Job Description

Sales Leadership and Strategy:

• Develop and implement the overall sales strategy for Chinese accounts, aligning with company objectives.

• Lead and manage the sales team, providing direction, guidance, and support to achieve sales targets.

• Monitor and analyze sales performance metrics to identify areas for improvement and implement corrective actions.

• Drive initiatives to increase market share and expand Coats' presence in key markets.

Increase Market Share: 

• Identify new opportunities to sustain business growth in the defined territory with a portfolio of existing customers.

• Evaluate the market landscape to identify potential new customers aligned with the local market development strategy.

• Focus on growth with customers in priority segments projected to grow ahead of the market and increase share of wallet.

• Use principles of value verification to defend pricing strategies and maintain share in a competitive environment.

• Collaborate with the GA team to increase the level of conversion of specified business with GA customers and local vendors.

• Support the prospecting process to deliver new business opportunities for Coats in line with the defined growth strategy.

• Audit compliance with GA specifications by vendors and provide market intelligence to the GA team.

• Use CSX Dynamics actively to manage and report all new business opportunities as they progress through the purchase funnel.

• Provide market intelligence and support to the Global Accounts team to secure new specification opportunities from new brands.

Provide Day-to-Day Service to Customers and Engage Prospects: 

Assist customers with product selection, color matching, price negotiations, and regular follow-up on collections.

• Maintain regular virtual contact (phone, email, video) with customers in addition to face-to-face meetings, adhering to service level expectations for key customer segments.

• Provide training and support to customers and promote the use of digital portals for order placement and other activities.

• Coordinate with the customer service and logistics team to ensure on-time delivery to customers. • Handle quality/application complaints.

• Update CRM (Dynamics CSX) daily for existing business and prospects.

• Achieve collection targets and manage intended DSO.

• Liaise with the credit control officer to ensure timely payment collection from customers.

• Establish contacts with potential prospects through digital and direct communication channels.

Support Sales Planning, Forecast, and Projection Effectively: 

• Contribute to the demand planning process and be accountable for ongoing improvements in forecast accuracy.

• Conduct monthly rolling forecast reviews for demand planning of raw materials and finished goods stock.

Promote New Products/Global Services/Digital Marketing: 

• Coordinate with Marketing and Supply Chain for local NPD launches.

• Collaborate with the Technical team to promote technical services for existing customers to deliver tangible benefits (e.g., efficiency savings) and upselling opportunities for Coats.

• Work with the TS team to promote and upgrade products, offering efficiency improvements at customer shop floors.

• Actively build contacts and relationships using digital channels in collaboration with marketing.