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2016-01-04 14:48:00
National B2B Business Head / Senior Manager, China


Ÿ   To lead of team of up to 8-10 people (Sales, Channel Marketing, and Product Management). Phase step by step.
Ÿ   Development and roll-out of a China strategy for the growth of the B2B business
Ÿ   Ensure timely execution of the strategy, across the region
Ÿ   Contribute to the overall business plan of The Client for worldwide sales, managing regional resourcing and organizational issues
Ÿ   Devise and execute an appropriate sales strategy across all B2B arenas.  Also devise a strategy to deliver short, medium and long term wins in the video conferencing area of VC
Ÿ   Ensure effective coverage across the region
Ÿ   Deliver timely and clear business forecasts and revenue reports
Ÿ   Align with Area Managers on targets
Ÿ   Provide the leadership for a team of up to 10 people in sales, channel marketing and product management
Ÿ   Work with the local team to develop annual marketing plans that include in-channel advertising, placements and promotional plans
Ÿ   Achieve revenue growth targets, deliver financial metrics across each customer and channel
Ÿ   Provide weekly management reporting of performance against target and market activity
Ÿ   Use data effectively to drive market share gains in each category of the business, across all customer bases
Ÿ   Develop programs, strategies and relationships with resellers, VAR's and large enterprise end users
Ÿ   Build salable business plan for each segment of the channel including taking ownership of the sales forecasts

The successful candidate will be hands on sales leader with strong leadership experience in China. Specifically he / she will have:
Ÿ   Successfully built a substantial, well functioning sales organization
Ÿ   Solid experience in selling to major B2B / enterprise accounts; and understanding of channel sales
Ÿ   Experience of building, developing high performance teams
Ÿ   Demonstrated success in driving major sales growth
Ÿ   Exposure to unified communications / video products and solutions
Ÿ   Background / experience in relevant product / services firms
Ÿ   Evident leadership capabilities, a minimum of  8-10 years of managing, coaching
Ÿ   Relevant experience in managing top- and bottom-line objectives
Ÿ   Business management skills, ideally with P&L level experience and a good understanding of the discounting and margin
Ÿ   Structured selling techniques which span the entire sales life cycle, i.e identification and qualification of opportunities, business development, etc
Ÿ   Strong influencing skills including listing, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc
Ÿ   Entrepreneurial spirit and start-up mentality
Ÿ   Very hands-on approach to the business
Ÿ   Highly collaborative and communicative
Ÿ   Able to analyze and problem solve and an attitude for interpreting and reporting changing business trends
Ÿ   Strong negotiation skills
Ÿ   Fluent in English