Key responsibilities:
Generate interest & understanding of this industrial segment inside The Company. Develop and leverage an in-depth understanding of customer needs within local BDS organization at Region level
Create and maintain a Business Master Plan to reach segment strategic goals. Support and assist the sales regions in developing medical segment with a structure plan where the Region and BDS win
Define and provide to sales companies the sales arguments to sell our machines better in ICT and EC segment define the methodology for sales to access the customers of this industries and provide the relevant information to Central Marketing to develop the sales tools
Manufacturing trends and new business opportunities: closely follow relevant manufacturing trends, policies and changing scenarios in EC / ICT manufacturing market to facilitate the Company strategic and decision-making. Additionally, regularly interact with key opinion leaders, customers and researchers to identify potential new business opportunities
Make a Gap analysis with competition and advise our PM's and TU's for next generation features or machines to further increase our business
Define goals with the local sales organizations; coordinate with them the actions to reach it, including alignment with the remaining regions. Those targets will be part of the medical segment manager objectives
Specify go-to-market strategies as well Communication and Sales tools for new solutions/products introductions. Continue to develop and grow our strong base of existing customers by further penetrating existing customers with new products or new dedicated offers
Design marketing programs for the segment and works with advertising, communication and marketing colleagues/agencies to execute marketing plans
Drive strategy implementation and educate the field on market-place dynamics in order to accelerate and sustain the growth: Lead market activities including trainings, seminars, shows and support key sales projects
Guide and supervise Manufacturing Process Specialist when it has been requested to analyze an existing manufacturing process with the objective to offer to customer a better solution, technically and economically
Improve the sales performance by being directly involved during customer sales process, meeting and providing sales support on key accounts. Closely follow the key sales account and facilitate enablement of winning solution for customer with the Company.
Be the first point of contact with key strategic customers and provide technical, strategic support with The Company technologies and solutions to formulate a lasting win-win partnership
Preferred Requirements:
A bachelor’s degree or other advanced degree with major in Mechanical Engineering is highly preferred
At least 10-year experience in Business Development, Market Segmentation, or Direct Sales field.
Relevant Business Strategy Development experience is essential
Basic knowledge of the process of Machine application and usage
Good knowledge of broad ICT/EC supply network, or good networking in ICT/EC industry (medium to large companies)
Prior market segment experience is highly desired along with the ability to demonstrate measurable results from effort.
Solid knowledge of machines tool construction and their utilization in workshop environment
Market survey or research experience is a plus
Good presentation skill in seminars, conferences, large audience
Should be fluent in spoken and written English, and Mandarin
Good IT skills: MS office, and CRM tools
Willing to travel ~50%
Others skills:
Strategy and Market intelligence: ability to look beyond short-term achievement to execute company strategy
Strong analytical skills and eager to anticipate evolution of the market
Commercial orientation: Result oriented, large amount of energy and passion to develop business. Agile in complex sales structures and processes
Strong influence skills required: Charismatic and credible, ability to deal with ambiguity, adapt his approach and language to the different stakeholders
Outstanding communication skills; both verbal and written forms. Able to develop his network through and out of the company, and to develop partnerships