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Regional Sales Manager II - Particle Instruments (Japan)

Location: 

Tokyo, JP

JOB SUMMARY

The Regional Sales Manager (RSM) of Particle Instruments is responsible for the sales and market development of TSI Particle Instruments in assigned territory. TSI sells primarily via distribution sales channels that requires active management. The RSM plans and implements sales and channel development strategies in accordance to company strategy. Specifically, existing Channel Partners (CPs) will require review and development on an ongoing basis. For CPs who will require technical and sales training, the RSM will coordinate and deliver. The RSM will also conduct market activities and customers joint visits to communicate TSI value propositions to customers with CP.

The successful candidate must be a disciplined self-starter who is capable of selling technical products, innovative in acquiring and retaining customers, leveraging the resources of channel partner, able to build rapport with customers, disciplined in time management and the use of customer relationship management tools.  The job requires traveling within Japan (30 – 40% of time) and occasional traveling outside of Japan as required.    

 

JOB RESPONSIBILITIES

  • Promote TSI business for the assigned products and territory to realize annual operating bookings plan and revenue
  • Participate and contribute to strategy development of Particle Instruments business
  • Direct the account management activities for the territory to drive account expansion and penetration; develop long term relationships and ensure customer satisfaction
  • Works closely with all stakeholders including Marketing to identify and assess new opportunities for existing products as well as opportunities for new product development
  • Plan, organize and accurately forecast territory bookings on a monthly basis
  • Provide ongoing, quantitative evaluations of channel partners to Regional Managing Director.
  • Drive and manage channel partners for sales growth and increase in market penetration
  • Evaluate need for new channel partners using gap analysis and identify/ assess candidate organizations
  • Gain understanding of market trends, application needs and customer specific requirements to help conceptualize them into successful sales plans.
  • When required, contribute to the creation of all field materials including brochures, data sheets, and other marketing collateral.
  • Work closely with product marketing to ensure effective delivery of sales tools to the field organization.
  • Work directly with customer support function to ensure that order entry, customer support processes are efficient/ supportive of assigned industry customers and sales team needs
  • Completes other assignments and special projects as requested

 

SUPERVISORY RESPONSIBILITIES

None assigned

 

JOB REQUIREMENTS

  1. Education
  • Required
  • Degree / Masters in Physics or other Science discipline
  • Fluent in English (Oral or written)

 

  1. Experience
  • Minimum 10 years selling to different types of end users and different markets.  Prior experience in Institutes of Higher Learning, Semiconductor, Research Institutes, Government Agencies preferred
  • Must have minimum 5 years of channel partner management experience
  • Experience in Aerosol Research, Engine Emission, Air Quality Monitoring and Filtration is preferred

 

Desired

  • Have previous particle instrument sales experience
  • Supplementary business education or certification

 

 

  1. Core Competencies:
  • Is knowledgeable of the aerosol science; is aware of global trends in particle technology and understands the global market needs
  • Demonstrates competency in basic selling process and skills. (including but not limited to: lead / opportunity generation; pipeline management; channel management; value selling; pricing and negotiation)
  • Strong interpersonal and communication skills to influence people and win
  • 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
  • Self-starter, rigor and result driven
  • Highly skilled in making presentations to audiences of different participants and size
  • Working knowledge of customer relationship management (CRM) software and preferably experience with SAP
  • Collaborative mindset to work in a cross-functional team environment
  • Networking capabilities (externally and internally)
  • Ability to assess customer’s desired results, obstacles, technical needs/application requirements, then formulates solutions and present them effectively and persuasively

TSI provides trusted measurement, application guidance, and data analytics solutions that enable our global customers to make informed decisions.  We are creating a better world by helping protect people, products and the environment, as well as by optimizing research and industrial processes.


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