1. Sales Performance
• Manage the project sales team and report to NSM - Project to ensure the achievement of the agreed project specification rate and sales volume, share for all products and services/systems/solutions in the market, including:
• Identify all project sales opportunities, follow up and be able to obtain specification
• Prepare and submit all related docs for the projects requirement
• Ensure on time submission of project sales specification information and proposal
• Fully understand market situation and sales performance and plan the corrective actions
2. Market Information and Sales Analysis
• Responsible for project sales database update (Project Tracking System)
• Responsible for on time submission of monthly market report which includes current and future project sales list, price monitoring and project sales analysis
• To timely provide feedback and insight from the market place to Regional Sales Manager, prepare the forecast that could be sold to potential projects
• To actively participate to the monthly Team Solution Meeting – present sales performance, market information and recommended activity plan
3. Customer Management
3.1. Monthly Action Plan
• To develop a Specification sales action plan for the focused customer group(s) with the Regional Sales Manager in the agreement with NSM to successfully execute the Sales Strategies and counter the competition in project sales
• To jointly develop Monthly action plan with RSM to ensure the alignment, consistency and effectiveness in agreed operation plan
• Counter the competition by developing appropriate and timely responses
• To propose, develop, ensure the effective implementation and carry out customer activity evaluation
3.2. Installation Key Account, Specifier customers Management
• To establish Star Account in the focused customer groups while using Sales / Marketing tool box
• To identify and support the commercial drivers of the customers and to be perceived as adding value to its customers in a professional way
• Responsible for customer profile update. Keep relationship with all direct and indirect customers
3.3. Value Added Service
• To identify new product needs in conjunction with customers and propose to Regional Sales Manager and National Sales Manager
• To identify customer development opportunities and propose customer development program
• Fully support trade marketing and technical team to roll out value added service program including training to identify customer development opportunities and propose customer development program to the business
• To carry out joint working project with customers to enhance Expertise image and promote systems
3.4. Customer Understanding
• Responsible for Consultants & Architects sales customer fact book maintenance
• Identify customer business drivers (what is important for them to develop their business) and ensure that they are aligned with vision and strategies
3.5. New Prospects
• Responsible for expansion of customer base in developers, main cons specifiers and influencer, installation customers
4. Demand Forecast
• To ensure on time submission of Specification sales forecast (potential volume) to Regional Sales Manager so that the sales team can send proper Sales FC to NSM
• To discuss and review sales forecast with Regional sales Manager and agree action plan
Experience
• 3 years specification pre-sales experience in construction materials
• Exposure to international companies
Requitment
• Bachelor degree in Business, engineering or related field
• Strong communication, presentation and negotiation skills
• Highly organized, strong sense of identifying and prioritizing issues
• Highly self motivated. Able to communicate enthusiasm and inspire
• Broad overview of technical and building materials knowledge
• Good analytical skills
• Ability to work quickly and efficiently under pressure condition
• Be initiative and pro-active
• computer skills - MS Office, CAD drawing
• Good in English (written and oral)
• Smart, mature attitude – able to represent company externally
• Quick conceptual thinker – able to grasp ideas and communicate them effectively
• Willing and able to accept a significant degree of responsibility
• Good interpersonal relationship skills,
• Strong team player, leader or participant, manage team of 3-5 people
• Self-confident – challenges ideas and norms
