Work location : Hanoi 

Assigned area : Vietnam, Cambodia, Thailand 

Reporting line: Global Partner Network department manager (Based in Malaysia) 

Role Responsibilities: 

Overall Objective of Role: The GPN Business Developer role is to promote the BAEC (Business Area Entrance Control) range of products and secure major projects within an allocated geographical area.He/She will achieve his/her objectives through: 

• Partnership Network Setup and Development 

• Set geographical target to set up distributor presence 

• Select / choose suitable partner in selected countries 

• Define the level agreement of chosen partner 

• Distributor/Partner Management 

• Develop, service, and grow relationships with distributors 

• Maintain effective working relationships with current distributors 

• Lead regular onsite meetings and conference calls with distributors 

• Proactively assess, clarify, and validate distributor needs on an ongoing basis 

• Train distributors to ensure continual improvement in sales, capability, knowledge, performance and profitability 

• Develop sales strategies - set and enforce sales goals with distributors 

• Seek opportunities for business development within a defined area or sector in each territory 

• Support Distributors with client offers 

• Through Key accounting, coordination, support and direct involvement in key projects he/she will insure continuous profitable growth of sales with each distributor 

• Monitor lead pipelines 

• Drive peak performance and sales success across each distributor 

• Develop an accurate and realistic annual budget plan and monitor performance to budget with distributors 

• Prepare monthly sales forecasts for the upcoming three to six months 

• Set up KPIs according to partner level classification and Sales Enablement & Marketing Strategy and goals 

• Set up Regular partner performance follow up online and on-site visit meetings 

• Annual (re)classification of partner according to KPIs goal and global scoring 

• Release non-performing partners if applied 

• Ensure Distributor's compliance with agreed contract and best practice 

• Implement marketing plans set out by the Distributor marketing team 

• Attend local trade exhibitions 

• Update Distributors on new product development 

• Market Awareness 

• Global and local market awareness (economical, political, risk assessment...) 

• Map key projects/segments and relevant stakeholders/influencers within the area as well as a strong understanding of the local environment and routes to market 

• Gather market information, competitor analysis, market needs and new products requirement and present it in a structured and analytical way to the relevant BAEC department to insure continuous improvement of the offering and its positioning 

• Key Account Management 

• Follow the identification and assessment of key partners, he/she will create or reenforce existing relationship with key stakeholders (system integrators mainly) within the region and manage alliances against specific projects 

• Mass Transit 

• While Mass Transit projects are managed by a dedicated team within BUEC, the GPN Business Developer will support mapping of key mass transit projects and relevant stakeholders / influencers within the GPN geographical area 

• GPN BD will coordinate activities with the relevant Global Mass Transit partner and/or Distributor (when directly involved) and will ensure that the best approach and support is provided to secure mass transit projects within the GPN geographical area 

• GPN BD will support the Mass Transit project teams, by managing customer expectations and satisfaction during the implementation whenever necessary 

• Technical and bid management support against specific project whenever necessary 

• Safe Storage Business, Vietnam 

• The overall objective of the Candidate responsible for the Vietnam market is to promote Safe Storage's range of products and secure major projects in Vietnam 

• This Candidate for Vietnam Safe Storage is responsible for developing and executing sales strategies to achieve revenue and market share goals in Vietnam 

• This role involves managing channel sales partners, building and maintaining customer relationships, and ensuring the successful implementation of sales initiatives 

• Sales Forecasting: Develop accurate sales forecasts and budgets for the Vietnamese market. Track performance against these targets and take corrective actions when necessary.  

Role Requirements: 

• Proven working experience as a business development manager, sales executive or a relevant role 

• Proven sales track record 

• Experience in customer support 

• Ability to build rapport and adapt to different cultures and backgrounds 

• Initiative and good decision-making skills 

• Project management skills 

• Strategic and analytical thinking skills 

• Communication and negotiation skills 

• Time management and planning skills 

• Fluent in English 

• Market knowledge in access control system/security solution 

• Master/BSc/BA in business administration, sales or relevant field 

• Min 5 years proven experience