Sales Manager, North China
- Beijing, China
- Employees can work remotely
- Contract type: Fix term contract
- Years of experience: 3 to 5 years
- Activity: Human care
As a global key player in yeasts and fermentation, Lesaffre designs, manufactures and markets innovative solutions for Baking, Food taste & pleasure, Health care and Biotechnology.
Family group born in northern France in 1853, now a multi-national and a multicultural company, Lesaffre is committed to working with confidence to better nourish and protect the planet.
In close collaboration with its clients and partners, Lesaffre employs 10 000 people in nearly 80 subsidiaries based in 50 countries.
Lesaffre achieves a turnover of 2 billion euros.
- Realization of Sales and Sales Development
- Prospect and Market Development
- Managing Customer Base and Relationships
Realization of Sales and Sales Development
Develop and execute appropriate go-to-market strategies through direct and indirect channels (eg distributors, agents) to expand market coverage and meet BU goals in allocated areas (Huabei).
Actively investigate customer needs through in person/digital interactions, to identify solutions for collaboration, sales opportunities and uncover industry trends that align within the Business strategy.
Identify new business opportunities with existing and new customers, interact with corresponding process and product developers of the potential customers leading to profitable future business. Build up and actively manage an Opportunity Pipeline
Provide the annual budget revenue commitment with the allocated area as part of strategic planning
Achieve and ideally exceed short-term budget revenue targets
Implement BU pricing policy for the area of relevance while considering feedback from the local market.
Lead BU business reviews and monthly forecasting processes.
Oversee claims and overdues settlement
Report commercial achievements and KPI as per BU definition monthly
Prospect and Market Development
Develop new sales prospects to deliver long term growth expectations.
Manage new leads generated by Marketing.
Propose and animate together with Marketing team campaign and promotional events with the allocated areas (eg seminars, presentation). Attend trade shows and represent BU including in category/industry association.
Build relationships with customers/end users in the assigned market segment(s)
Contribute to the development of business / market segment strategic marketing plan through ongoing assessment of and providing feedback on product competitiveness and industry trends and analysis.
Monitor competitors’ activities.
take charge of the potential exploration of Northwest area of China (Shaanxi, Gansu, Ningxia, Qinghai, Xinjiang);
Managing Customer Base and Relationships
Responsible for leading the customer relationship at all hierarchical levels.
Set up, coordinate & execute specific account management tactics and plans (eg Sales Operational Plan, Account Plan) to realize agreed sales growth and overall customer relationship objectives, both for the short and long term while maintaining running business. Use of supporting tools, systems and templates (eg CRM)
Coordination of BU resource application to the customer (eg Marketing, Quality, Technical service, R&A)
Meet with customers to assess their evolving needs and to assess the quality of our company’s relationship with them.
Provide input for customer segmentation and ensure BU service policy implementation.
Actively manage customer base, eventually handing over accounts to/or carving out accounts from business partners as per BU policy.
Manage business partners (eg distributors, agents) by setting ambitious goals, monitor execution, assess performance. Develop & propose plans to replace, simplify and/or add specific channels partners in the area.
Min Bachelor's Degree in Pharmacy, Science or Food and Nutrition, at least 3 years of direct B2B sales experience with proven track record/capabilities in Pharma/Food/Human health Nutrition.
English Level B2
Ability to multi-task and manage resources to maximize territory performance
Experienced making presentations with both external and internal customers
Must have interpersonal effectiveness and patience in handling all aspects of external and internal customer interactions and have demonstrated the ability to be a team player
Must be able to travel to accounts/sales meetings (up to 75%)
Based Beijing or Tianjin
Results driven with a strong track record of revenue growth and market share expansion in ingredient related businesses.
Strong entrepreneurial mindset (hunter)
Great negotiation skills
An excellent ability for positioning a novel ingredient in this industry (benefits, prices, relevant prospects, competition positioning, regulatory positioning).
Full proficiency in Sales Excellence methodology
Project Management Skills, ability to Manage Multiple Projects and Relationships Simultaneously,
Team player with a sense of dynamism, enthusiasm, a passion for excellence, innovation, and delivery.
Experience in Budgeting and Forecasting