Description

JOB PURPOSE:

Begin to develop effective internal partner relationships and relationships with major customers so that sales objectives can be achieved. Establish high-level relationships with business decision makers and identify business needs and problems. Will work with senior management to develop and implement market strategies for key industries and customers as well as securing commitment of IPSD and dealer /distributor resources to assure continued customer satisfaction.

This position will consult with various departments within IPSD regarding the direction and strategies that key industry leaders will be adopting in the future. The incumbent will provide leadership, guidance and counsel to optimize distributor’s sales force and sales processes effectiveness, in addition to leveraging opportunity management systems and processes to IPSD’s benefit, while recognizing and respecting independence of distributors

JOB DUTIES:

• Manage assigned Perkins Electrical Power accounts in China. Be accountable for the Perkins financial targets of the responsible accounts.
• Develop and implement the EP sales strategy and pricing strategy in assigned territory.
• Collaborate with product marketing team on new product launching and promotions in China market.
• Collaborate with product team to develop Perkins Electric Power product strategy to grow the share of wallet in the target market.
• Support marketing communication team on the development of marketing strategy and promote Perkins brand in China.
• Develop and implement account plans for assigned customer accounts. Adopt and be an advocate for sales funnel management methods.
• Assist distributors in sales planning and support the distributors to achieve the distributor excellence.
• Drive regular sales performance reviews with distributors and ensure implementation of corrective actions where needed.
• Track opportunity, participation and close rates and report VOC/VOD in the salesforce system. Develop local action plans, leveraging salesforce and Customer Insights, to attack lost sales.

Qualifications

This position makes regular visits to job locations to provide advice and counsel to potential customers.

Must have ability to work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences. Good human relations skills are required to develop a collaborative/cooperative work relationship with others inside and outside the business unit. Generally, requires extensive travel to understand regional or worldwide business conditions.

BACKGROUND/EXPERIENCE: Requires a college degree or equivalent experience with 8-10 years of specific industry experience. Must be able to deal with sensitive issues and/or persuade others on new methods of equipment application, new technology and distribution methods. The incumbent will either have had previous field experience as a SG23 and/or previous sales experience within the company and/or was a fully contributing member on significant projects and/or teams.