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:
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Partnership Network Setup and Development
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Set geographical target to set up distributor presence
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Select / choose suitable partner in selected countries
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Define the level agreement of chosen partner
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Distributor/Partner Management
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Develop, service, and grow relationships with distributors
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Maintain effective working relationships with current distributors
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Lead regular onsite meetings and conference calls with distributors
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Proactively assess, clarify, and validate distributor needs on an ongoing basis
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Train distributors to ensure continual improvement in sales, capability, knowledge, performance and profitability
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Develop sales strategies - set and enforce sales goals with distributors
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Seek opportunities for business development within a defined area or sector in each territory
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Support Distributors with client offers
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Through Key accounting, coordination, support and direct involvement in key projects he/she will insure continuous profitable growth of sales with each distributor
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Monitor lead pipelines
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Drive peak performance and sales success across each distributor
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Develop an accurate and realistic annual budget plan and monitor performance to budget with distributors
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Prepare monthly sales forecasts for the upcoming three to six months
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Set up KPIs according to partner level classification and Sales Enablement & Marketing Strategy and goals
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Set up Regular partner performance follow up online and on-site visit meetings
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Annual (re)classification of partner according to KPIs goal and global scoring
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Release non-performing partners if applied
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Ensure Distributor's compliance with agreed contract and best practice
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Implement marketing plans set out by the Distributor marketing team
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Attend local trade exhibitions
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Update Distributors on new product development
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Market Awareness
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Global and local market awareness (economical, political, risk assessment...)
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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
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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
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Key Account Management
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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
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Mass Transit
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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
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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
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GPN BD will support the Mass Transit project teams, by managing customer expectations and satisfaction during the implementation whenever necessary
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Technical and bid management support against specific project whenever necessary
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Safe Storage Business, Vietnam
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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
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This Candidate for Vietnam Safe Storage is responsible for developing and executing sales strategies to achieve revenue and market share goals in Vietnam
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This role involves managing channel sales partners, building and maintaining customer relationships, and ensuring the successful implementation of sales initiatives
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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:
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Proven working experience as a business development manager, sales executive or a relevant role
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Proven sales track record
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Experience in customer support
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Ability to build rapport and adapt to different cultures and backgrounds
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Initiative and good decision-making skills
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Project management skills
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Strategic and analytical thinking skills
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Communication and negotiation skills
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Time management and planning skills
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Fluent in English
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Market knowledge in access control system/security solution
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Master/BSc/BA in business administration, sales or relevant field
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Min 5 years proven experience