The Role

The Director of Sales, Asia is a newly created position to lead a team of channel/partner sales managers in Asia.

The role will provide direction, oversight and overall management to the region’s sales management process, pipelines management, value-added resellers, customer service as well as demand planning in accordance with Otter Products core values and purpose. The role will report to the VP Sales, APAC.

The ideal candidate will come with solid track record in development relationships and closing deals, working B2B and/or with commercial and industrial customers.

Responsible Markets include: China, Taiwan, Hong Kong, Korea, Japan, and South East Asia, India

Responsibilities

Sales Management (Channel Sales/ B2B/ Distributor Management)

• To take ownership and exceed sales targets through development and implement of the Market Sales Activity Plan in alignment with the APAC business plans.
• To implement strategic business development sales strategy (both online and office), and ensure seamless execution of sales programs to meet and exceed the projected sales targets, annual volumes growth and other related business objectives.
• To identify opportunities & formulate sales strategies / tactics/ action plans to maximize revenue in B2C and B2B for our brand portfolio with support from regional roadmap.
• Build and maintain a scalable pricing strategy that strikes the balance between protecting channel partners and allowing the Company to continue a good growth rate.
• Manages distributor/regional sales and margin forecasting through strategy and operations planning and quarterly forecast exercise.
• Oversee creation and delivery of accurate quarterly and annual forecasts for each Channel Partners
• Develop Go-to-Market plans for each Channel Partner, programs and ensuring the efficient execution of those plans including value propositions in market
• Contribute to the establishment of relevant KPIs to monitor progress against Plan and develop and implement remedial actions where required.
• Work closely with the Demand Planning team through the Integrated Business Process
• Facilitate linkage with Regional Marketing, Operations, Finance to ensure market specific customer requirements are communicated and integrated into plans.
• Analyzes and mitigate any potential risks through industry, market, or internal changes

Strategy & Operations

• Work closely with the VP Sales and other executive leadership team members to develop, implement and evaluate long range and annual strategic plans that will enhance the business and improve service efficiencies and sales.
• Ensure that key objectives set at APAC level are translated into tactical business plans and key measurable that can be monitored for progress and success.
• Enhance growth opportunities within the existing business and recommend new lines of business.
• Ensure a focus on quality internal and external service by establishing and enforcing organization standards.

People and Brand Mission

• Increase the Sales team’s effectiveness; planning, monitoring, and appraising job results and developing change initiatives.
• Champion the Otter Culture and drive employee engagement across the team.
• Build company image by collaborating with customers, government, community organizations, and employees; enforcing ethical business practices.

Environment

This role will be based in Hong Kong. There will be a high level of travel required across the Asia region, as well as to other global Otter Products locations.

Person Specific

• University degree. MBA or postgraduate degree is highly preferred
• Thorough understanding of customer behaviours and purchasing patterns and appropriate Marketing principles
• Ability to work as part of a group of people, working toward solutions which generally benefit all involved parties
• Minimum 10 years hands on sales management in selling through, strategic business development in channel partners in the region and managing reseller/channel partners in the Asia region. Industry background is an absolute advantage but not a must.
• Demonstrated ability to deal with change, think strategically, and make complex decisions.
• Demonstrated leadership and management of multiple sales teams, driving high performance and a culture of accountability
• Strong working knowledge of Salesforce system
• Ability to be a successful mentor, coach and manager for a high-performing business and also during challenging times
• Strong stakeholder management and influencing skills and working across functions
• Proficient in Microsoft Office Suite
• Fluent spoken and written English is a must, Chinese (able to read and write), any other Asian language will be an advantage

Otter Products is an equal employment opportunity employer (EEO).