Director Sales

Director of Sales

Kuala Lumpur, Malaysia  

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The Regional Sales Director is accountable for driving the sales performance of the regional sales team across UOP’s entire portfolio, with particular focus on LST products and services. The Regional Sales Director is accountable for driving sales performance in the areas listed below, and in relation to achieving sales targets; maintaining an accurate forecast; growing the pipeline, fostering customer relationships and developing talent.

Key Responsibilities:

• Delivering on assigned sales targets (bookings and revenue) for the region. Delivering on regional sales targets is one of the key elements of the Regional Sales Director role. 
• Maintaining accurate Business Forecasts in SFDC for the region with focus on opportunity close dates, accurate probabilities for UOP success (including “call”) and accurate representation of expected UOP fees. Maintaining an accurate forecast for the region is one of the key elements of the Regional Sales Director role.
• Manage the Account Plan activity and executive engagement activity for regional customers to understand customer needs, and define and drive  organizational and business requirements to meet those needs. 
• Develop and execute a strategic plan to grow sales by (i) growing the core and (ii) by demand generation.
• Develop and execute a strategic plan to grow the ‘Performance Solutions’ / outcomes business vector.
• Develop and execute a strategic plan to retain and migrate to ‘Connected’ retainer service agreements.
• Growing the pipeline of opportunities by leveraging a combination of relationships; solution selling skills; and value selling through a knowledge of UOP’s offerings.
• Developing and executing ‘value selling’ sales strategies to grow the pipeline and deliver on regional sales targets.
• Using solution selling and Miller Heiman tools for strategy development in accordance with guidelines.
• Develop and maintain/enhance relationships with UOP’s customers at the C-suite and senior leadership / decision maker levels to grow UOP business. 
• With Marketing and R&D, identify new products and solutions for the region. Participate in voice of customer data/information collection. Support new product launches. 
• Develop and retain talent through a combination of (i) execution of actionable development plans for direct reports; (ii) coaching and mentoring of direct reports; (iii) identifying training needs/individual development plans of direct reports; (iv) input to Management Resource Review (MRR).
• Supervise the preparation of commercial proposals with the assistance from the respective business and sales support.
• Supervise the preparation, negotiation and execution of purchase orders/ sales agreements and non disclosure agreements. Processing all these documents as applicable to close the deal.
• Ensure up to date knowledge of UOP’s entire portfolio to prospect for and identify new opportunities.
• Work effectively with other Honeywell affiliates (e.g. HPS) and Honeywell High Growth Regions (HGR) to promote UOP and where applicable a ‘One Honeywell’ approach.
• Assist Customer Care on managing and follow up on accounts receivables for identified customers, identifying any disputes as soon as they become apparent.
• Manage the utilization of channel partners (distributors, sales agents) and ensure Honeywell integrity and compliance policy requirements are satisfied.
• Participate and present at Industry seminars and conferences.
• Develop and communicate intelligence concerning customers; customer segments; competitors and UOP’s produce/service performance to support market analysis and planning activities
• Ensure Honeywell Schedule of Executive Authority (SEA) and UOP Asia HUB BOGS are followed.
• Ensure HR/HSE policies/procedures are maintained / followed.
• Ensuring client satisfaction through various phases of an opportunity/project including sales, commissioning and on stream performance.

Key Experience & Capabilities:

• Bachelor or Masters Degree in Chemical Engineering or equivalent.
• 10+ years experience in sales / sales support to the Refining and/or Petrochemical industries.
• 5 years of experience in sales leadership/people management.
• Ability to travel up within Asia Pacific upto 50 % of time.

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