Donaldson is committed to solving the world's most complex filtration challenges. Together, we make cool things. As an established technology and innovation leader, we are continuously evolving to meet the filtration needs of our changing world. Join a culture of collaboration and innovation that matters and a chance to learn, effect change, and make meaningful contributions at work and in communities.
Key Responsibilities:
- Identify growth opportunities across Southeast Asia and devise business plans accordingly
- Lead and manage the sales team to execute strategies and drive the team to achieve the sales and profitability goals set by the company.
- Establish productive, professional relationships with key personnel in assigned customer accounts for profitable sales growth (prospect accounts and existing accounts)
- Conduct market analysis to identify trends, competitive positioning, and customer needs.
- Drive entry into new markets and strengthen presence in existing ones.
- Proactively assesses, clarifies, and validates customer needs on an ongoing basis (through business reviews) to meet account performance objectives.
- Collaborate with supply chain, marketing, and product teams to deliver seamless customer solutions.
- Coach, mentor, and motivate sales team members to strategize and execute sales plans to achieve targets and maintain collaboration with other internal resources to meet customers expectations as required.
- Foster a high-performance culture through coaching, training, and performance management.
- Understand business and financial impact and anticipate customers and industry trends to achieve more accurate forecasts and take corrective actions to address gaps and grow and maintain a healthy pipeline.
- Keep up to date on products, industry technology and trends.
- Instill sales discipline in sales team members and hold regular reviews with each team member.
- Develop action plans for immediate, medium- and long-term growth with customers and meet financial targets and critical milestones.
- Initiates, directs, and participates in sales presentations that address the clients needs and lead to sales growth within established and new national accounts.
- Directs and participates in trade exhibits and industry functions, product demonstrations, and other activities designed to identify current or potential needs and expectations.
Key Qualifications:
Education Qualification:
- Bachelor's Degree and a minimum of 10 years of related experience, preferably in industrial sales, with direct account responsibility.
- At least 5 years of sales team leadership and international sales experience required.
Technical Competence & Skills:
- Must demonstrate a proven ability to manage major programs, penetrate major customers, and maintain accounts, alongside a track record of effectively managing sales teams and demonstrating strong sales and closing skills.
- Excellent consultative sales, account management, negotiation, influencing, and contract management skills
- Good team management and motivation skills
- Demonstrated success in achieving and exceeding regional sales targets
- Technical sales experience and/or strong technical aptitude.
- Ability to build and maintain long-term customer relationships.
- Ability to multi-task and prioritize customer needs.
- Excellent oral and written communication skills are also required.
- Ability to work across diverse cultures and business environments.
- Analytical mindset with proficiency in market analysis and forecasting
Leadership Competence:
- Managing and measuring work
- Influencing others
- Good business acumen and stakeholder management
- Managing up and across (Sharing of information with management)
- Coaching & mentoring team members
- Assertive, outgoing, and pleasant personality, and is a team player
- Self-motivated and results-oriented
- High adaptability and resilience in dynamic markets.
Relevant Experience:
- Must have hands-on knowledge and experience in consultative and long-cycle sales of industrial products
- Must have at least 5 years experience in managing a culturally diverse team across SE Asia
Others (% of travel, language, etc.):
- Proficient in both written and spoken English, as well as Bahasa Indonesia
- Able to travel up to 30% regionally and locally
- Own a vehicle
