Territory Sales Engineer

[Company / Industry] Nano Technology / Industrial Equipment Manufacturer

[Position] Territory Sales Engineer

[Function] Sales

[Reporting Line] Korea Country Director

[Employment Type] Permanent

[Compensation] TBD

[Location] Seoul, Korea

[Consultant in charge] Simon S. Kim

COMPANY DESCRIPTION:

Global leading provider of high technology tools and systems for research and industry.

PRIMARY PURPOSE:

To achieving budgeted sales (value and volume), both for sales, product mix; and to develop relationships by supporting customers in order to facilitate increased sales

JOB DESCRIPTION:

[KEY RESPONSIBILITIES]

• Establish and maintain comprehensive coverage of the agreed territory and products by supporting customers, distributors and agents

• 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 monthly the status of: sales vs. target, competitor activity, distributor / agent news, market opportunities and promotion programs

• Initiates, plans and executes workshops, seminars and customer trainings

• Establishes and maintains a distributor / agent training and development program. Adjusts program to meet the needs of distributors, agents and market conditions consistent with the long-term goals of the company

• “Reach through” distributors and agents, where necessary, to ensure end-user satisfaction, taking corrective action (development actions) where necessary

• Support and run joint marketing initiatives through direct mailings, trade shows, workshops, seminars, conferences and advertising

• Support distributors and agents on major bids, ensuring they are won at best price and terms. Intervene personally with end-users as appropriate. Personally lead major bids and win at best price and terms

• To maintain and grow relationships with key customers, distributors and agents

• Propose, agree and deliver strategic account development objectives

• To make sure that the CRM is maintained and kept current

• Uphold the Company Brand integrity and operate in a manner consistent with the Company 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

• The management of the post-sales support operations as appropriate including the provision of training to customers

• The measurement and control of revenue, costs and operational performance so as to achieve agreed financial results. Ensuring maximisation of returns on billable services and pricing adjustments where necessary

• The monitoring of non fiscal performance parameters such as response times, installation time and quality to ensure continual improvement to efficiency and customer service

• To manage the provision of effective training courses to customers and those interested in gaining basic knowledge of techniques and applications or our products

• Willing and able to travel extensively within Korea as well as other countries as required.

[KEY PERFORMANCE MEASURES]

• Sales volume and value for systems

• Future order book value/ volume; bid/ win ratio

• Sales/ cost of sales ratios

• Lead generation

JOB REQUIREMENTS:

[EDUCATION / QUALIFICATIONS]

• Relevant material science degree essential, additional business qualification or PhD desirable

[PROFESSIONAL SKILLS / ABILITIES]

• Experience of working with at least one of the following techniques: NMR, AFM, EDS, EBSD, WDS, Nanomanipulators and Raman

• Experience of dealing with customers and distributors in the field working with analytical instruments in a NanoTech environment

• Experience of successfully managing and motivating distributors in an international, high technology environment, or experience from within a distributor to the industry sector

• Excellent language skills - English spoken and written

• Progressive business management experience within sales and/or marketing, experience of managing business development activities useful

• Process and procedural oriented. Understands how business processes can be used to reduce cost and improve performance to ensure customer satisfaction and enhance/develop the the Company brand in the market

• Commercial understanding - able to assess the financial impact of proposed plans and evaluate activities to ensure maximum value for the Company whilst balancing the needs of distributors

• Understands interfaces to related functions – Marketing, Operations etc. and works effectively across them

• Experienced in the use of advanced channel management techniques, e.g. incentivisation would be welcomed

• Proficient PC skills including MS Office Desirable ▪ Commercially astute

• Strategically experienced – able to create and implement strategy for area of responsibility.

[PERSONAL QUALITIES]

• Adaptable, able to flex to needs of customers, team and the business

• Proactive. self-starter, completes activities with minimal support. Initiates actions to develop new and better ways of working, using past experience and any mistakes as positive opportunities for improvement

• Customer focused, establishes and exploits good, mutually beneficial customer/distributor relationships. Adept at balancing the Company and distributor demands in meeting the ultimate customers needs effectively

• "Can do" attitude – Decisive, able to work around issues to deliver performance

• Superior communication and interpersonal skills to engage with and manage through people

• Strong analytical & negotiation skills, with track record of effective, difficult negotiations

• Organised, with solid administrative/reporting skills

• Full driving licence preferable

• Rounded in approach – sees bigger picture as well as own priorities and needs

• Must be prepared to travel extensively (like to be up to 60% of time)

If you are interested, please contact simon.kim@rp4rp.com +82-2-6123-0100