Role Details
Business, Location: | AR, China |
Role: | Technical Sales Engineer |
Reports to: | Sales Manager - AR China |
Direct Reports: | None |
Primary Purpose:
| To grow business and market share for full AFM portfolio in agreed territory. To identify customer job-to-be-done in all key market segments including advanced materials, polymer, lithium battery, semiconductor, pharma, and biology, etc., and offer solutions accordingly. To work closely with NanoAnalysis/WITec/MR sales and application to explore cross BU leads & opportunities in agreed territory. |
Key Responsibilities
- To achieve or exceed sales targets for AFM in agreed territory, with improved market share in both academic market and industrial market.
- To make and deliver sales strategy for all key market segments including advanced materials, lithium battery, semiconductor, pharma, and biology, etc.
- To work closely with all Materials Analysis Group (MAG) sales and application to explore cross BU leads and opportunities in agreed territory.
- To build intimate relations with key accounts in key market segments in agreed territory.
- Establish and maintain comprehensive coverage of the agreed territory and products by supporting customers and distributors/partners.
- Develops and manages the annual process of creating sales strategies and plans, sales assumptions, projections, and goals. Evaluates market conditions and the timely adjustment of sales strategy to successfully adapt to those changes.
- Monitors and reports weekly for key projects and reports monthly the status of sales vs. target, competitor activity, OEM partner news, market opportunities and promotion programs.
- Lay out and run workshops, seminars, exhibitions, and customer trainings in conjunction with application scientists.
- Support and run marketing initiatives independently and jointly with distributors/partners through direct mailings, trade shows, workshops, seminars, conferences, and advertising.
- Attend bidding directly or support distributors/partners on major bids, ensuring they are won at best price and terms.
- Propose, agree, and deliver strategic account development objectives in both academic and industry market.
- To make sure that the SAP is maintained and kept current.
- Uphold OI Brand integrity within customers, distributors and OEM partners and operate in a manner consistent with OI brand values.
- Ensures that all orders and other customer communications are promptly and accurately handled. Takes appropriate action to communicate customer service problems to customer support team.
- To manage overall customer satisfaction.
- Build and maintain effective working relationships with staff in all functions of the Business, (particularly marketing, operations, and customer service) and with colleagues in Group market development world-wide.
- Willing and able to travel within China as well as other countries as required.
Indicative Performance Measures
- Sales volume and value for systems against target
- MAG cross BU leads and opportunities development
- Future order book value/ volume; bid/ win ratio
- Sales overheads management
- Leads generation and opportunities turnover rate.
Person Specification – Essential requirements unless stated
Education / Qualifications:
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Professional Skills/ Abilities:
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Desirable
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Personal Qualities:
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