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Head of Sales, SEA

Keywords / Skills : OEM Sales, Sales Manager, Head of sales,

8 - 12 years
Posted: 2018-10-23

Job Description

Critical Competencies:

  • Ability to create buy-in with the country teams without direct formal authority and act as a role model in leadership
  • "Get things done" attitude and outcome driven thinking
  • High degree of self-initiative, responsibility and accountability
  • Ability to constructively challenge the status quo
  • Cultural sensitivity for different countries and people in SEA.
  • Strong will to succeed and go the extra mile
  • Well rounded personality with a down to earth attitude
  • High degree of professionalism and work ethics
  • Well organized and able to prioritize different activities
  • Analytical and conceptual skills with the ability to synthe strategic recommendations to senior management

Required Education & Experience:

  • University Degree in Mechanical and/or Electrical Engineering and Business Administration (MBA)
  • Minimum 12 years of relevant business, technical and leadership experience, perferably in an industrial MNC environment. (e.g. Automation OEM)
  • Experience leading a transformation process in a multicultural environment
  • Track record in successfully managing a P&L and delivering value to an organization

  • Leadership experience of leading a team above 20 people
  • International working experience with sensitivity for different cultures
  • In depth understanding of different channel approaches in industrial businesses (Distribution, OEM and end-customers)
  • Be familiar with digitalization trends in industrial field (e.g. Industry 4.0 / IIoT) and corresponding service offerings. (e.g. Condition Monitoring)
  • High proficiency in Excel, PowerPoint,, ERP/SAP

Tasks (Description of main tasks)

  • Develop comprehensive SEA channel specific strategy (MRO, Distribution, OEM and MC) based on in depth market, competitive, customer information and functional input from other functions (Engineering, HR, etc.)
  • Drive implementation of SEA channel strategy with local country teams based on clear performance KPIs and sales tools (e.g. Salesforce)
  • Generate new business opportunities in SEA by exploring white spots in the different markets and by addressing new customers
  • Refine and implement Distribution Concept (e.g. Tier & Service Concept)
  • Provides leadership to the sales organization, while fostering a culture of accountability, professional development and high performance
  • Work closely with Marketing, Product Management and Pricing to define priorities
  • Regularly align the sales organization structure with overall strategic priorities for SEA
  • Ensure channel alignment across MRO, OEM and Distribution channel in SEA
  • Further develop the SEA sales organization, develop sales talent and succession planning
  • Support countries with hands-on project and support
  • Ensure highest work and ethical standards

About Company

The Schaeffler Group is a global automotive and industrial supplier. Top quality, outstanding technology, and exceptionally innovative spirit form the basis for the continued success of the company. By delivering high-precision components and systems in engine, transmission, and chassis applications, as well as rolling and plain bearing solutions for a large number of industrial applications, the Schaeffler Group is already shaping "Mobility for tomorrow" to a significant degree.

The technology company generated sales of approximately EUR 14 billion in 2017. With more than 92,000 employees, Schaeffler is one of the world’s largest family companies and, with approximately 170 locations in over 50 countries, has a worldwide network of manufacturing locations, research and development facilities, and sales companies.

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