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Area Sales Manager (ASM)- Food China

Position Overview
1.Take charge of daily sales activity to achieve ambitious growth targets in China.
2.Take responsibility for market intelligence, strategic market(ing) planning and developing of regions and/or applications, including competitor analysis and monitoring.
3.Understand market and customer needs and whereas required, drive the process of managing &/or adapting the equipment portfolio to enable (forecasted) growth within the given boundaries of the multiyear global & local food-strategy plan set forward by TOMRA-Food management. If potential exists outside the outlined strategy, prepare a business case outlining its potential.
4.Eager to drive sales result and develop the specific application or a region (different provinces). Depending on growth achieved, whereas there is a likelihood to manage 1-3 direct sales reports in the next 2-3 years.
Main Responsibilities:
1.Commercial cooperation:
1)Cooperates in the search of interesting prospects and co-initiates partnerships in the assigned China-provinces or Product/Application specialities under the supervision of the Sales Director; though a high level of independence is needed, communicating also beyond China into the Food business unit structure of R&D, Marketing, Sales, business and market development, Market unit Management,…
2)Acquires actively the technical knowledge on the applications & machines within the TSS food-sorting business unit portfolio (applicable to the assigned application or region).
3)Cooperates actively in drawing up the forecast on sales & achieving actual sales results (committed annual budgets).
4)Produce (weekly/monthly) reports to on sales activity.
5)Initiate application tests on new or unknown applications; hence to develop either the application knowledge or identifying the equipment fit for the sorting task; whereas needed initiate also the required R&D to potentially enter a new (potential growth) market segment.
6)Invites customers and prospects for demonstrations (on known & tested applications); customer invited for a demo are in ‘purchase mode’.
7)Keeps commercials relations (new, and existing customers) continuously updated on new, interesting applications or upgrades and current projects.

2.Project and process Management of the sales within the assigned segment:
1)When prospecting, consider set forward targets for the identification of prospect projects; report clearly details on possible lost projects.
2)Maintain accurate leads, prospect and customer date in the available CRM system; accurately report project status.
3)Acquires the process of drawing up offers (A to Z) for the customer/prospect for the requested application.
4)Responsible for judging the commercial approach and maximizing margins on products offered and this within known/given limits; motivate deviations to these boundaries when judged needed.
5)Searching for solutions and keeps on going in order to make longer sales projects successful (never give up mentality).
6)Draws up careful reports/communication to customers.

3.Expanding the network of customers/partners/colleagues and market exploration:
1)Prepared for fairs to build customer relationships, generate leads.
2)Encourages customers and prospects to visit the stand or our offices.
3)Monitors the contact and check the sales activity, and accurately report projects status. In case of project delays, report why, what, etc.
4)Accurately monitor competition activities towards the contacts.
5)Actively explores the market in order to have an image on the possible sales potential (lead generation & prospect finding); the same should be supported by earlier drafted market mapping/evaluation, this in conjunction with the Market unit, Product and/or Market Directors, supporting the food business stream.
6)Execute intelligence studies to maintain competition advantage; actively gather competitor information on assigned regions and segment; report this in a structured manner to the whole organization.
7)Participate actively in the Asia & Global sales meetings, whereas direct sales, sales management, ASM’s, product, market R&D experts will attend; issue dedicated presentations upon sales and territorial activities.

Main Requirements:
1.Bachelor or above degree, technical related major is preferred.
2.Over 5 years’ B2B sales experience with proved successful record.
3.Good English (speaking and written skills) and Mandarin
4.Solid understanding of consultative & business value selling.
5.Experience in delivering client-focused solutions based on customer needs.
6.Motivated, goal oriented, aggressive, persistent, ambitious, passion and can drive for result; never give up mentality.
7.A skilled in negotiation delivered with in a confident & persuasive manner with excellent listening skills. And good at communication and coordination with internal/external resources.
8.Located in Xiamen (TOMRA China HQ) for the first half year to quickly ramp up based on systematic training program; both domestic and international travel when needed.