Sales Director (SEA)

KEY RESPONSIBILITIES

Sales and Margins

• Defines and executes overall business strategy of (all) key accounts in each market/country in SEA.
• Prepares Sales Budget & Mid-Term Plan for the Region per accountability.
• Analyzes budget variances and initiates action plans to close gaps/stay ahead of budget.
• Reviews equipment margins and initiates action plans to defend as well as grow margins.
• Prepares business plans to support customer growth in their markets.
• Exploits market opportunities and identifies new challenges.

People

• Leads by example through discipline, teamwork and collaboration.
• Cultivates a customer-oriented and service-driven culture.
• Encourages and motivates the Pod and project teams for creation and value innovation.

Market, Customer, Equipment and Service

• Maintains key customer relationship by presenting company value propositions, providing equipment solutions and supporting customer growth.
• Leads the management of projects through the Pod team to ensure smooth execution of projects, and works with key internal stakeholders to maximize company interests and ensure optimal results.
• Knows with high competency level the market, equipment, customer needs, kitchen layouts, and any other unique kitchen requirements.
• Conducts regular market visits; submits report after each market visit and major meetings with customers.
• Visits Customer Regional Headquarter and Corporate office in respective markets (e.g. MCCL, MEDC, BK APAC, etc.)

Financials

• Responsible for managing customer AR, timely collections, and meeting of AR days target.
• Proactively follows up with all customers, corporation and franchisees, including face-to-face meetings to collect AR.
• Elevates actions for VP Sales and MD, as necessary, on a timely bases.
• Manages sales costs.

Business Process

• Supports and implements sales business processes.
• Defines improvement opportunities in sales-related processes and tools.

Organization and Communication

• Ensures optimal communication to all stakeholders (3-way).
• Works within a matrix structure.

Management of the Brand

• Accords all customers with the highest level of respect and dedication to service.
• Be an inspiration to colleagues in creation and value innovation.

Customer Relationship and Loyalty

• Continuously works to improve customer satisfaction.
• Collects market information and translates this into priorities and action plans.