Sales and Application Engineer, Hanoi

OVERVIEW:

We are searching for a Sales and Application Engineer who possesses the experience in growing the distribution network to operate effectively in a matrix environment, championing the product application know-how and its related technical specifications to customers, and operate effectively in a matrix environment and have confidence in supporting aggressive growth plans. The person should have a consultative and collaborative style, proven track record / achievement. We are only shortlisting driven, resilient, enterprising, agile and motivated individual who wants to be part of a growing company.


THE ROLE

This role is responsible for executing accounts conversion strategies and actions plans to drive new products adoption and initiate product changeover from competitors’ through technical merits, together with Regional functional leaders (i.e. Innovation, Operations, Finance, HR, IT and Supply Chain) to achieve overall organization’s objectives. In addition this role would have to liaise with Multi-discipline team including support functions, to delight our External stakeholders.


YOUR RESPONSIBILITIES:

The responsibilities of the role are to manage key customer relationships, key project negotiations, delivery and distributor engagement activities to support efforts to achieve sales, EBITDA and market share growth. And implement the required action plan, manage technical pull-through activities to support efforts to achieve increased market awareness on Gates Power Transmission (PT) industrial products, to generate sales opportunities in the assigned segments of PT (IR), explore new opportunity of IFF. The role shall carry out tactical activities to expand industrial original equipment manufacturer and replacement customer accounts in the identified market segments. In addition, it is to support key tasks, including Sales and Marketing that are aligned with Regional vision and aspirations.

The assigned territories include Power Transmission - Industrial businesses in Vietnam. This individual is expected to support the existing business in the next few years.



The Sales and Application Engineer’s specific responsibilities will fall into three primary areas:

Maximum 3 pointers per accountability

Accountability #1: Financial Performance

• Manage sales and opportunity pipeline, analyses market trends and recommend sales plans to address accordingly
• Execute sales strategy to achieve sales goals and revenues
• Meet regular sales targets
• Negotiate and close sales by agreeing terms and conditions

Accountability #2: Customer (Internal / External Stakeholders)

• Convince stakeholders(target audience) with technical proposals on the benefits and overall savings through adoption of Gates products
• Offer technical assistance in customized product design & developments for customers
• Identify and prospect new business opportunities and recommend relevant products for those opportunities, focusing on longer life cycles for customers
• Evaluate partner distributor sales performance for the assigned segments and recommend improvements
• Communicate up-to-date information about new products and enhancements, with guidance from the sales manager to channel distributors and/or target end users
• Search for new customers in a designated region/ territory
• Manage and interpret customer requirements
• Provide pre-sales technical assistance and product education
• Resolve sales conflicts, product use, customer complaints in a timely manner products with support from channel manager and multi-functions

Accountability #3: Process / Performance

• Generate sustainable pipeline of leads and opportunities from various sources to drive new business opportunities in assigned target segments
• Report up to date developments in marketplace and competitor activities
• Maximise face time (80%) with channel distributors/customers/prospects to build positive relationship and generate business opportunities
• Provide market intelligence reports for head office
• Assist in joint execution with marketing on targeted marketing events not limited to industry trade shows, technical day, road show
• Co-coordinate sales projects
• Support marketing by attending trade shows, conferences and other marketing events Offering after-sales support services
• Compliance with corporate policy like HSE laws & regulation and HR code of conducts etc.


Accountability #4: People

• Maintain amicable working relationship with key personnel of channel distributors/resellers to attain a strong IGM, IFF and IR position for the assigned segments
• Communicate up-to-date information about new products and enhancements, with guidance from the channel manager to channel distributors and target end users
• Assist in joint execution with marketing on targeted marketing events not limited to industry trade shows, technical day, product seminars


KEYS TO SUCCESS:

• Lead with an outside in mindset to place customers in the centre of everything we do.
• Exemplify Gates ethics and core values to develop talents with right skills, knowledge and behavior,
• Advocate reward for performance to drive accountability for sustainable growth
• Design a contemporary and innovative learning environment to attract diverse talent pool.

YOUR QUALIFICATIONS:

This person must have at least 5 years hands on experience in relevant industrial application development in the assigned countries or region.

• Bachelor’s degree, major in mechanical engineering is preferred
• Minimum 5 years, proven track record in industrial product application
• Well verse in handling IFF & OEM customers.
• Wide knowledge of chain drive Power Transmission will be an advantage
• Previous exposure in multi-cultural environment with MNCs.
• Strong business acumen and organizational abilities/
• Display pro-activeness / reliability / integrity
• Strong negotiation skills and time management
• Good analytical, interpersonal and communication and presentation skills,
• Good verbal and written in English
• Commercially driven for technical products, strong negotiating and time management
• Ability to effectively communicate technical information to non-technical audiences
• Proficient in latest MS-Office tools, web-usage and web-based tools

- employee insurance

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