Territory Sales Manager

• Kardex Malaysia Sdn Bhd is seeking a motivated self-starter to join our Malaysia New Business Team in the role of Territory Sales Manager, to be based in Kuala Lumpur, Malaysia.
• Your tasks

PURPOSE OF THE ROLE

• Develop the market for Kardex products and solutions for assigned territories.
• Reach and exceed sales targets in the territory and relevant segment via direct sales.
• Lead business development for new industry and segment.
• Initiate and follow up marketing leads, turn them into opportunity and close the sales.

Major task and responsibilities

• Achieve quota in the sales area for bookings and Gross Profit Margin of Sales.
• Manage prospect acquisition and lead generation, offer making, contract and price negotiations.
• Develop solution and value proposition for customer.
• Initiate and participate in business development projects. Recognize market needs and report into the organization.
• Work with marketing team to implement sales and marketing campaigns. Attend trade shows, conferences and other marketing events.
• Follow Kardex C2 (Sales) process applying Miller-Heiman Sales Method and use of CRM reporting.
• Coordinate sales projects.
• Perform risk assessment
• Act as overall technical and commercial contact for customers.
• Ensure compliance with the Kardex policies and regulations.

REQUIREMENTS

• Education: Tertiary education in related field.
• Minimum 10 years of experience in Intralogistics with high exposure to wholesale, retail, e-commerce, Bio-Pharmaceutical, consumer goods and/or automotive industries.
• Multi-year experience of high level and complex B2B sales, with solution selling.
• Commercial background with good technical understanding or vice versa.
• Formally trained in sales and key account management.
• Experience in development and negotiation of complex contracts.
• Good understanding of logistical processes, and software supported working processes.
• Experienced in using Strategic Selling Framework like Miller Heiman, SPIN selling and CRM, e.g. SalesForce
• Experienced in solution selling at high level.
• Creative and solution oriented.
• Patient, persistent and enduring working style.

Behaviours required to perform this role

• Ability to communicate effectively and efficiently at all levels of the organization.
• Ability to understand customer needs and see how our products can add benefits and help them being successful.
• Ability to create business cases together with customers.
• Ability to stay focused – talk when you should, listen when you should, multitasking ability, be sensitive and particular with how to use time best.
• Strong negotiation skills.
• Drive, team oriented, focus on winning.
• Build rapport and long term relationship with customers.
• Networking ability at all levels in organisation from board room to warehouse. Create and gain trust in and outside organisation. Be and create reputation of professional and fair behaviour.

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