Sales Manager

Position Summary

The Sales manager will manage the sales process for QUALITROL’s offerings to the customers in Malaysia region market. The Sales manager will engage with our customers, employees and channel partners to increase customer satisfaction and grow QUALITROL’s sales in the region.

Located in the region the candidate will work directly with the Sales Director, APAC and QUALITROL’s leadership team to establish and implement sales plans and tactics for the region. The candidate is responsible for executing all aspects of the sales process including developing and managing relationships with customers (OEM, EPC and end users), channel partners and employees. The candidate will also provide and be accountable for forecasts and will maintain the region’s opportunity funnel in QUALITROL’s CRM.

Essential Functions/Responsibilities:

Primary Functions

1. Manages, directs, and executes sales efforts in the assigned territory.

2. Develops and implements sales strategies and tactics in concert with the Company’s strategic plan, product roadmaps, annual budget and governance policies.

3. Recruits, develops and formally manages channel partners in the territory to ensure their business plans are aligned with and remain focused on QUALITROL’s business objectives.

4. Engages customers at all levels and communicates the needs of customers without emotion.

5. Maintains confidentiality in all aspects of staff, business strategy and financial information.

Business Strategy

1. Develops and executes sales and support strategies for sustainable sales growth.

2. Develops and executes a plan to increase penetration (depth and breadth) in the region and become the preferred vendor in the local markets.

Performance, Metrics & Reporting

1. Establishes sales objectives by forecasting on a monthly, quarterly and annual basis (regional, employee and channel level).

2. Develops territory forecasts and maintains an opportunity funnel for the general business and solutions opportunities.

3. Conducts research, compiles data and prepares reports for QUALITROL’s Sales Management team.
4. Utilizes RBS, performs analytical reviews, recommends and implements corrective actions for exception conditions.

5. Monitors and analyzes historical data to determine order frequency, product trends and life cycles.

People Management & Employee Development

Develop and manage team in the regional market, work directly and indirectly with the people within the organization and train and manage their development plans.

Accountability, Planning & Reporting

1. Is responsible for the collective sale of products and services in assigned territory.
2. Meets or exceeds established quotas in the region.
3. Develops regional sales plans and contributes to global sales plans.
4. Develops and maintains a knowledge of products, features, benefits and applications.
5. Compiles routine reports including status on each channel’s performance, plans and sales tactics.

6. Communicates the needs of the regional sales organization to meet the Company’s objectives.

7. Communicates to the Company the business climate of the assigned territory.

Customer Relations

1. Creates vision and removes barriers.

2. Responsible for customer and channel partner relations in the assigned territory.
3. Conducts sales calls and travels to customer sites as required by market opportunities.
4. Understands the customer needs and applications, and maps QUALITROL’s solutions to those needs. Presents solutions establishing value for the customer.

Knowledge, Skills & Experiences

1. A well-organized and self-directed individual who is a team player.
2. Proven ability to carry and deliver against multi-million-dollar quotas.
3. Proven track record of maintaining high-level customer relationships.
4. Deep understanding and experience managing all aspects of a non-stocking Distribution channel for a USA and UK based principal.

5. Ability to deal with customers and the factory where tact may be required to maintain continuing harmonious relationships.

6. Demonstrated ability and willingness to make decisions, popular or unpopular, in the best interests of the company.

7. Excellent communication skills (verbal and written) and the ability to interact effectively in English.
8. Computer fluent, with specific attention to e-mail and Microsoft Office product skills; CRM and sales funnel tools.

Job Requirements:

1. Bachelor’s and/or Master’s degree in Electrical Engineering 

2. A deep understanding of electric power facilities.

3. Experience structuring, advocating and closing electric power deals at all levels of management including the C-suite.

4. Minimum of 5-10 years of experience working with channel partners (representatives and non-stocking distributors).

5. Deep technical and practical knowledge of Grid monitoring in Power network.

6. Understanding of Power Transformers including its accessories and its functions i.e protection devices and monitoring devices

7. Knowledge of Partial discharge in Transformer and Gas Insulated switchgear

8.  Condition based maintenance of the electrical assets in the power network

9. Demonstrated knowledge of the regional markets business practices and culture. 

10. Ability to travel extensively within the region.

11. Experience in standard work, problem solving process and daily and visual management

12. A strong contact database and personal references in the Power Engineering industry.

QUALITROL values candidates who are team oriented and have the ability to combine strong interpersonal skills with effective leadership and well-structured processes.

About Qualitrol

Established in 1945, with continuous improvement at the core of our business, QUALITROL® provides condition-based monitoring across the globe for utility assets. We are a trusted global leader for partial discharge and dissolved-gas monitoring, asset protection and information products across Generation, Transmission and Distribution. At QUALITROL® we are redefining condition-based monitoring.