China

China/Asia Pacific (APAC)

November 17, 2020

In addition to annual initiatives, the key accountabilities of this position are:

Individual Sales and Business Development Practice Coaching

  • Support and coach the sales teams and the RSEC teams by actively building strategic relationships with industry groups and customers of scale by mutual customer visits and calls.
  • Support project scope and proposal activity as required to make sure we are offering the best solution.
  • Join negotiation meeting and support practice and exercising of our Value Articulation tools such as the DEVA and POMA (Project Opportunity Management Assessment).

Driving Sales and Sales Enablement teams through DE Expertise

  • Work with the sales and RSEC teams to develop proposals and respond to quotes using effective solution development techniques, including offering digital and control solutions
  • Deliver the Design Expert curriculum, practicing, assessing and continuously improving DE knowledge both within our direct sales force and the external sales representatives
  • Actively ensure the sales force is following the Armstrong Sales Process and continuously improve its application to increase our B2Q ratio up to min 35 %
  • Act as Subject Matter Expert (SME) for learning materials related to commercial activities and the Armstrong Sales Process

Technical Training Development

  • Onboard and mentor each new sales team member
  • Lead the coordination of internal and external training applications and selling practice around new product launches
  • Lead opportunities to develop application and product practices in external sales rep groups at trade and industry events
  • Collaborate with Marketing and Communications to develop consistency in the branding of all sales training materials

Participate in Account Management

  • Actively practice with the sales force to develop strategic sales techniques consistent with the Armstrong brand
  • Practice with the sales force about how to build lasting and mutually rewarding customer relationships
  • Coach the sales force on the development of customers of scale by using the Key Account Management (KAM) tool

Develop the Armstrong Sales Process Practice with Sales Partners and Sales Channels

  • Onboard new sales representative agents and consulting engineers with product and service offerings
  • Develop and share DE knowledge with key partners
  • Build and enrich partner relationships through practice development opportunities

Role Requirements

Essential

  • Qualification within HVAC or engineering University Degree preferred or equivalent accepted
  • High degree of fluency in P&I drawings in mechanical / HVAC application
  • Previous management of an internal sales or customer orientated team
  • 5 + years of technical sales or applications engineering experience working with configured products and engineered to order packaged system sales
  • Experience in HVAC controls, automation and optimization
  • Experience in the supervision/development/management of staff.
  • Proven experience teaching and coaching of sales and engineering professionals
  • Creative problem-solving skills, conflict management within different organizations (centralized and matrix organizational structures)
  • Ability to break down complex problems in a simplified way, conduct root cause analysis and provide clear, well thought-out recommendations
  • Strong, team-oriented leadership skills with presence and a bias for action
  • Self-directed with ability to work autonomously and collaboratively and a focus on results
  • Ability to communicate in an open and authentic manner in all situations
  • Chinese and English Speaking

Desirable

  • Technical product knowledge of the company’s current product range.
  • Knowledge of the Armstrong Sales Process and DEVA development and execution as well the POMA and KAM tool would be of benefit
  • Thorough knowledge and understanding of the company’s internal sales systems.
  • Business Systems knowledge - Baan, Aol, GV, CRM.

If this sounds like you, we want to hear from you today!
To apply for this exciting opportunity please send your application using the button below. We thank all candidates that apply but regret to inform that only short listed candidates will be contacted for an interview.

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