Purpose of Role :
With responsibility for managing the Regional (Asia) Sales Team, the Regional Sales Director (Asia) will lead and drive profitable sales growth within the Xaar’s key and strategic accounts in the assigned region.
The role will require a significant amount of travel to visit customers and partners in the region.
Level : M6
Reporting Relationships : Chief Customer Officer
Key Accountabilities :
Manage the regional sales and business development team to maximize effectiveness as measured by performance against revenue and profit plans, pipeline volume, mix and accuracy, forecast accuracy and documented strategic & key account plans.
Development of the regional sales and applications team members, to ensure their progressive development in support of Xaar’s expansion and ability to adapt to market changes.
Work with the regional applications team (customer support) by performance against added value services in support of market leadership and excellent customer satisfaction.
Work with the Chief Customer Officer, Product Management, Applications Support Team, Ink Business Development Manager, R&D and Sales Operations to develop robust annual sales plans >
10% growth per annum.
Develop a deep global and regional understanding of Xaar’s strategic market sectors, participating OEMs, sales channels, Ink partners, integrators and influencers.
Develop effective and influential relationships with industry and organizational leaders, decision makers and influencers.
Collaborate and coordinate with North and South Europe and Americas Sales regions as well as other Xaar business units across the globe.
Develop and manage assigned and key parent company accounts in region to maximize Xaar revenue and profit aligned with Xaar’s strategic plan.
Develop a deep understanding of the regions Strategic and Key Accounts including short and long term business objectives & plans, strengths & weakness, organizational leaders, decision makers & influencers.
Develop and document detailed annual Strategic and Key Account plans to support current revenue and profit and ensure that Xaar is well positioned for the future.
Generate and manage new projects filling the pipeline with meaningful projects.
Develop and maintain effective relationships across Xaar functions including product management, technical support, R&D, finance and manufacturing and operations, and prudently leverage those relationships to ensure customer satisfaction, and market leading support and engagement, with Key Accounts to maximize Xaar competitive position and profit.
Document and conduct quarterly Key Account reviews.
The achievement of agreed regional sales targets and related performance measures; monthly forecasting to deliver sustained revenue growth over the short (quarter-
on-quarter), medium (two-year) and long (ten-year) terms.
Uphold and enhance the Xaar brand through personal and organizational credibility with clear and reasonable planning, concise and timely communications and follow through.
Constantly scan the market for competitive activity, market and or application trends that present a threat or opportunity to Xaar and deliver that information to product management.
Hold self and Xaar team members to high standards of follow through and delivery.
xtensive regional and global travel throughout the region to meet with Customers and Partners and to attend industry events.
Key Internal Relationships :
Asia sales team
Sales Operations & Sales Administration team
Applications Engineers and Ink Technical team
Research and Development
Person Specification :
Excellent leadership skills; adept at managing a diverse team of direct reports and influencing cross functional resources to drive business results
Acts with integrity and trust, and adheres to compliance requirements
Highly resilient; copes well with fast paced, high change environments
Results orientated and self-motivated
Customer focused with the ability to maintain and cultivate a deep understanding of customer requirements, and build customer relationships
Strong sales skills
Strong financial / commercial awareness; thinks in terms of profit, loss and added value
Highly collaborative and excellent networker (internal and external)
Strong, clear and impactful communicator both in writing, verbally, and in the delivery of presentations
Strong attention to detail
Highly organised with strong project planning and prioritisation skills
Technical aptitude to understand differentiation of Xaar’s products and positioning to construct compelling value propositions
Data driven and analytical
Market driven; keeps up to date with competitor information and understands market drivers and their impact on Xaar and our customers
Strong influencing and negotiation skills to gain clear agreement and commitment from others both internally and externally, with the ability to display diplomacy when required
Culturally sensitive; able to understand and resolve issues & build relationships with businesses in other countries / regions.
Xaar has defined 3 values which are vital to our business. They are intended to guide difficult decisions and shape behaviour.
They are applicable to all of us in what we do and as such we are looking for candidates who share our values :
Trust - We trust each other to deliver on our commitment and do our best for Xaar
Collaboration - We all work together, and with our partners, to achieve success
Drive - We are excited about our potential and put energy into everything we do.
Qualifications and Experience :
Significant proven experience in similar senior technical B2B sales leadership role(s); OEM management experience is highly desirable
Previous industrial sales experience ideally in printing, packaging, decor, labels
Proven experience in initiating, building and managing relationships at all levels to drive growth in large (>
£1m) regional and global accounts, with revenue responsibility in excess of £30 million
Strong Excel and PowerPoint skills
Fluency in English, and Mandarin or Cantonese, is essential.