The Role
As a member of our pharma global team in our Shanghai, Hong Kong or Guangzhou office, the Regional Sales Manager Asia is responsible for managing, developing and maintaining commercial strategic relationships with our local offices in the region.
The Regional Sales Manager Asia role requires a manager experienced in working at a strategic level who can assume full responsibility and accountability for their area of the business.
The Regional Sales Manager Asia is responsible for managing commercial revenues and sales efforts for our local offices, focussing on 3 main events within our Pharma Portfolio; Pharmapack, CPHI North America and CPHI Europe.
As s/he is responsible for a rapidly growing area of the business, the role requires a resilient and forward-thinking individual capable of problem-solving, decision-making, facilitating change and working with a team that delivers against strategic objectives.
Job Summary/Responsibilities
Regional Sales Manager Asia
- Develop and maintain strategic long-term trusting relationships with our local offices; Guangzhou, Hong Kong, Japan, Taiwan and Korea and act as a central point of contact.
- Oversee sales revenues within these regions, across our various product offerings, focusing on Pharmapack, CPHI North America and CPHI Europe.
- Study and understand the (local) strategic clients’ needs and requirements and how to best meet these needs, while protecting company interests.
- Expand relationships with potential and existing clients through (re)negotiations and proposals.
- Perform client outreach and campaigning to secure sales and partnerships within our Machinery and Packaging segment.
- Conduct comprehensive sales training sessions, ensuring teams are well-versed in the diverse product offerings within our portfolio. This includes providing ongoing support and resources to enhance their product knowledge and sales effectiveness.
- Align with centrally agreed changes and improvements made within the region and to lead on localized initiatives as well as international initiatives.
- International travel to meet customers, local offices and attend trade shows in the region.
- Work with the local teams to deliver on yearly sales plan together with key stakeholders (Brand, Content, Sponsorship and Marketing) and update sales plan where needed throughout the year.
- Conduct market research and analysis to create detailed sales plans on commercial opportunities.
- Develop a good understanding of the competitive local market; understanding and staying current on trends impacting clients and customers and develops strategies to capitalize commercial growth.
- Build and maintain profitable partnerships with internal key stakeholders such as Brand, Marketing, Sponsorship and Digital. Participate in regular meetings to update stakeholders.
- Work with our Commercial Marketing and Sales Excellence & Ops department to develop appropriate lead gen campaigns, aimed at achieving sales targets in conjoint with the local offices across the region.
- Monitor performance of commercial activities using key metrics and prepare reports for senior management as well as internal and external stakeholders.
- Assist in setting financial targets and budget development while monitoring results against set targets (weekly sales report, monthly tracker, Salesforce dashboards, etc.).
- Take lead in debt collection meetings where appropriate.
Skills required
- Established career in exhibitions, B2B media and/or digital sales, preferably with an international organisation.
- Proven track record of delivering strong sales growth while consistently exceeding revenue targets.
- Solid knowledge of performance reporting and financial/ budgetting processes.
- Proven experience in managing relationships with key clients.
- Commercial awareness partnered with a strategic mindset.
- Excellent organizational and communication skills.
- Ability to identify new business opportunities and able to share these at senior level.
- Ability to maintain accurate and timely detailed (sales) reporting.
- Strong interpersonal skills, confident, elevated level of enthusiasm and able to work in a matrix organisation.
- University Bachelor’s Degree qualification (2:2 or higher).
Qualities needed for the role
The Regional Sales Manager Asia should be prepared to go the extra mile in every aspect of their work, to be proactive and to anticipate the needs of their internal and external customers.
As a Regional Sales Manager Asia, you will be motivated to understand the benefits of the products and customers you are working with and to further discover business opportunities.
Working within a matrix environment, the Regional Sales Manager Asia must be a team player and have the ability to build relationships across a diverse range of cultures.
Qualities needed for cultural fit
- Solution oriented and customer focused.
- Demonstrate leaderships skills, within a culture of seeking to understand customers, business partners and sales agents as well as colleagues.
- Ability to interact professionally with people from diverse cultures at all levels within the business and across its client base.
Desired
- Candidates must be eligible to work in China and Hong Kong.
- Language skills: fluent Mandarin and English speaking, reading, and writing.
- Initiative – proactive and able to work independently as well as in a team.
- Enthusiasm and a collaborative mind set.
- Determination and drive to succeed.
- Goal-oriented.
- Time management with an ability to multi-task and attention to details.
- Experience using Salesforce.
