accordance to SBUs’ global & China strategies and marketing plan;
- Plan, lead and carry out sales activities to achieve sales targets by calling and visiting existing/prospective customers to understand and identify their needs to create a long-term customer supplier relationship.
- Put new business development as core target. Develop proposals on sales and marketing, technical solutions to customers and ensure account strategy is exploited consistently. Research, identify and develop existing and potential customers’ portfolio.
- Further secure business opportunities by identifying customer needs in terms of product application, services requirements, identifying buying cycles, delivery schedules and pricing structure for specialized products within the appropriate business segment, including necessary information provided to other functions, e.g. Marketing, Credit Control, Customer Services and Logistics etc.
- Establish and maintain good working relationship with actual customers and actively prospect for potential customers.
- Establish strong working relationship with senior personnel within key customers.
- Report and handle customer complaints and enquiries
Contract and payments receivable management:
- Conclude sales contracts by coordinating the personnel of customer services, logistics and inventory control.
- Provide customer credit information for company credit control function, ensure timely payment of receivables to meet established sales targets and gross margin goals.
Support for sales forecasting and planning:
- Report monthly on sales activities/performance and market/competitor development
- Update sales forecast in Arkieva before every end of month and update weekly forecast to line manager every Friday.
- Spend minimum 50% of working time in the market, circulate a report on each customer visit within maximum 5 working days. Report key customer visits and place these and all significant customer communications in relevant database
- Maintain up-to date awareness of industry trends, technical development, market activities and industry intelligence to help define the marketability of products and report to line manager identified trends that could affect targets.
- Collect customer data/information/feedback/expectations prepare for presentation/seminars/workshops to promote the products and services. Provide input in the developing and regular update of promotional materials to identified customers.
- Monitor, analyze, assess and communicate sales data to line manager and propose product/service planning, revision of strategies, identify business opportunities, pinpoint problem areas and provide solutions.
Carry out work in accordance with company Safety and Environmental Policies.
- Other tasks deemed necessary and assigned by supervisor.
MINIMUM REQUIREMENTS:
BS/BA in chemistry, chemical engineering, or a related technical discipline. Minimum 8 years sales experience in the coating industry Financially and IT literate Mandarin a pre-requisite. High level of English literacy in both verbal and written form.
COMPETENCY:
1. Self-starter, energetic, and able to make sound business decisions.
2. Excellent verbal and written communications skills.
3. Ethical with understanding of the Western corporate context