Business Development Manager Greater China Marine
- 中国
- 长期
- 全职
- The primary function of this role is to implement MPY Greater China Marine Coatings sales & marketing strategy by strengthening International Paint's product positioning and relationships with direct and indirect customers across all sub-segments of China Marine business.
- Increasing shipbuilder awareness and preference for our Products & Services to drive our specification strength in Newbuilding Segment.
- Increasing ship-owner and ship-manager awareness and preference for our Products & Services to drive our specification strength for both Maintenance and Newbuilding projects.
- Consolidation, Prioritizing China Marine Pipeline in SIMs and CRM, working with China and Global Marine teams to secure Newbuilding and Maintenance Projects aligned with Strategic Plan.
- Increasing charterer awareness for our Products & Services to drive preference to International Paint products.
- Develops and executes regional specification selling strategies in the marketplace in the allocated region to current year targets and 3 year Strategic Plan.
- Rolls-out segment sales programs (including sales process-related knowledge and tools) and implements corporate promotions.
- Close alignment with direct sales team for prioritization of customer, projects and commercial outcomes.
- Works closely with marketing to analyse present and future market trends and customer feedback for market segmentation and planning to aim for further market penetration and existing and new product development.
- Plans, monitors and periodically reports on execution of major sales activities conducted with regard to indirect and direct sales channel.
- Identifies significant business opportunities, pinpoints existing and/or potential problem areas and assists Key Account and Regional Sales teams where appropriate.
- Provides feedback to understand how customers are utilizing our products and how well those products align versus competitive products. Focuson both buying and non-buying accounts.
- Takes brand promotional plans and deploys into accounts within the relevant segment.
- Input to price setting, carries out negotiations with accounts within the responsible segment.
- Develops, executes and monitors key performance indicators for own team
- Travels frequently to visit major customers and stakeholders in the market.
- Maintains positive relationships with major direct and indirect customers to maintain close contact with the market.
- Works with Key Account Manager and Regional Sales Managers to ensure effective communication and follow-up along the value chain to deliver sales.
- Systematically up-dates the Customer Relationship Management System with valid, accurate and complete customer-related information.
- Maintains good relationships with major industry stakeholders.
- Promotes a positive company image and develops good customer relations by participating in major customer events.
- Be familiar with all the applicable corporate as well as site policies/procedures with regard to personal conduct and HSE standards and acting in compliance with all applicable regulations.
- Works closely with Regional BU Management Team to ensure matrix structure operates efficiently.
- Acts as an ambassador and encouraging talent processes and engagement.
- Ensures job profiles are in place, sets objectives for team members, reviews development and provides clear, open and constructive feedback on performance combined with the appropriate actions.
- Strengthens the talent pipeline by developing talent and regularly assesses and discusses talent and internal movement. Continuously monitors and evaluates retention risk.
- Stimulates, manages and follows through on employee engagement and builds on the workforce to reflect the societies and markets in which we do business (D&I).
- Creates an open environment in the team where all people can perform at their best and stimulates the development of others and ensures an engaged team.
- Ensures reporting line is fully informed and acts in line with HSE and Compliance regulations.
- Takes ownership by representing Regional BU Management Team towards own team and vice versa.
- Manages and plans relevant (departmental) budget and proactively manages the costs.
- Reports on progress on a continuous base.
- Bachelor degree or above (Chemistry or Engineering is preferrable)
- Minimum of 10 years in a Marine sales experience in a matrix organization
- A high level of people skills needed to work in a matrix organization
- Good Command of English