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, with the objective to develop this line of business towards market leadership for Kärcher in Singapore.

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

• Lead a team of 7 members to achieve business objectives in alignment with the company’s financial goals and core values. 

• Analyse market developments, customer trends, and competitor activities within the B2B channels to identify growth opportunities and business risks.

• Develop and implement short- and mid-term sales strategies for the professional channel, including defining measurable KPIs to monitor progress and performance.

• 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

• Collaborate and align professional channel sales plans with key stakeholders, including Regional Directors, Online Channel Manager, Marketing & Product Management Manager, and Aftermarket & Services Manager. 

• Provide regular updates and reporting to the General Manager to ensure alignment between regional/local objectives and overall company targets.

• Co-develop innovative service products for B2B customers like Equipment rental, Service and Maintenance Contracts, etc., and develop a market exploration strategy in close alignment with the Customer Service and Marketing Departments.

• Champion continuous improvement initiatives and support organizational changes to enhance operational efficiency and business results. 

• Prepare reporting packages, sales analyses, and any additional reports required by Management or the Regional Team.

• Perform any other duties and responsibilities as assigned by Management.

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 Singapore market environment.

• Establish the Professional Sales team as the center of competence for products and applications of products for all target groups to enable an 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 a 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 managerial experience in B2B oriented sales functions with a strong track record of direct sales excellence and team performance management. Individual contributors or those without direct sales team management experience will not be considered.

• Expertise and experience in managing in a multinational business environment up to a revenue size of SGD 10 mil is compulsory. Those familiar with general cleaning applications (equipment and chemicals), building and facilities management environment, and specialized industrial cleaning industries will be preferred.

• Track record in process-oriented management (Analysis, Concepts, Change Management) and continuous improvement (KPI-based steering)

• Experience with relevant CRM systems and other IT applications

• Strong customer orientation

• Hands-on attitude and result-oriented

• Able to perform proactively and independently while 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