Key Responsibilities

• Drive and manage Marine and Power after sales, digital products and retrofit activities in Taiwan, implementing the company’s strategy
• Protect and strengthen the company’s renowned brand and interests in the Taiwan market.
• Define and implement the company’s local operating policies and procedures.
• Understand and embody the market philosophy and vision;
• Analyse customers and market needs to insure product promotion;
• Submit and negotiate budget forecasts and be responsible to achieve the P&L
• Manage the sales budget and growth; supporting with 3 month sales projections each month.
• Build mid and long-term projections for potential development areas for sales managers to attract order intake.
• Supervise, lead and motivate the Taiwan After Sales team.
• Ensure good support and business relationship to customers;
• Monitor service quality, ensuring maximum value to customers.
• Develop new opportunities among existing customers and new prospects;
• Develop productive relationships between the Taiwan and the Product Centres and other IGC teams.
• Participate in commercial offers/negotiations of large orders in conjunction with the sales team.
• Handle recruitments and ensure respect of the Chinese laws and company policy and compliance.
• Set and Support the after sales managers in achieving their KPIs.
• Carry out weekly sales meetings and yearly performance reviews with the sales team.
• Develop and clear strategy with product centres and sales managers for each major customer in form of a development plan.
• Work closely with service manager to grow the opportunities to provide a combined spare parts and service solution.
• Promote long Term Service Agreement to the Taiwanese customers.
• Create solutions to customers where we win on the overall offering and not just on a price based solution.
• Ensure monthly KPIs for quote follow up, Order Intake, visits and 3 month pipeline and 3 months budgets are submitted on time and exceeded

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Competencies

• Entrepreneurial mindset combined with a high degree of customer satisfaction and intimacy orientation
• Excellent skills set required in areas such as communication, contract negotiation, terms and conditions design, legal implications of terms and conditions and project management at the most senior level of customer
• Strong networker, engaging, well aware of the local market
• Sound interpersonal, presentation as well as intercultural skills and
• understanding
• Intercultural skills
• Very good coordination, organized and communication skills in a highly dynamic environment
• Ability to uphold the highest ethical standards, high integrity
• Focus on business development
• Fast response to customer demands
• Solution oriented mind-set regarding sales approach
• Management of small task areas/organizational units (e.g. projects, teams)
• Cross-departmental coordination of objectives and procedures
• Effective networks with customer in terms of results
• Goal-oriented leadership of team where applicable
• Able to detect and handle conflicts in own team at an early stage
• Presentation skills and ability to lead and minute meetings
• Responsible for holding successful negotiations with customers
• Maintenance and expansion of country-specific contacts in cooperation with on-site organization and line
• Preferred contact partner for customer
• Must occasionally resolve previously unrecognised and complex problems
• This must also take place under changing framework conditions
• Occasionally required to work under increased performance or time pressure

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Experience & Skills
Essential

• Detailed understanding of the business both technical and commercial levels
• Seasoned sales / marketing experience with 5 to 10 years of related experience, preferably in the heavy equipment manufacturing / machines
• Comparable broad specialized expertise and constant ongoing training in this area (additional formal qualification certificates, etc)
• Continuous updating of knowledge
• Generalist knowledge relating to market and economic aspects or postgraduate qualification in Business Administration
• Advance knowledge of project management methods
• Sales experience in an international environment
• Degree of professionalism recognised across all departments
• Team leader

Desirable

• Demonstrated sales success, with complex sales, in the targeted regional market
• Marine sales background within Taiwan with an already established network

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General (non-role specific)

• Essential: Fluency in Business English and Mandarin
• Desirable: SAP or other ERP system, other foreign languages

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Specific Knowledge

• Understand and gain knowledge about the Balance of Plant equipment, customer base and applicable sales processes

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Qualifications

• Engineering degree or equivalent technical background
• Commercial Background preferably MBA

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Personal Profile

• Results driven, ability to develop and retain key business, consultant and customer relationships
• Ability to liaise and communicate at all levels in the business
• Initiative and proactive approach combined with follow-up skills
• Outgoing and motivated to connect with a wide range of different people
• Assertive, self-motivated with the ability to work independently as well as within a team
• Organizational skills
• Adaptable
• High attention to details required
• Commercial aptitude
• Able to work under pressure
• Sense of urgency
• Leader of a team and a motivator

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