KARCHER CLEARNING SYSTEMS SDN. BHD.

JOB DESCRIPTION – HEAD OF SALES

DESIGNATION: HEAD OF SALES

REPORTING TO: GENERAL MANAGER                                                                                     

JOB PURPOSE               

In this exciting and versatile position, you are managing the entire Business to Business (B2B) Sales Division, from Strategy Development to Sales Results. This includes the Product Management responsibility for the Product Lines Professional and Industrial. You ensure the achievement of sales targets via your own and your team’s sales activities as well as via the network of Professional Dealers to develop this line of business towards market leadership for Kärcher in Malaysia.

1. Management of Sales Professionals to B2B Dealer Network

• Supervise and develop direct reports (4)
• Expand and develop the dealer network qualitatively and quantitatively following the general business development strategy of Kärcher Malaysia
• Support the dealers effectively in expanding sales/ increasing the market share in alignment with Kärcher Malaysia’s strategy (steering via target agreement and follow-up but equally important via training/ coaching, e.g. product knowledge, sales process, salespeople steering approaches etc.)
• In general, as the Key Account Management to the dealer, serves as the one-stop solution provider to the dealer, which includes general information, socialization, and feedback collection as well as the follow-up on the dealer’s implementation of Kärcher Malaysia’s guidelines and programs (e.g. marketing initiatives, CI/CD guidelines, etc.)
• Further, develop and manage a performance steering system for all dealers and ensure the achievement of KPIs
• Manage open and constructive partnership relations with the dealer network, ensuring a high level of dealer motivation and initiative.
• Establish a culture of sales service excellence amongst staff and the dealer network to achieve benchmark customer satisfaction results
• Liaising very closely with the Home & Garden Sales, the Service, Marketing, and Operations departments to optimize results
• Ensure timely and accurate reporting

2.  Management of Direct Sales for Professional and Industrial Equipment (B2B)

• Supervise and develop direct report(s)
• Establish industry benchmark performance levels in sales service excellence (response times, contacts-to-leads ratio, leads-to-sales ratio, customer satisfaction etc.) via target-driven and process-oriented workflows 
• Develop the direct sales business dynamically, exploring the potential of all relevant Kärcher Global/ International Key Accounts and establishing and nurturing National Key Account customers
• Establish and manage processes and KPIs for the direct sales business, also as an orientation for the dealer network to apply similar best practices.
• Co-develop innovative service products for B2B customers like Rental, Service and Maintenance Contracts, etc. and develop market exploration strategy in close alignment with the Customer Service and Marketing Departments.
• Ensure timely and accurate reporting

3. Product Management and Sales Planning Product Line Professional and Industrial

• Select and manage an attractive product portfolio for all target groups and ensure a convincing and aggressive product positioning in the Malaysian market environment.
• Establish the Sales Professional team as the center of competence for products and applications of products for all target groups to enable effective exploration of the direct sales potential and professional dealer support
• Develop market exploration strategies for all product segments and the relevant industries
• Ensure sufficient stock availability of the right products through systematic sales forecasting in close alignment with the Operations Department.
• Keep up to date with all internal and external product news and ensure that all relevant information is passed on to all stakeholders in alignment with the product trainers.

EDUCATION, SKILLS, EXPERTISE, QUALIFICATIONS, EXPERIENCE

• Min. bachelor level education in the fields of business administration or engineering and min. 5 years of hands-on and min. 3 years of managerial experience in B2B oriented sales functions with a strong track record of direct sales excellence and team performance management.
• Expertise and experience in managing in a multinational business environment.
• Track record in process-oriented management (Analysis, Concepts, Change Management) and continuous improvement (KPI-based steering)
• Experience with relevant IT Systems
• Strong customer orientation
• Hands-on attitude and result orientation
• Able to perform proactively and independently also under pressure
• Readiness to travel (mostly domestic but also internationally)
• Target-driven and result-oriented team player with strong skills in horizontal leadership to find the best possible processes and solutions for the customer
• Proven track record regarding integrity and compliance
• Fluent in speaking and writing in English and Bahasa Melayu