Role Details
Business Development Manager - NI
China
Sales Director - I&A China
Key Responsibilities:
Market Exploration & Opportunity Development
- To explore NI opportunities in both industrial and academic market by working closely with all stakeholders within I&A, including sales, applications, marketing, etc.
- To provide ongoing and timely strategic market input for the appraisal and execution of business opportunities in China.
- To build marketing plan for NI with marketing managers and application managers.
Sales Team Management & Training
- To manage NI business by matrix management and collaborate with the regional sales manager.
- To train NI sales specialists in conducting monthly NI sales funnel reviews within the region and advancing key market development initiatives.
- To mentor, coach and train sales members on all details of sale process. Including but not limited to completing the formulation of the sales strategy.
- Monthly establish ongoing training plans with regional sales managers.
- To train distributors’ sales and increase sales coverage by direct sales and channel sales.
Customer Relationship Management
- To identify and engage with key customer accounts, both current and potential, to define current and future instrument and application requirements.
- To maintain good customer relationships by providing regular contact and developing self as technical “go-to person” within the market.
- To create a team-wide system to ensure prompt and efficient follow up on new inquiries.
Sales Performance & Forecasting
- To prepare forecast NI business with accuracy regularly and maintain an accurate and up-to-date CRM database.
- To lead marketing / sales, furnishing leads for system sales, upgrades, support contracts and other market intelligence whilst in contact with the customer.
Brand Representation
- To always project a professional and competent image of Oxford Instruments.
- To attend conferences, exhibitions and workshops as necessary in support of sales.
General Responsibilities
Product Knowledge & Development
- To maintain and develop knowledge of NI products and their typical applications, undertaking appropriate training where necessary.
- To collect competitors’ product information and coach sales team who to fight against.
Customer Engagement & Presentations
- Participate in complex client demos, academic on-site presentations, and special configuration discussions.
- Assist in knowledge transfer by training customers and other company employees when required.
Reporting & Documentation
- Provide monthly market, sales, and prospect reports together with administration reports such as “time & expense” within the agreed standards. This should be primarily through use of the CRM software tools.
- Regularly organize explanatory presentations. Collaborate with Regional Sales Managers and AFM specialists to develop a regular training schedule.
Cost Control & Safety
- Maintain awareness of, and minimise where possible, the level of expenses incurred in day to day support activities, both in terms of time involved and parts consumed.
- Perform work safely at all times, maintaining an up to date knowledge of health & safety requirements and operating in accordance with health and safety at work legislation.
Professional Development
- Participate in training and development activities as required.
- Undertake any other tasks or responsibilities in line with the scope and level of responsibility of the post, which might reasonably be required.
Main working relationships
- Works closely with I&A sales, application, business support and management.
- Works closely with customers.
- Work closely with global NI management members.
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