Business Development Director - China (Shanghai)

About Averna 

A worldwide Test & Quality leader, Averna delivers innovative solutions for clients – including many Global 1000s – in numerous manufacturing industries. What started as a three-person operation in 1999 is now a multinational organization spanning 11 countries in Asia, Europe and the Americas, with over 1,200 employees and countless successes and awards.     

Averna’s entrepreneurial culture fosters innovation, collaboration, and a results-driven mindset, empowering our teams to push boundaries and achieve market leadership.  

Averna China draws on global engineering expertise and an extensive client network to deliver integrated solutions across multiple industries. Our goal is to drive innovation and secure a strong position in China’s Test & Quality market, while ensuring seamless support and business continuity through our dedicated teams and product portfolio. 

Business Development Director - China (Shanghai)

The Business Development Director in a few words

Drive growth and market presence across Mainland China in key sectors: Consumer Electronics, Automotive, Semiconductor, and Aerospace & Defense. Lead a high-performing team to define commercial strategy, manage pipelines, build strategic customer relationships, and deliver revenue and margin targets.

This is a high-impact, cross-functional role with global exposure across APAC, Europe, and North America.

Roles and Responsibilities

Sales Leadership

• Lead and develop the China Business Development Manager team to achieve regional targets
• Set quotas, KPIs, and drive disciplined sales execution across the China sales organization
• Drive pricing and proposal decisions for strategic opportunities, ensuring competitive positioning and profitable outcomes

Business Development & Strategy

• Define and execute China’s commercial strategy across Consumer Electronics, Automotive, Semiconductor, and Aerospace & Defense
• Drive business development by engaging customer decision-makers, leading complex pursuits, and advancing opportunities from early engagement through deal closure
• Identify, prioritize, and develop strategic and growth accounts, building multi-year account plans that expand scope, penetration, and revenue over time
• Provide market and competitive insights to refine focus and support profitable expansion in China

Regional Sales Ownership & Management

• Own the China quota and deliver results through strong pipeline management and strategic pursuit leadership
• Enforce CRM discipline and maintain a high-quality, actionable sales pipeline
• Lead forecast consolidation, KPI tracking, and performance reporting for China
• Provide regular business insights and strategic recommendations to APAC and global leadership based on China market performance and customer feedback

Team Management & Development

• Coach Business Development Managers in consultative selling, value positioning, and early opportunity qualification
• Foster a collaborative, high-performance sales culture

Internal Collaboration

• Partner cross-functionally with Solution Architects, Engineering, Operations, and Marketing to support pursuit excellence and market presence
• Align with global account teams to support multinational customers operating in China

Education & Experience

• Bachelor’s degree in Engineering, Electronics, Mechanical, Automation, or other related technical fields
• 8–12 years of experience selling complex technical solutions in China (automation, test & measurement, capital equipment, or system integration)
• 3–5 years of experience managing sales teams or senior-level account roles
• Proven track record of selling into large OEMs and multinational technology companies
• Experience working in fast-paced manufacturing ecosystems or technology-driven sectors
• Bilingual: Mandarin (native) and English (business-level) communication skills

Mobility

• Ability to travel up to 40–50% within China and internationally as required

Technical / Functional Competencies

• Strong technical understanding of automation, test & measurement systems, and engineering processes
• Ability to lead strategic sales cycles and solution-based consultative selling
• Solid understanding of manufacturing workflows, test architecture, and system engineering concepts
• Demonstrable experience selling capital equipment or engineered solutions to China OEMs
• Experience selling into Aerospace & Defense or other high-security programs is an asset
• Familiarity with National Instruments toolsets is a plus
• Experience with PLC-based automation systems is preferred
• Excellent communication, executive presence, negotiation, and relationship-building skills

Behavioural Competencies

• Aligned to Averna values.
• Challengers
• Learning agility
• Passion for engineering
• Active listening
• Presentation Skills
• Conceptualizing skills

What's in it for YOU 

• A dynamic sales role with direct exposure to world-class technology organizations 
• A highly visible, cross-functional position that highlights your expertise across all Averna departments and global markets 
• Competitive benefits package 
• Opportunities to travel #LI-Hybrid 
• Be part of a company that puts ESG at the heart of its mission, for people, planet, and performance   

Averna is committed to employment equity and to encouraging diversity and inclusion. We are pleased to consider all qualified applicants for employment, regardless of race, color, religion, sexual orientation, gender, national origin, age, disability, veteran status, or any other legally protected status.