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Job ID :
42260BR
Location :
China - Shanghai|Singapore - Marsiling|South Korea - Seoul
:
Job Description
The Market Development Director is a key member of the Molecular Spectroscopy business Leadership Team and is responsible for leading the APAC region in achieving the business units’ annual revenue, growth, and profitability objectives by ensuring robust market development planning, forecasting and sales processes; hiring and developing key talent; and establishing and maintaining strong relationships with our customers.

This role provides indirect leadership over a regional sales organization in Asia Pacific. A critical function of the director role will be to work with BU, regional and local country management in the development of new business partnerships and the execution of commercial sales and marketing plans. Additionally, the person in this role works closely with the global commercial operations and channel partners, plus all business unit management teams and operations organizations to drive customer satisfaction and optimize revenue growth.

Key Responsibilities:

Focus: Category/Business Management
  • Responsible for achieving financial and market success in the region and providing region-level line-of-sight visibility (local pulse) to WW platform and Market Development
  • Development of regional strategic and operational plans
  • Manage Region market performance in conjunction with country leaders —commercial plan execution, forecasting, gap-to-close analysis and corrective actions as required
  • Perform detailed analysis and routine reporting to business leadership of Region business performance (i.e. Region revenue, unit/solution actual sales to forecast, campaign implementation status and results) so that appropriate actions can be planned. Recommend actions based on seasonality and competitive pressures, key partner performance and issues as appropriate
  • Work with pricing and sales leadership to optimize Region pricing
  • Plan and execute Region- and country-level NPIs, price actions, rollovers, upgrades and obsolescence of existing products


Focus: Region Segment Campaigns and New Product Launches
  • Responsible for adapting global campaigns and programs for execution in the region to establish strong customer and category positions including:
    • Country program adaptation and execution
    • Local communications deliverables, web content and translations, support center preparation to support campaigns
    • Industry and customer events
    • Region industry relationship management
    • Installed base management and development
  • Responsible for new product introduction/launch execution (NPI) and deployment plan, including country level PR, local web content and local activities to support launch
  • Develop and implement local sales and competitive response campaigns and programs
  • Execute programs and activities to support Molecular Spectroscopy’s channel partners, including events, dealers, sales and sales centers
  • Sales Training delivery

Metrics:
  • Consistent tracking and analysis of region market performance
  • Timely delivery of performance reporting
  • All campaigns executed on time and on strategy
  • CAS for region
  • Customer measures—Region Market Share, Retention, Acquisition



Key Linkages:
  • Commercial Sales
  • Product Management
  • Market Development
  • Territory Leads
  • Digital Marketing
  • Regional Marketing

Minimum Requirements/Qualifications:
  • Bachelor’s Degree in science or business disciplines and a minimum of 8 years of sales management or market development experience
  • Willingness to travel at least 50% annually, including internationally, role can be based anywhere in the APAC region.


Critical Hiring Criteria:
  • Proven ability to successfully lead and drive positive change within a global commercial-focused organization
  • Demonstrated success in forming interdepartmental relationships and leading a large, global team
  • Experience within the scientific industry, preferably around materials science or molecular spectroscopy instruments
  • Strong analytical skills and the ability to draw conclusions and observations from market trends, sales reports and other complex data sources
  • Experience leading in matrix organizations
  • Strong role model leader with ability to develop and motivate people at all levels
  • Substantiated capability to effectively negotiate and close business
  • MBA and foreign language experience preferred
Salesforce.com experience strongly preferred


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