The position:

The primary function of this role shall be to perform all necessary sales functions for the Sales Department of HPP APAC to enable the most effective sales of new HPP Dynamic UPS and Ride Through systems throughout Southern APAC. The Sales Manager spends about 50% of his time in the field with travel to Southeast Asia area. You will report to the Business Leader APAC .

Responsibilities, duties and authority

This is a Sales role who need to take care of both direct sales and distributor sales in your responsible region. Direct-sales field-based role need to be with end-customers, consultants and users throughout APAC and will entail regular office, site and factory visits and conducting meetings and providing technical support to promote and sell Hitec equipment according to the sales plan. Additionally, identify, develop and manage Distributor sales throughout APAC region (outside of China and Taiwan). Specific tasks, duties and responsibilities shall include the following:

a) Develop Customer Relationship

Maintain, improve and grow Hitec’s client, user, consultant and supplier relationships. Develop beneficial relationships with new industry partners in order to widen our scope, maximize sales opportunities and broaden our information gathering process / Carry out customer/client/consultant technical presentations and seminars.

b) Obtain New Sales Enquiries

Regularly visit new and existing clients and consultants in pursuance of new sales leads/Pursue all enquiries through key contractors, quantity surveyors and other project management professionals/ Carry out site visits with key consultants/clients./ Carry out HPP factory visits with key consultant/clients.
Diligently report on all new and existing sales leads and enquiries on a daily/weekly basis by email and discussion and monthly by updating the formal sales reports. This to include identifying all-important aspects of projects and progress monitoring them to ensure that they are accurately and timely conveyed to the Business leader APAC

c) Prepare Quotations and Convert into Orders

Review client enquiries, drawings and specifications to determine the best HPP Diesel UPS solution. Investigate and prepare alternative solutions to maximize HPP’s competitive position together with distributors.
Liaise with HPP Malaysia and third-party suppliers and sub-contractors to obtain quotations and ensure accurate and optimum system designs and costings.
Prepare the supply scopes and detailed project costings. Prepare all supporting commercial documents including quotations, tenders, schedule of prices, compliance statements etc. Ensure adequately detailed and timely tender submissions, follow up and feedback.
Carry out the day-to-day pre-order project management, attending client, consultant and supplier meetings and site visits to assist with all aspects.
Able to close deal within a timely manner under pressure

d) Obtain Customer, Market and Competitor Information

Maintain a keen knowledge of all competitor products, and their strengths and weaknesses. Assist with the collection of competitor sales, marketing, technical and commercial information. Maintain, update and grow Hitec’s data bases.

e) Distributor Sales

Identify, develop and qualify new Distributor partners within assigned territory.
Manage a network of sales agents, partners, and distributors to create, execute business plans and generate sales.
Analyze market trends and accordingly develop sales plans to increase brand awareness.
Evaluate partner sales performance and recommend improvements.
Educate partners about product portfolio and complimentary services offered.
Address partner related issues, sales conflicts and pricing issues in a timely manner.
Manage sales pipeline, forecast monthly sales and identify new business opportunities.
Develop positive working relationship with partners to build business.
Stay current with latest developments in marketplace and competitor activities.
Communicate up-to-date information about new products and enhancements to partners.
Develop process improvements to optimize partner management activities.
Work with partners to develop sales proposals, quotations, and pricings.
Deliver customer presentations and attend sales meetings and partner conferences.
Assist in partner marketing activities such as tradeshows, campaigns and other promotional activities.

f) Contracts Phase

Review all client purchase orders, contracts, drawings and specifications to ensure technical and commercial compliance and acceptability in preparation for Order Acceptance. Action any outstanding matters remaining on new orders after handover to the Project Managers, client or consultant. Initiate supplier meetings, supplier tests and site visits to assist the Project Managers.

g) After-Sales Phase

Support the Service Team with contract negotiations and commercial discussions whenever requested.

h) General

Build and maintain a viable customer/consultant/supplier network within assigned APAC region
Become the focal point for HPP DRUPS sales to markets throughout the region.
Maintain close sales liaison within HPP Malaysia, HPP BV and all other regional HPP offices and partners.
Support, train and develop new staff to enable maximum growth of the company.
Support all other office staff roles as and when required.

Requirements

Bachelor degree in Electrical/Electronic Engineering, over 10 years in technical, tendering and sales related engineering experience.
8~10 years working experience in the industry of Rotary Machine/UPS/Industrial application
Excellent command of both technical and commercial English language (speech, reading and writing)
Excellent commercial ability and presentation skills; Except English and Chinese, any other language speaking is a plus+
Excellent personal contacts with key decision makers within the key UPS market areas, such as Semi-conductor, Data Center and etc..
Good technical and commercial knowledge of the UPS industry and marketplace.
Knowledge of the UPS competition and different UPS technologies.
Sales and marketing experience in Thailand & Vietnan is a plus.
Have relation with design institute is a plus.
PC literate with good MS Word, Excel, PowerPoint and Outlook skills
Passport and full driving licence
Strong analytical capabilities
Flexible and able to work under stress
This candidate is preferably located at HPP Taiwan office and Keen to travel

Sales Manager APAC

R&D Engineering, Sr Engineer