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Regional Business Development Manager - Electron Microscopy, Academia, Southeast Asia

ZEISS GroupPetaling Jaya, Selangor, Malaysia

30+ days ago

Job description

Business Development and Marketing

Develop & execute sales plan for Academia Electron Microscopy portfolio for RMS Sales and RMS distributor markets to meet sales target. Primary focus in VN, TH, and MY countries.
Analyze, predict, and monitor market trends, emerging technologies to identify hot topics and opportunities for profitable growth.
Deep market and account penetration, new account development, and intelligence gathering.
Develop and implement marketing plans to raise awareness of ZEISS solutions GtM for product launches.
Work with Sales, PASS and APAC business sector team (Academia) to plan & execute portfolio strategies in each market.
Work with PASS and APAC business sector team (Academia) to form competitor counter strategies and related sales materials.
Support marketing and workshops with Sales, DP sales, PASS and BDM in assigned territories.

Sales and Technical Support

Direct sales support for Academia EM MUST WIN opportunities.

Champion the EM MUST WIN initiative for RMS SEA.

Coaching and supporting Sales and DP development.

Provide market and technical feedback to shape product roadmap and solutions portfolio.

Build Academia sector funnels in territories assigned.

Increase win rate for Academia sector EM in territories assigned.

Execute projects assigned, including projects beyond territories assigned.

With the support of PASS, develop custom solutions and applications involving automation, software, customized workflows with SCS and Solution Lab team for existing customers and new opportunities.

Business Development reporting & CRM

Collect customer & market intelligence and report them periodically.

Provide monthly report on funnel building plans and win rate increment plans on sales opportunities and on territories assigned.

EM coaching and training

Support management in building up sales and DP sales competency in EM sales.

Conduct post-mortem analysis and review meetings on EM sales cases involved.

Job Requirements

Education

Degree in Materials Science, Electrical and Computer Engineering or relevant discipline.

Experience

Experience and broad knowledge in academia, material research, life science sector with specific expertise in microscopy and software solutions, SEM, FESEM, XB and CorrMIC (LM-EM, EM-XRM).

15+ years of experience in electron microscope sales and / or marketing with a successful track record in selling medical capital equipment through both direct & indirect channels in the region.

Experience in driving and coaching DP.

Ability to work with various cultures.

Experience in doing sales in VN, TH and MY. Experience in government tendering system is a plus.

Other skills

Internationality, good business English. Bahasa Malaysia, Thai and Vietnamese language is a plus.

Good team-player as well as an independent worker.

Intermediate expertise in Microsoft Office (Word, Excel, PowerPoint).

Familiarity with sales processes and CRM as a sales tool.

Your ZEISS Recruiting Team :

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Regional Development Manager • Petaling Jaya, Selangor, Malaysia

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