Senior Sales Engineer-Industrial Trade

The Senior Sales Engineer is to manage all sales activities in assigned customers including maintaining and developing existing business and identifying and acquiring new business/customers of refining services to achieve/exceed sales objectives and goals through both revenue & profit.

Principal Accountabilities/Main Functions

1) Sales Strategy & Planning
1. Deeply understand the regional short-term to long-term business strategy, support the supervisor to develop and implement the sales strategy for assigned key customers to achieve the business goals & objectives.
2. Develop and implement the annual sales plan for assigned customers based on the regional sales strategy. 
3. Drive and take initiative to develop the strategic key account plan based on the coach and guidance. 
4. Establish and maintain good relationship with internal key stakeholders, cooperate with the network to deliver solutions and achieve business growth. 
5. Ensure 100% compliance.

2) Distributor Management
1. Support to set-up the annual sales target for assigned distributors to in line with the strategy.
2. Develop and execute action plans to enable customers partners and distributors to achieve sales targets.
3. Develop and maintain strong business partner relationship with key distributors on comparable level.
4. Manage the claim negotiations from and towards customers within defined parameters.
5. Provide strong and solid insight to support the team to build-up the criteria and evaluation benchmark of distributor leveling.
6. As the key stakeholder to complete the annual distributors evaluation, advice the appropriate distribution level based on business result, contribution and further business development plan.
7. Monitor the performance of distributors closely, develop and implement the action plan to improve the underperformance distributors.

3) Key Account Management
1. Develop and implement relevant customer strategy for assigned key accounts individually.
2. Create and update the qualified sales pipeline in CRM system timely.
3. Generate customer visit report timely by using CRM tool and provide regular high/low lights as well as key customer and market intelligence. Take the documentation and sales funnel maintenance to identify the potential business growth opportunities with key accounts.
4. Drive business growth with assigned key accounts, follow-up and execute customer-centricity account plan through new applications, new projects and new products to increase business share in target key customers.
5. Deal with complaints as interface between internal stakeholders from function teams and external stakeholders, give feedback and solutions to customer on complains and inquiries timely.
6. Advice and implement the effective action plan to complete the key accounts’ annual contract negotiation for volume, price, and margin.

4) Business Development 
1. Build-up strong business acumen and market intelligence to identify, analyze and monitor potential business growth opportunities, understand competitive factors to support the business growth.
2. Understand the unmet needs of target industries, transfer the potential needs to Marketing and Product Management team to develop new products.
3. Identify and develop the potential new partners/distributors based on market analysis to support business growth.
4. Monitor competitor activities and report potential infringements of tesa from competitors with suggestion of solution timely.
5. Identify sales/market potential, cooperate with Marketing or Product Management team to explore the potential solution for further business growth.

1) Education Background
Bachelor degree and above, major in Business Administration or Chemical related will be a plus.

2) Skills/Capabilities/Working Experience Requirement
1. Min 5 years working experience in sales relevant, chemical industry working experience will be preferred.
2. Strong insight for distributor development and management, experienced in drive business development.
3. Strong speech and structured presentation skills, capability to communicate, cooperate and influence across departments and regions.
4. Strong problem-solving skills, can lead the team to identify routine problems and present clearly, analyze the root reason and business acumen, can teach team members to solve the problems based on supervision and coach.
5. Highly self-motivating, open minded and diligent attitude.
6. Strong willingness to grow and step out of comfortable zone with own initiatives, proposal and drive the decision-making.
7. Strong willingness and ownership to drive business growth and achieve goals & objectives.
8. Good capability to work well under pressure.
9. Good conflict management capability, can identify the key issues of the conflict and provide the appropriate solution to achieve alignment.
10. Good risk management sense, good sense to identify the potential risk and lead the team to eliminate.

3) Languages, Certificates and Skills
1. Good English communication skill in written and oral.
2. Experienced in project management skills, PMP certification will be a plus.

4) Other Requirements
1. Business travel is needed, should be flexible to travel frequently.

At tesa, we create adhesive solutions that improve the work, products and lives of our customers.

How we do it? At tesa, we dare to create! Therefore, we team up, we challenge ourselves and we set the pace. But we don’t just do that somehow. We act responsibly and always focus on our customers. Because only then we are able to achieve our goals and continuously improve our results.

We are an Equal Opportunity Employer and regard diversity as important for our long-term success. We expressly reject all forms of direct and indirect discrimination. All qualified applicants will be equally considered for employment regardless of their national origin, background, personal preferences and believes.

By applying you consent for the use of your resume for future opportunities within tesa.

If you want to find out more about tesa please visit us on our corporate web-page www.tesa.com and social media.

• Attractive remuneration（allowance, supplementary provident fund）
• International work experience, cross-departmental career opportunities
• Flexible working culture
• Training and development program tailored to your needs
• Exciting and varied corporate activities

Please follow the below address to submit your resume: [Lin.Liu@tesa.com]