Business Development Manager

Responsibilities:

As Sales Manager South East Asia, your role will typically involve the following:

• Study the market (South East Asia, countries/customers to be defined with another Sales Manager in place) and define an effective prospecting plan to ensure objectives are met;
• Master the customer domain and define account plans: organization chart, purchasing networks, SOGECLAIR Simulation positioning, customer expectations in terms of simulators and knowledge of the competition;
• Monitor and develop the customer portfolio by implementing a sales prospecting and customer approach strategy;
• Use SalesForce for sales reporting;
• Gather the technical and commercial information needed to understand the file as fully as possible;
• Help develop sales presentations and proposals;
• Apply gross margin guidelines;
• Prepare and conduct sales meetings as Key Account Manager for a list of customers to be defined;
• Orchestrate the validation process for opportunities and offers, applying framework contracts or general sales conditions.
• Follow the sales process defined by the Business Unit; Respect and guarantee commercial, administrative, legal, quality and safety procedures within its scope;
• Ensure the solvency of the customer account and follow up collection (orders, delivery notes, invoicing and payment);
• Follow-up on customer services: business start-ups, progress reviews, project closure, satisfaction, etc;
• Support the sales strategy to achieve the organization's objectives and revenues;
• Participate in events in South East asia.
• Sales targets (quantitative and qualitative) are set by the Simulation BU Sales Director, according to the market, product and service orientations he has defined.
• The team consists of one person in Toulouse, one in the UK, one in the US, one in India and two in Australia, with a Sales Manager in Toulouse.

Key Skills:

• At least 5 years' experience in all aspects of sales in a highly technical and competitive market (mainly public procurement);
• Technical sales skills (simulation and rail are a plus);
• Proven experience in customer relationship management;
• Professional English.

Tools :

• A broad knowledge of the market, customers and competitors, and the ability to identify the right targets;
• Ability to represent the company ;
• Experience in sales prospecting, customer approach and negotiation
• Be aware of the legal aspects ;
• Communication skills ;
• Sense of method, organization and performance;
• Ability to plan, sense of priorities;
• Ability to analyze and synthesize ;
• Proposal force ;
• Good oral and written expression.

Soft skills :

• Tenacity: Keep your goals in sight and make every effort to achieve them, whatever the difficulties you encounter.
• Business acumen: Ability to identify value-creating opportunities and strategies, and implement them to the benefit of the organization, employees and society.
• Relational: Good interpersonal and relational skills to establish trusting relationships and provide support to the entire organization to which the employee reports, as well as to external contacts.
• Listening & Communication: Take the time to listen attentively to your interlocutor. Bring out the essential elements and validate understanding. Ability to convey information and adapt words to the context and audience, arousing interest and enthusiasm. Ability to write comprehensibly.
• Organized and rigorous: Ability to manage priorities and stress. Have a broad vision of projects and a sense of commitment.