A. PRIMARY RESPONSIBILITIES :
To lead and recruit channel partners for the sales and distribution of York mini chillers and airside for Emerging countries (EC)
The position is responsible for sales planning and strategies, sales and channel management, development and sales activities consistent with the goals and objectives of the Company.
The incumbent is to analyze market opportunities to develop and implement strategies to maximize margins and increase market share in all Emerging countriesB. DUTIES :
Executes short and long-term sales strategies to meet EC mini chiller business plans and goals to grow market share by demonstrating a commitment to customer satisfaction and quality
Establishes and maintains long-term channel partner relationships with strategically important customers (key owners, architects, consultants and contractors) to influence opportunities.
Participates as management team representative on selected accounts. Qualifies and assesses channel partners regularly.
In conjunction with P&D ROA growth expectation, establishes Channel partner annual goals consistent with overall P&D Asia strategic direction.
Manages the sales portfolio to maximize return on assets for ROA, P&D, and our shareholders. Drives cash flow through proper payment terms, proactive billing and collections.
Secures new business and retains existing business with acceptable, profitable margin and drives process to avoid slippage / GPV as projects execute or order execution
Analyzes assigned markets and current business performance to ensure strategies are on course to meeting planned profits and makes adjustments to the plan when necessary.
Leverages resources across the organization, including technical abilities and staffing, to implement processes, increase customer satisfaction or positively affect profits
Provide consistent level of sales coaching, includes : monthly one-on-one(s)’, channel partner / customer sales calls, and critical opportunity reviews
Researches the local business environments and local community including legislative, purchasing, market trends and shares research with channel partner management
Responsible for growth through new acquisitions and business partners.Directly responsible for the sales and sales support resources to support these initiatives
Ensures compliance with state, local and Federal legal requirements and operates teamwith the highest business ethics C.
REQUIREMENT PROFILE (QUALIFICATIONS / KNOWEDGE AND SKILLS REQUIRED) :
University Degree in Engineering or Technology or related degree
Strong knowledge of Refrigeration and HVAC business and at least 5-10 years of experience in the industry
Proven ability in sales planning, sales and channel management development
Excellent communication and interpersonal skills
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