Sales Development Manager

Sales Development Manager will focus on executing sales primarily for the Corrugated industry and secondarily on the Packaging industry across territories in Malaysia and the surrounding countries. You will report to the Regional Director of APAC.

Responsibilities:

• Develop winning sales strategies and tactics for selling corrugated software/hardware solutions and services to the largest corrugated companies as well as mid-sized independent companies

• Be responsible for all direct sales efforts from lead generation to close

• Responsible for recruiting, training and supporting new and possibly existing referral agents and re-seller partners

• Manage all sales activities within some existing and new enterprise companies within the Corrugated industry as well as some packaging opportunities where management feels like we have a good fit in sales coverage and solution fit

• Build a 1, 3 and 5-year strategic market development and expansion plan that is based on growing from the top tier companies in the region

• Develop and nurture existing accounts to maximize reference potential

• Achieve desired "product sales mix" and "buying account mix" with both new and existing accounts through strategic action plans and measured account engagements

• Be expected to present monthly and quarterly reviews detailing progress against targets and milestones

• Establish effective communication with appropriate sales and technical managers to ensure proper sensitivity to all sales needs

• Secure EPS and Customer executive sponsorship alignment by mapping key account organizations to equal EPS roles to foster new relationships and gain strategic relationships

• Manage all full-cycle sales activities within assigned territory including client development, sales of emerging products and multi-product sales, onsite customer presentations, and sales campaigns

• Provide timely and accurate territory reporting, and forecasting to sales management utilizing

• Follow a 9-step sales process that includes performing discoveries, gaining executive mindshare and buy-in, validating opportunity impact, presenting cash flow and ROI financials relative to budgets, orchestrating and moderating through technical reviews and demonstrations using peer resources as appropriate, configuring final solution offerings, negotiating contractual terms and conditions including all commercial aspects of the sale and properly handing off the new, closed opportunity to the Customer Success team to implement

• Leverage EPS resources and capabilities inside Marketing, Sales and the Business Unit towards the achievement of goals

• Provide regular feedback to marketing, sales and product management regarding products

• Establish and build relationships with EPS sales and technical support

• Utilize all resources during the sales process including team sale efforts with product management, professional services, general management and senior leadership when appropriate

• Communicate regularly through personal visits, telephone calls, etc. with key contacts; field travelling is a must (50%)

• Attend all assigned tradeshows, open houses, associations and other EPS events

• Achieve booking targets within operating budgets

This role might be a good fit if you have:

• Demonstrated history of selling relationships at the C-level with corrugated companies across China and the surrounding region

• Demonstrated track record of meeting/exceeding quota in a Sales role with complex sales cycles selling intangible solutions and/or services. Corrugator equipment sales experience is also considered

• Experience with enterprise software sales is an advantage with a proven track record

• Experience with corrugated or packaging markets would be an advantage

• A solution selling sales style and can follow a sales process that is designed to create the need then monetize a solution that returns a positive cash flow and healthy return on investment in a relatively short period

• Passion for opening new accounts, starting new relationships, prospecting and opening new opportunities to impact businesss efficiencies, revenues and profits

• Proven success at starting a selling relationship with something small like a pilot program or 1 location then expanding that into a large enterprise relationship selling multiple locations across multiple products, solutions or services

• The ability to command respect and earn the trust of people and organizations across the entire hierarchy of a business from the shop floor to the Board of Directors

• Demonstrated proven success in complex sales, ideally of software products

• Expertise in complete complex sales cycle management prospect identification, qualification, discovering and validating value, proposal and close

• A good understanding of software technology can demonstrate the value it brings to the corrugated industry. Packaging experience and market knowledge are a plus

• A demonstrated ability to build and execute against a strategic sales plan

• A Self-starter ability and can work independently with minimal supervision

• A friendly, hard-working and respectful interpersonal skills, are team-oriented and work with a sense of urgency to get things done quickly but precisely

• A solid 5 to 10 years of experience in Corrugated and or associated systems sales

• A good understanding of the lifecycle of an order or business processes in the corrugated or packaging business

• Possess the ability to target, acquire and manage new accounts at a high level within the assigned region

• Excellent presentation and negotiation skills

• Excellent Mandarin verbal and written communication skills are compulsory

• Excellent English verbal and written communication skills are required