Senior Sales Specialist (Lead Specialist), Research Microscopy Solution

Purpose of this position / Position summary

• Reporting to the Manager, Sales; the Lead Specialist is responsible for all sales, marketing activities in South Vietnam for both industry and academia sector. This incumbent is also responsible for expanding the market share, executing sales strategy while maintaining existing customer accounts, delivering sales and technical presentation in a sales process, closely monitor sales lead, forecast sales budget with clear market visibility among other responsibilities stated on Primary duties and responsibilities.

• Responsible for restructuring the existing Distribution Partner Channels including assessment of the performance & capability, arranging sales & technical training where required as well as replacing & recruiting the Dealers where necessary.

• Formulate the Business Strategy together with the Distribution Partners and closely monitoring the Distribution Partner’s sales lead, forecast, sales budget with a clear market visibility.

• Coordinate post sales activities for both own accounts and Distribution Partners with internal (i.e., Application & Service team) to ensure overall customer satisfactory.

Primary duties and responsibilities

Including but not limited to:

1. Assume direct Sales Management responsibility for industrial, academia and Dealer Channels business in South Vietnam.

2. Familiarize self with the customers base completely in the assigned region / division(s) and establish high level of interaction and lasting relationships with these customers and with the Distribution Partner (DP).

3. Maintain direct contact with important customers in the region. To accompany field sales & DP calls on a routine basis from time to time, within the assigned territory (and outside as and when required, by instructions from the Manager, Sales).

4. Liaise and manage the local DP / Dealers within the assigned territory.

5. Assist field sales & DP in the assigned region with their ongoing marketing needs, pricing, sales strategies, product/ application information etc.

6. Closely do follow ups on one's own direct sales & DP projects.

7. Constantly update the sales opportunities in the provided CRM platform.

8. Discuss the needs of the field sales/service & DP with the responsible Manager, Sales / Application Manager / Service Director, to acquire and disseminate all relevant product update / application information / competitive information / product comparison etc. to concerned persons promptly

9. Supervise and coordinate the preparation of major tenders in projects in your region

10. Acquire up-to-date customer database information in the assigned region and to initiate/ execute special mailing shots to specific and select customers, in consultation with the Manager, Sales. Assist in updating the customers' database as and when required

11. Impart on the job product / application training knowledge to sales staff, DP, and dealers in the assigned region on an ongoing basis on the various Industry products of the company

12. Undertake full responsibility for organizing the Division's local events, i.e., sales / product meetings and training

13. Fully involve (together with the Manager, Sales) in all aspect of planning and execution of marketing and promotional activities such as exhibitions, workshops, seminars etc. in the region. These duties include short-listing of exhibitions/ meetings for our participation, determining the extent of our participation, finalizing the list of exhibits and other requirements such as exhibit space, ensuring availability of adequate promotion material, customer lead forms, utilities, furniture, decor amongst others

14. Coordinate and assist the management in implementation of the various Sales & Marketing procedures in the assigned region

15. Assist the Manager, Sales in formulating sales strategies / planning and implementing market introductions for new products in the assigned region

16. Undertake responsibilities (together with the Manager, Sales) for key account management in the assigned region.

17. Assist Manager, Sales in the preparation, planning of budget, forecasts etc. for the assigned region

18. Collect, consolidate & prepare sales, marketing updates and reports for the management

19. Ensure familiarization on with the commercial aspects of the business and to assist / advice the local Sales Administration personnel as and when necessary

20. Review sales performance and current projects with field sales on an ongoing basis and to discuss them with the Manager, Sales

21. Supervise and review pending service jobs together with the Service Engineer and offering any assistance that may be required in their execution

22. Ensure effective liaison with the Finance Dept to follow up on outstanding payments and overdue collection from customers

23. Supervise and co-ordinate the submission and realization of Bank Guarantees if required

24. Collect information pertaining to statutory and legal registration requirements and to co-ordinate with Sales Administrator the required internal processes

25. Control and manage Sales & Marketing costs in line with budgets for the assigned territory

26. Periodical maintenance, update, and reports on product marketing information on Competitor Product & Activity Information within the assigned territory and effective communication with the Application Specialists

27. Provision of products and application support at demos and exhibitions organized by the company and / or customers

28. Liaise with Application Support Team on technical presentation and product configuration selection inclusive of software and hardware recommendations for the assigned territory

29. Liaise with Application Support Team on application training and application support, sample evaluation from external customers for the assigned territory

30. Effective communication or liaison with various stakeholders (admin, logistics, customers, and service engineers) involving shipment, installation and after sales service

31. Ensure provision of follow-up support to customers after equipment installation

32. Liaise with Service Team on pending service jobs together and offer any assistance that may be required in their execution

33. To coordinate and assist the management in implementation of the various Sales & Marketing procedures related to the Channel business for the assigned region

34. To monitor, execute, update, and maintain the validity of Distributor and Spot Dealer Agreement of DP.

35. Any other duties and responsibilities as assigned by the management.

1. Education / Professional Certification

• Bachelor or master’s degree in Bio Engineering / Science / equivalent

2. Experience

• 5-7 years sales experience in technical field.

• Experience in electron microscopy and light microscopy, laboratory equipment is an advantage.

• Proven track record in sales

3. Knowledge / Skills / Other characteristics

• Customer oriented

• Good communication and interpersonal skills

• Good command of spoken and written English.

• Occasion regional traveling