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  • Job reference: RMS0163572

Regional Area Sales Manager (Aftermarket)

  • Sector: Oil & Gas
  • Location: Malaysia
  • Job type: Permanent
  • Date posted: 11/02/2016
  • Time left:
    d h m s
    (03/03/16)
This vacancy has now expired.
The Company:
A Leading Global Valves & Flow Control Systems Supplier

The Role:
Responsibilities
The Regional Manager / Area Manager Aftermarket will lead the sales and marketing strategies for the Aftermarket Valve and Services product lines within the Peninsular Malaysia (East & West Coast) & Brunei. This is a high growth territory for the SEAP business.

This client-facing position requires building relationships with customers and local agents to ensure the delivering of the products and services required to be a successful partner.
This includes working directly with the customer base to drive successful implementation of products and services as well as generate new business opportunities.

Specific responsibilities include:

- Meeting booking targets
- Develop and implement strategic sales plans, initiatives, close orders and meet annual booking target.
- Opportunity identification and creation
- Conduct routine customer visits, build strong relationships, identify new opportunities and key decision making personnel, understand customer’s needs, priorities, budgeting, buying cycles and behaviours through continuously driving deeper and wider into their organizations.
- Create and manage long-term forecasts for future sales achievement, including utilization of tracking and performance measurement systems to ensure deliverables are achieved. Update and manage SFDC on a frequent basis.
- Drive day-to-day direct channel development and key account management activities, including short and long-term planning as well as developing contingency plans as needed to proactively address and anticipate customer issues.
- Hold technical presentations to promote products and representations at trade association meetings to promote products and services.
- Gather market intelligence to drive improvements in sales, marketing and product development deliverables as well as to ensure market competitiveness.
- Identify and quantify potential new solutions for customers including product line extensions, business development opportunities, product features, channel strategies, and go-to-market processes.

Opportunity management
- Provide input and direction to Inside Sales engineers in the preparation of proposals, including input on customer buying criteria, market dynamics, market pricing and strategy.
- Arrange internal cross-functional review meetings to ensure customers receive proper solutions.
- Clearly communicates the resolution of customers’ issues, timing of the solution, overall financial impact, funding situation, key buying factors, evaluation criteria, and competitive landscape for each opportunity.
- Conduct commercial contract negotiations and long-term price agreement
- Assist in management, coaching and mentoring of agents to achieve their sales bookings.
- Build strong relationships with the team of agents, and the customer’s key personnel.


Job Description
- Budget management
- Project annual travel expenses (airfare and ground transportation, accommodations and meals, etc) and keep actual expenses within allotted guidelines.

Desired Profile of the candidate
Education: Engineering (Mechanical, Chemical, Instrumentation or similar) Bachelor Degree
Experience: At least 7 years in the similar trade.

Competencies
A strong, confident and mature leader who is able to motivate, coach and mentor people and build teams.
Trustworthy, open & communicative individual, who is adaptable, stress-tolerant and goal oriented.
Self-motivated, positive and enthusiastic, with initiative and drive, and a strong sense of urgency in solving problems.
Fluency in English and Malay, with good communication, facilitation and interpersonal skills, as client-facing time is approximately 70-75%.
Strong intellect and business acumen, with a good understanding of cultural nuances. Ability to travel. Estimated travel frequency is 50% of the time.

Reporting Relationships
This role reports directly to the Senior Manager, Aftermarket ASEAN and has two (2) direct reports.
The position is based in the Malaysia rep office.

Peer roles include Area Sales Manager, Sales Engineers (IS + OS) & Field Service Engineers.
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