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Head of Sales – BU Sport & Leisure Asia Oceania region

29 Oct 2018

The key mission of the Head of Sales is to manage the sales activities covering the customers and markets portfolio in line with business unit objectives to achieve sustainable growth and commercial plan targets in terms of volumes, revenues and gross margin. Promote and sell the Porcher Industries Group solutions to customers within the assigned geographical area - Asia & Oceania -  and business unit scope sports & leisure.

Key achievements
1.    Deliver the annual targets, in volumes, revenues and gross margin
2.    Attack new markets and new customers
3.    Develop a business plan and steer the business for the region

Performance measurement
1.    Revenues turnover and gross margin € real and vs target; Grow sales from 10 Mil € to 20€ in 5 years
2.    Nbr of new markets and new customers opened
3.    Solidity of annual business plan and accuracy of reforecast and commercial steering of sales

Main Activities 

  • Sales

- Responsible for the achievement of the sales and contribution margin targets in the defined territory
- Deliver the solutions/segments objectives in sales 
- Develop a regional plan to grow sales and customers base, identify sales and prospection opportunities as well as new markets/segments openings
- Manage the key accounts of the regions, plan and lead meetings and negotiations with customers, deliver account targets and action plans
- Initiate business plan with market management commercial planning
- Implement continuous sales performance evaluations and improvements, to ensure a high level of customers’ satisfaction and retention
- Propose solutions to customers, define Customer price, terms, and contract negotiations
- Continuously improve forecast accuracy 
- Manage business partners to identify business and technological opportunities and partnership
- Identify and anticipate market trends, evaluate and manage business and market development opportunities and provide input to strategic market development plan.
- Perform value chains., competition and market analysis
- Explore opportunities in new potential market segments, and acquire new customers and growth
- Focus on outdoor/mountain sports such as hiking, backpacking, ski, cycling with apparel & gear and hard goods/equipments, and on airbone: kite surf, paragliding

  • Relationship

- Liaise with supply-chain, logistics, R&D, product and operations staff to ensure customers satisfaction, sales effectiveness and opportunities be active in the hand over in distribution, strategies and targets
- Liaise with the BU sales team to ensure consistency across regions
- Maximize sales coverage within the given region
- Reporting
- Analyze and report competitors, key customers key information
- Report and analyze sales, reforecast data
- Complete all reports and records required and submit on a timely basis


NEEDED METIER COMPETENCIES
K P M E K. knowledge, P:practice, M:master , E:expertise
      X Industry understanding, market intelligence
  X     Business Strategy & management
    X   Products / Solutions Management 
    X   Pricing and Value Creation , commercial policy
    X   Customer Experience and channel Management 
  X     Marketing Operations & Communication
  X     Supply Chain 
  X     Finance & Credit , controlling
  X     Internal and legal Processes 
      X Account Management, sales and negotiation techniques

 


NEEDED GENERAL COMPETENCIES & SKILLS

1

2

3

4

5

5 being the strongest score

 

 

X

 

 

Adaptability , flexibility: adapt easily to new markets & technologies, entrepreneurial mindset

 

 

 

 

X

Planning & preparation: maintain detailed regional and account/customer ID card, customer visit objectives and presentations, obsessively prepared for each customer call

 

 

 

X

 

Results/target oriented: always set ambitious targets and plans to achieve them, strong negotiation and influencing skills, hunting and business development skills

 

 

X

 

 

Innovation: strive for innovative ideas, challenge status quo 

 

 

 

X

 

Communication: strong relationship building and interpersonal skills, great at establishing connection, strong predisposition for active listening, present well, communicate efficiently, articulate well verbally and written, good influencing skills

 

 

 

X

 

Team Work: strong team player in an international environment, good at collaborating

 

 

X

 

 

Competency Development : eager to learn and develop

 

 

 

 

X

Customer Focus: , orient plans & actions to create value and satisfaction to customers, commercial acumen, anticipate objections and identify win win opportunities with customers

 

 

 

X

 

Operational Efficiency : responsive, efficient, problem solver, demonstrate  personal investment and passion

 

 

 

X

 

Languages : Chinese mother tongue, fluent English, a 3rd language French or another Asian language is a plus

 

 

 

X

 

Commitment to Company Orientations : defend company values and interests

Needed work experience
> 8 years in sales/account management with proven track of building and developing business in the region
> 5 years in textile or composite materials industry
> 2 years in sport industry, passion/practice for sport

Education
Master in Business Administration and/or Engineering degree (Materials, chemistry)

Localisation 
Attached to Hong Kong office
Based in Hong Kong or Shanghai

Participation in internal networks
- Quarterly global sales meetings
- Regional or global exhibitions and events
- Commercial Steering meetings

Report to (direct line)
Global Head of BU Sports & Leisure

Traveling
50% traveling within the region, +10% global traveling

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