With more than 160 sales and logistics facilities in over 70 countries, highly efficient in-house production and more than 7,900 employees, the Doka Group is one of the world’s leading companies for developing, manufacturing and distributing modern system formwork technology. Our strong and effective sales organisation gives construction firms all over the world swift access to pathbreaking formwork solutions and services for all areas of cast-in-place building construction. 

To continue building our high level of service for our customers, the Doka Group not only invests in its employees’ professional and personal career development but also sets great store by foresighted personnel planning. If you are passionate about what you do, have an inner drive to succeed, a desire to learn and grow from your experiences, then this is your opportunity to step up to a challenge!

Are you ready to make an outstanding positive impact to a region? Are you willing to roll up your sleeves and do what’s necessary to ensure the region’s success?

Doka East Asia & Pacific offers an exciting opportunity as Head of Sales Region who will be responsible for the development and implementation of sales strategies within the region and countries in order to exploit the market potentials. Moreover the incumbent will be driving local sales and margin goals and enabling the sales teams to perform at higher levels.  The Head of Sales Region will be accountable for expanding Doka’s presence in the region and increase sales that strengthen Doka’s position in the market.

Specific responsibilities include:

• To develop, implement and monitor regional and country sales strategies and arrangements as well as providing pro-active support and enabling the country sales teams in realizing their sales goals, improving their margins and streamlining sales processes and policies –> individualized on the countries’ maturity level, requirements and regional strategy:
  • To provide functional leadership to the Sales Teams in the countries (setting targets, enabling, monitoring)
  • To enable the local sales teams to conduct relevant market researches and analysis to identify growth markets/segments/products and accompany them in their execution
  • To optimize offer processes (scope of supply incl. services, project calculation, contract management).
  • To optimize the order process (change orders, claims, service charges) via appropriate monitoring.
  • To optimize the data quality of the sales pipeline and forecast
  • To visualize the added value of management tools (e.g. Project Calculator, Victori II & III, Cockpit, Sales Dashboard) according to Group standards and to ensure and monitor effective utilization; Maintain expert knowledge for such systems and provide training if needed
  • To ensure smooth onboarding in the countries of new Sales hires with the target to reduce the time until a new Sales Representative  becomes productive
  • To assist in the launch of new products
  • Pricing Management -> Continuous list price management in the countries
  • To provide training on the job for Sales Representatives and further enhance selling skills in close cooperation with the Country Sales Head.
  • To coordinate staff development as well as a continuous assessment of competences
• To plan and implement a regional Sales Training to optimize sales performance and to reduce time until new Sales Hires become productive during on-boarding phase
• To identify new potential and market trends
• To lead and develop product strategies and successful launch of the same
• To represent the Company for Large Scale Projects and Key Accounts if required
• To represent the regional Management to the country organizations
• To visit job sites as required
• To liaise with Head Office

• Degree in Engineering and/or Ecnomics (MBA) would be welcomed
• Outstanding Sales Management experience within Formwork industry or any other MNC experience out of an Industry supplying construction (Projects business)
• Ideally Engineering Background within Construction industry
• Project & Key Account Management as well as job site experience
• Strong financial understanding/business acumen (Margin Drivers, Discount Policy, Pricing Strategies, …)
• Proven Leadership Experience
  • Steering with KPI’s
  • Enabling & Empowering functional reports
  • Inspiring others
  • Management by Objectives
  • Long-Term Thinking
• International Experience; Any Asian Pacific Market experience would be a major benefit
• Excellent presentation, communication and negotiation skills (Contract Management experience is of key importance)
• Personality:          
  • Decisive, assertive and result-driven person with the ability to enthuse him/herself and others
  • Enjoys Challenges and Change; High Self Reflection
  • Able to work as an organized team player in a results-driven, fast-paced environment
  • Hands-on mentality and engaged personality
• Excellent English skills, any other language from the region or German is advantageous
• Willingness to travel within the region extensively

Place of Position: OPEN, however definitley within East Asia & Pacific