Sales Development Manager - Malaysia

Kuala Lumpur, Federal Territory of Kuala Lumpur, Malaysia

Sales Development Manager - Malaysia

Sales Development Manager will focus on executing sales primarily for the Corrugated industry and secondarily on the Packaging industry across territories in Malaysia and the surrounding countries. You will report to the Regional Director of APAC.

Responsibilities

• Develop winning sales strategies and tactics for selling corrugated software / hardware solutions and services to the largest corrugated companies as well as mid-sized independent companies
• Be responsible for all direct sales efforts from lead generation to close
• Responsible for recruiting, training and supporting new and possibly existing referral agents and re-seller partners
• Manage all sales activities within some existing and new enterprise companies within the Corrugated industry as well as some packaging opportunities where management feels like we have a good fit in sales coverage and solution fit
• Build a 1, 3 and 5-year strategic market development and expansion plan that is based on growing from the top tier companies in the region
• Develop and nurture existing accounts to maximize reference potential
• Achieve desired "product sales mix" and "buying account mix" with both new and existing accounts through strategic action plans and measured account engagements
• Be expected to present monthly and quarterly reviews detailing progress against targets and milestones
• Establish effective communication with appropriate sales and technical managers to ensure proper sensitivity to all sales needs
• Secure EPS and Customer executive sponsorship alignment by mapping key account organizations to equal EPS roles to foster new relationships and gain strategic relationships
• Manage all full-cycle sales activities within assigned territory including client development, sales of emerging products and multi-product sales, onsite customer presentations, and sales campaigns
• Provide timely and accurate territory reporting, and forecasting to sales management utilizing SalesForce.com
• Follow a 9-step sales process that includes performing discoveries, gaining executive mindshare and buy-in, validating opportunity impact, presenting cash flow and ROI financials relative to budgets, orchestrating and moderating through technical reviews and demonstrations using peer resources as appropriate, configuring final solution offerings, negotiating contractual terms and conditions including all commercial aspects of the sale and properly handing off the new, closed opportunity to the Customer Success team to implement
• Leverage EPS resources and capabilities inside Marketing, Sales and the Business Unit towards the achievement of goals
• Provide regular feedback to marketing, sales and product management regarding products
• Establish and build relationships with EPS sales and technical support
• Utilize all resources during the sales process including team sale efforts with product management, professional services, general management and senior leadership when appropriate
• Communicate regularly through personal visits, telephone calls, etc. with key contacts; field travelling is a must (50%)
• Attend all assigned tradeshows, open houses, associations and other EPS events
• Achieve booking targets within operating budgets

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