Our client is a global leader in engineered access hardware solutions, providing innovative and high-quality products to OEMs across multiple industrial sectors worldwide.v Education, Training (Licenses and Certificates) and Work Experience· BS Degree in Engineering or equivalent· 5 or more years' key account management sales experience of a technical product requiring technical ability; distributor managing experience is plus· Overseas company experience, Management Experience with strong people skills, Automotive industry working background is plus· Excellent sales, communication, presentation and listening skills, strong learning capability· Ability and willingness to work from home and ability to travel both within the Vietnam and outside the Southeast Asia.· Hardware Product and Application Knowledge are a plus, marketing experience is a plus· English must be fluent beside local Vietnam language, ability to speak Mandarin is preferred· Must have driving license with a private car is preferredv Core Competencies· Utilizing the Lominger competency framework tool, please identify 3 to 5 position-specific competencies, in descending order of importance.o Initiative: To take an action that goes beyond simply responding to the obvious needs of situation - take actions before being asked and recommend taking informed risk; as a self- starter.§ Rank: 5o Result-oriented: To ensure we retain the primary position with regards to all Access Hardware solutions and able to meet, or exceed, defined goals§ Rank: 5o Communication & Influence: To be able to communicate effectively internally and externally at all levels. Be able to express ideas precisely and concisely supported by facts in an influential manner.§ Rank: 5o Customer & business focus: Externally, to be able to identify customer's needs and wants in the context of their business environment. Internally, understand and support the company's strategy and business plan. Be able to ensure all reasonable demands are met at the same time balancing the needs of customer/company.§ Rank: 5o Selling skills: Good technical/functional knowledge to enable consultative selling§ Rank: 4o Problem Solving: To identify the root cause/issues; develop options and be able to recommend or make decisions.§ Rank: 4As the Sales Engineer, you are responsible for the following:· Every job has accountability for end results. These end results are accomplished by performing the tasks and activities assigned to the job. Please list your job's 5-7 key accountabilities in descending order of their importance. List each key job accountability separately and as a complete sentence. Begin each job accountability sentence with an action verb, e.g. Plans, Organizes, Directs, Monitors, Reports, Performs, Develops, Administers, Analyzes, Coordinates, Sells, etc. Your job accountability statements below must each tell what is done, why that task or activity is done, and how the successful completion of the task or activity is measured.o Execute the segment/account strategy to ensure profitable and sustainable growth with the segments and key accounts. Design in local program and global program with global KAMs and manage transfer programs within global customer strategy.§ % of Daily Time Spent Performing this Accountability (Use 5% increments): 20%o Develop and implement a rolling 3-year strategic business plan in accordance with company Management's goals and objectives. The plan will list and detail business growth objectives relevant to all major Key Account programs and will reside in the Salesforce Management database. Have a growth plan on industry segment point of view.§ % of Daily Time Spent Performing this Accountability (Use 5% increments): 10%o Meet 10+ customers with 25+ contacts per week, including developing principal contacts (VITOs) at designated key accounts and document all pertinent contact activity with them in the salesforce databases.§ % of Daily Time Spent Performing this Accountability (Use 5% increments): 35%o Use SFDC in daily planning, document and execute pertinent business activities (i.e., appointments, telephone conversations, quotes, sample requests, etc.). Use SFDC Opportunity Manager to characterize and communicate key account opportunities and prepare periodic forecast updates. At a minimum, all existing and high probability business opportunities must be captured and detailed. Enter and keep updated a minimum of 80% of Key Account business in SFDC opportunity manager (goal package = 80%).§ % of Daily Time Spent Performing this Accountability (Use 5% increments: 10%o Communicate marketplace activity to company Product and Industry Management personnel. Identify "value enablers" for all designated Key Accounts and prepare proposals as required.§ % of Daily Time Spent Performing this Accountability (Use 5% increments): 10%o Prepare and submit weekly/quarterly overview summaries to communicate significant field activities and record progress of critical customer programs. Wrap up Pros and Cons of customer growth development activities for management to adjust segment, product and customer strategy§ % of Daily Time Spent Performing this Accountability (Use 5% increments): 5%o Timely submission of an annual goal-setting package to sales management - a critical component of which is a 1-year bookings forecast by P/N for all company Sales Management assigned accounts. The goal package will identify at least 80% of manageable business focusing on existing and projected new, high probability opportunities, and applications with annual revenue potential greater than $1.0 mil, etc. Goal packages and forecasting will reside in SFDC§ % of Daily Time Spent Performing this Accountability (Use 5% increments): 5%o Work with local distributors well and support ASD business growth.§ % of Daily Time Spent Performing this Accountability (Use 5% increments): 5%
