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Regional Manager - Asia

Job Title: Regional Manager - Asia
Contract Type: Permanent
Location: Singapore
Industry:
Salary: SGD Attractive
Contact Name: Mark Ellwood
Contact Email: mark.ellwood@ellwoodconsulting.com.my
Job Published: October 17, 2019 16:00

Job Description

About our client 

Our client has been designing school furniture for innovative learning environments for over six decades. They are passionate about providing children with the most inspiring and innovative learning spaces imaginable, so they can learn and thrive and be the best they can be. 

 

Your responsibilities 

  • Lead a team of ambitious account/business development managers to deliver on agreed goals.

  • Invest significant time and energy in coaching, mentoring and providing development support to ensure a pipeline of capability and succession.

  • Ensure the team understand the plans and associated strategies and are aligned.

  • Effectively support and manage the team and individuals to deliver agreed outcomes.

  • Quickly and kindly addresses performance issues.

  • Align the sales structure and strategies with the rest of the business.

  • Ensure the team are appropriately trained and resourced.

  • Balance delivery of targets with impacts on the individual ensuring travel and workload are managed.

  • Creates an engaging environment where individuals aspire to work.

  • Promotes team and company culture through.

    • Living the company’s values.

    • Communication.

    • Sharing experiences.

    • Training.

    • Conferences.

  • Display a depth of customer insight, the challenges, drivers and needs of various groups and ensures their offerings respond to these.

  • Ensure their activity is aligned with their organizational focus on purposeful and consultative interactions that support the development of effective learning spaces.

  • Develop effective networks, that convert to real opportunities, with:

    • Strategic Partners.

    • Industry professional bodies.

    • Government Officials.

    • Customer Groups.

  • Develop personal relationships with key customers as appropriate.

  • Regularly seek customer feedback and respond appropriately.

  • Ensure customer complaints are replied to in a manner that protects the key relationships, our margins and our reputation.

  • Visit customers alongside account managers (and alone) to review performance, ensure customer relationships exist at multiple levels and to provide coaching.

  • Continually develop plans to improve the customer experience.

  • Manage marketing and promotional spend; ensure marketing resources and activity meets identified needs and opportunities.

  • Develop a deep understanding of the market, pricing, competitor analysis, opportunities and options for growth.

  • Analyze key metrics, market and trends to develop responsive action plans.

  • Contribute to leadership team meetings and provide detailed reports on performance, insights and data.

  • Share personal and market insights to support decision making across the wider group.

  • Maintain their own expertise through investment in their own subject matter expertise and personal development.

  • Educate team to maintain excellent knowledge of product, pedagogical benefits and school environment.

  • Ensures the sales team fully understand pricing, product margins and discount arrangements to ensure highest margin sales achieved. 

  • Maintains knowledge of competitor pricing on like products.

  • Maintains price books and recommend price increases to improve or maintain margins.

  • Manages discount spend.

  • Provides insights into the product development process.

  • Act as member of the leadership team, considering the business holistically whilst also representing the Asia business.

  • Based on an effective assessment of the SWOT presented by each country, crafts the 3-year strategic plan and annual business plan in conjunction with Asia team.

  • Lead the local budgeting and forecasting process.

  • Control the region P & L managing costs to protect margin whilst balancing the need for growth.  Develop plans to quickly respond to negative variances.

  • Report on plan & budget performance in the spirit of no surprises.

  • Maintain a keen eye on potential risks to the plan and takes appropriate steps to mitigate these.

  • Ensure team members are fully conversant with key sales productivity tools.

    • Integrity sales methodology.

    • 5 step sale process.

    • Sales Cycle Planning.

    • Product knowledge / attributes.

    • CRM.

    • 3D App.

    • Colour Pallet and learning space design.

  • CRM updated regularly to manage and interrogate pipeline.

  • Ensure the local delivery function works well, and that any product damage or service delivery interruption is dealt with quickly and effectively.

  • Ensure the delivery team communicates effectively as per the plan with customers, main campus and freight partners.

  • Ensure the goals of the IOM strategy are being met.

  • Ensure team members are conversant in where they fit and how they contribute in the IOM structure and processes.

  • Adopt the team territory map as the central point to sales planning.

  • Promote territory team thinking.

  • Attend and ensure territory teams are meeting monthly and quarterly to review the period and plan for the next.

  • Ensure insights from the marketplace are communicated back to marketing, design and others through good governance, meeting structure and communication.