• Establish a comprehensive coverage of agreed territory and products in consultation with the Line Manager and manage distributors and agents including: 1) Distributor / Agent evaluation 2) Visit customers with Distributors/ Agent and direct to enhance market coverage 3) Check quotation requests and make a quote. 4) Provide all necessary support to distributors and agents 5) Uphold HHA Brand integrity within distributors / agents and operate in a manner consistent with the HHA brand values 6) Support distributors and agents on major bids, ensuring they are won at best price and terms. Intervene personally with end-users as appropriate. 7) Propose joint marketing initiatives with distributors / agents, eg direct mailing, trade shows, conferences and advertising. 8) “Reach through” the distributors / agents to ensure end-user customer satisfaction, taking corrective (distributor/agent development) action as necessary. 9) Visit customers and provides solutions. • Propose and agree targets for: Sales by product, market segment, product mix, cash collection and gross margin. Propose and agree strategic distributor / agent development objectives. • Establish a sales development plan for China in line with objectives for Line Manager’ s guidelines. Prepare and present strategies and operating structures to the Line Manager for the achievement of the plan. • Identify new business opportunities in China in line with strategic objectives. Prepare action plans for the exploitation of these opportunities. Report to Line Manager on all new business initiatives for quarterly review. • Provide regular reports in an agreed format. • To implement and maintain a CRM package with all customers and prospects. • Achieve strategic distributor / agent development objectives, e.g. appointment of new distributors or agents, improvement or removal of under-performing distributors or agents, training and accreditation of distributor/agent staff, new product launches, accreditation and appointment of distributors or agents as HHA customer service agents, joint promotional campaigns with distributors / agents, agreement of updated price lists and discount structures, agreement of revised commercial terms or funding arrangements. • Achieve the agreed targets, within an agreed expense budget. • Build and maintain close and effective working relationships with key distributors and agents. • Work with Application Teams, Marketing Team and Line Manager to formulate distributor / agent marketing plan. • Interface with existing office team. • Maintain professional awareness of relevant external technical and business developments and of competitor activity.
Indicative Performance Measures
• Sales volume and value • Bid/ win ratio • Sales/ cost of sales ratios • Gross margin (or equivalent) • Profitability • Product mix • Customer mix • Cash collection • Quality of relationships with key distributors • End-user customer satisfaction with the service provided by distributors • HHA Brand integrity maintained by distributors
Person Specification – Essential requirements unless stated
Education / Qualifications:
• Bachelor degree of technical, or business degree if appropriate market experience can be demonstrated. Professional Skills/ Abilities:
• Experience of high technology environment, or experience from within a Distributor to the industry sector. Experience of working in China.
• Technical - Understands and manages within a technical environment. - Able to explain the technical features, advantages and benefits of relevant products.
• Financial - Understands the key factors which influence the performance of own area of the business. Evaluates activities and decisions from a commercial perspective, achieving short-term financial efficiency and longer-term business objectives. - Understands the economics of a distributor and able to balance their need with that of HHA.
• Marketing - Has an appreciation of the external market place and its requirements and appreciates importance of providing feedback mechanism to central marketing. Applies this to own planning and decision making. - Adept at exploiting distributor strength in developing HHA brand image and awareness.
• Fluency in English (written and reading) and Mandarin. • Proficient PC skills including MS Office Personal Qualities: • "Can do" attitude – Decisive, able to work around issues to deliver performance • Proactive, self-starter, self motivated and can work effectively with little supervision. Initiates actions to develop new and better ways of working. • Problem solver under pressure. • Customer focused, establishes and exploits good, mutually beneficial customer/distributor relationships. Adept at balancing HHA and distributor demands in meeting the ultimate customers needs effectively • Superior communication and interpersonal skills to engage with and manage through people. • Organized, with solid administrative/reporting skills • Rounded in approach – sees bigger picture as well as own priorities and needs • Full driving license preferable • Must be prepared to travel extensively (like to be up to 60% of time)
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