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Regional Sales Manager II- Asia Pacific

Location: 

Beijing, CN Singapore, SG

JOB SUMMARY

The Regional Sales Manager will be responsible for promoting and increasing the sales revenues of DICKEY-john products in given geography i.e. Asia Pacific. These revenues are comprised primarily of a distribution sales channel that requires active management and direct OEM business. Specifically, existing Channel Partners (CPs) will require review and development on an ongoing basis. The RSM will identify and replace failing CPs with better performing CPs who will require technical and sales training which the RSM will coordinate and deliver.  OEMs will require technical sales and support from the RSM.  The RSM will report to the Director of Global Sales. The job requires up to 50% travel within defined territory.

 

JOB RESPONSIBILITIES

  1. Develop and implement tactical sales plans to achieve sales volumes with the assigned accounts consistent with annual business goals.  This includes using gap analysis tools e.g. non-performance / geographical territory void.
  2. Manage, train, and motivate CPs for sales growth and increase in market penetration.  This includes conducting joint sales calls with CPs on a regular basis.
  1. Identify, cultivate, and grow direct OEM business accounts given current product portfolio. 
  1. Provide on-going, quantitative evaluations of CP added value to DICKEY-john Sales and Service Operations.
  1. Analyze market drivers, technology developments, intellectual property landscape, regulatory drivers, and competitor posturing of assigned product line segments.  Recommend new product development opportunities based on findings.
  1. When required contribute to the creation of all field materials including brochures, data sheets, and other marketing collateral.
  1. Gain understanding of customer and potential customer business and technical requirements and help conceptualize and communicate to other business and product managers.
  1. Work with the customer base to provide DICKEY-john with demand visibility to be incorporated into DICKEY-john’s forecast and production planning and provide routine account updates including but not limited to account scorecards, DAP planners, etc. 
  1. Travel extensively to support sales activities by visiting customers and potential business partners, training, new product launches, and VOC efforts.
  1. Complete other assignments and special projects as requested.

 

 

JOB REQUIREMENTS

 

1.  Education

Required:  Bachelor’s degree in agriculture, engineering, or business.

Desired:  Master’s degree in agriculture or related technical field.

 

2. Experience

Required

  • Minimum of 3-5 years selling to different types of end users and different markets, for example, Precision Agriculture, Electronics, Instrumentation.
  • 2-3 years Channel Partner, Distributor management experience.
  • Defining, planning, executing, and evaluating successful channel partner review and motivation.

 

Desired

Agriculture methods, practices, trends. 

Agricultural trade associations, groups.

 

3. Core Competencies:

  • Demonstrates competency in basic selling skills.
  • Self-motivated and directed.
  • Evidence of positive sales track record.
  • Effective in territory planning and time management.
  • Transactional selling skills including the ability to identify end user key user requirements to validate Channel Partner feedback.
  • Working knowledge of customer relationship management (CRM) software for managing accounts/contacts, activities, and sales opportunities. 
  • Proven ability to excel in a cross-functional team environment.
  • Demonstrated ability to execute on multiple projects and excel in a results-oriented work environment.
  • Highly skilled in making presentations to audiences of different participants and size (potential channel partners, OEMs, sales staff, technical staff and non-technical professionals).
  • Is knowledgeable of the global climate in the agricultural industry; is aware of global trends in technology and understands the global market; deals effectively with global partners and is aware of multicultural issues.

 

 

EQUIPMENT TO BE USED

Must be able to:

Use standard office equipment such as copier, telephone, etc.

Operate computer and other electronic equipment

 

 

MENTAL, PHYSICAL and SENSORY DEMANDS

1. Mental Effort

Extended periods of concentration required to complete assignments within established deadlines.

Routinely read and write technical and non-technical information.

Regularly required to conduct research, analyze data and create methodologies /visualize conclusions to resolve problems.

 

2. Physical Requirements

Sit for extended periods of time.

Stand and walk/move to different locations as needed.

 

 

WORK ENVIRONMENT

Work is typically performed in a standard office setting working at a desk or table on a level surface. Air quality and noise levels are within normal limits. Eye protection is usually not required.  Under normal conditions, exposure to excessive noise, dust, humidity, and fumes is rare. An employee may be required to work more hours than normally expected during a regular workweek depending on workload and deadline requirements.

 


DICKEY-john manufactures monitors, controllers, moisture testers, ground speed sensors, and a variety of other systems used in agricultural, public works, and analytical markets.  Customers range from individual farmers to original equipment manufacturers (OEMs). No matter what the size, the expectations are the same: a cost-effective, technologically advanced, precision product. Visit our products at https://www.dickey-john.com/


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