International Sales Manager

1. Key Account Management:
Establish close connections with retailers/OEMs, independent testing laboratories and key strategic customers within the physical properties testing sector identifying the specifiers, key influencers and decision makers within those organizations and adopting a key account management approach to support business development opportunities.
Maximise key account opportunities with existing customers/partners in the physical properties testing sector, developing and delivering tactical and strategic plans for those accounts and working closely with International Business Development & Key Account Managers in other territories to maximize commercial opportunities regionally and globally via a coordinated commercial approach.
Develop new key account opportunities with existing and new customers/partners in the physical properties testing sector with a particular focus on developing and delivering tactical and strategic plans with key accounts. Working closely with International Business Development & Key Account Managers in other territories to maximize commercial opportunities regionally and globally via a coordinated commercial approach.
2. Sales and New Business Development:
Effectively develop and manage the sales opportunity pipeline related to key strategic growth areas, working closely with Sales Channel Partners and, where appropriate, directly with end customers.
Drive direct new business development activities, actively researching and contacting new potential customers and quickly responding to enquiries and leads (either directly or via Sales Channel Partners), documenting progress through each stage of the sales cycle and generating a healthy sales pipeline.
Collect and assimilate new sales opportunities set against pre-determined objectives and KPIs and maintain the pipeline at levels required to achieve the sales plan.
3. Channel Strategy Development & Management:
In conjunction with the designated Sales Account Manager, oversee the delivery of Sales Channel Partner financial KPIs (sales, discounting, product mix etc.) in-line with the annual business plan, assuming, where necessary, a more hands-on role in cases of underperformance.
Support channel partners with negotiations on key strategic or high-value projects, securing the profitable sale either in a support capacity or, in special cases, directly leading the negotiation as a representative.
Monitor the marketplace for alternative / additional sales channel partners and other channel development opportunities, developing relationships with these companies and understanding their capabilities and limitations as part of a thorough qualification process.
4. Marketing:
Assume responsibility for the collection and assimilation of local market intelligence, monitoring closely external factors such as market trends, key customer activity, competitor activity etc.
Collaborate with Marketing to design and develop high quality localized marketing plans and campaigns to achieve marketing objectives, including lead generation and qualification related to key strategic growth areas.
Participate in professional associations, standards committees, trade shows and other networking activities that elevate the profile within physical properties testing arena.
5. New Product Development:
Working closely with the Product Management team and local sales channel partners, identify, research and qualify new product development opportunities within physical properties testing by performing thorough customer needs and product gap analysis.
Collaborate with key global Retailers / OEMs, Independent Testing Laboratories and research institutes to identify and develop new and innovative materials testing solutions, acting as a key technical and commercial interface between the customer and Product Management, Innovation and Technical departments.
Identify industry trends by researching sector publications and discussing potential needs with customers.
6. Business Strategy & Planning Development:
In conjunction with the APAC Regional Director, effectively contribute to Business Strategy & Development by supplying high quality market information and analysis of position in the physical properties testing market and by contributing to the design and implementation of strategic objectives and initiatives to guide the strategic direction of the business.