Regional Account Manager, China & South East Asia

Job description

The Regional Account Manager is responsible for developing attractive growth opportunities in new or existing accounts through the identification and assessment of current or emerging application needs where Nordson Medical Interventional Solutions (NMIS) can be positioned. Success in this role is defined by the growth of business and profitability within the assigned sales region by translating business opportunities into realized programs. The Regional Account Manager contributes to the organization with a focus on increasing penetration of existing core component products. This position will be responsible to work with Sales leadership in developing a commercial strategy for the entire Nordson Medical product portfolio lines and leading the implementation of the strategy both by direct management and working with key groups and people needed to be successful. Customer Management: Develop and build long term relationships with key stakeholders in both existing and potential Nordson Medical customers located within the region. Establish and maintain key customer relationships as a commercial leader, lead communication efforts between accounts and NMIS, establishing needed recurring calls, business reviews and face- to- face meetings to help manage/grow existing business Cross functional collaboration: Collaborates closely with other functions to meet Strategic objectives set in the Nordson Medical Strategic plan. Partner with the global sales/account management organization and development teams in sharing market and customer intelligence. Willing to take calls outside working hours due to different time zones. Define value proposition and work with Product teams and Marketing to develop necessary tools for Sales efficiency within assigned region Sales Strategy and Target Achievement: Meet annual assigned booking quotes that fuel revenue growth and strategic objectives within territory Accountable for delivering revenue growth generated from direct penetration of targeted accounts, markets, and applications Monitor regional market trends and competitor activity. Assess all potential customer opportunities within targeted sectors and prioritize resource allocation based on total size of opportunity, attractiveness, fit and time to revenue Reporting and Documentation Identify prospective leads and enter/manage perspective customers and opportunities within CRM system. Proactively manage CRM lead database to ensure prompt follow up and execution from lead to opportunity Regularly forecast and report sales performance against goals. Weekly detailed updates to be sent to manager. Client Acquisition: Communicates NMIS value proposition for products and services and is trusted adviser to customer base Manage the commercial processes from lead identification, territory call planning, and quote request Regional Market Development: Create and manage Regional Account Plan using template that includes target customers and action plans that support growth of regional base for existing and target account. Coordinate with marketing, manage and attend regional trade shows to represent the company. Customer Issue Resolution Collaborate with internal teams to address customer concerns, complaints so as to resolve quickly Manage customer request or any issues professionally and promptly Face time with customers: Research the client thoroughly and clearly outline objective of meeting Prepare material for meeting in advance( proposal. Presentation, project status, sales number for 3 years, open orders, etc) Maximize client meeting by involving engineering, R&D and procurement team with defined objectives Drive meetings towards actionable outcomes and follow up strategically Perform other related duties as assigned. The Regional Account Manager is responsible for developing attractive growth opportunities in new or existing accounts through the identification and assessment of current or emerging application needs where Nordson Medical Interventional Solutions (NMIS) can be positioned. Success in this role is defined by the growth of business and profitability within the assigned sales region by translating business opportunities into realized programs. The Regional Account Manager contributes to the organization with a focus on increasing penetration of existing core component products. This position will be responsible to work with Sales leadership in developing a commercial strategy for the entire Nordson Medical product portfolio lines and leading the implementation of the strategy both by direct management and working with key groups and people needed to be successful. Customer Management: Develop and build long term relationships with key stakeholders in both existing and potential Nordson Medical customers located within the region. Establish and maintain key customer relationships as a commercial leader, lead communication efforts between accounts and NMIS, establishing needed recurring calls, business reviews and face- to- face meetings to help manage/grow existing business Cross functional collaboration: Collaborates closely with other functions to meet Strategic objectives set in the Nordson Medical Strategic plan. Partner with the global sales/account management organization and development teams in sharing market and customer intelligence. Willing to take calls outside working hours due to different time zones. Define value proposition and work with Product teams and Marketing to develop necessary tools for Sales efficiency within assigned region Sales Strategy and Target Achievement: Meet annual assigned booking quotes that fuel revenue growth and strategic objectives within territory Accountable for delivering revenue growth generated from direct penetration of targeted accounts, markets, and applications Monitor regional market trends and competitor activity. Assess all potential customer opportunities within targeted sectors and prioritize resource allocation based on total size of opportunity, attractiveness, fit and time to revenue Reporting and Documentation Identify prospective leads and enter/manage perspective customers and opportunities within CRM system. Proactively manage CRM lead database to ensure prompt follow up and execution from lead to opportunity Regularly forecast and report sales performance against goals. Weekly detailed updates to be sent to manager. Client Acquisition: Communicates NMIS value proposition for products and services and is trusted adviser to customer base Manage the commercial processes from lead identification, territory call planning, and quote request Regional Market Development: Create and manage Regional Account Plan using template that includes target customers and action plans that support growth of regional base for existing and target account. Coordinate with marketing, manage and attend regional trade shows to represent the company. Customer Issue Resolution Collaborate with internal teams to address customer concerns, complaints so as to resolve quickly Manage customer request or any issues professionally and promptly Face time with customers: Research the client thoroughly and clearly outline objective of meeting Prepare material for meeting in advance( proposal. Presentation, project status, sales number for 3 years, open orders, etc) Maximize client meeting by involving engineering, R&D and procurement team with defined objectives Drive meetings towards actionable outcomes and follow up strategically Perform other related duties as assigned.