Regional Business Development Manager - Retail

Mettler Toledo AG; Petaling Jaya; On-site; MYR 90,000 - 150,000; Full time

Job summary

Mettler Toledo AG in Malaysia seeks a strategic sales and marketing lead responsible for the dynamic relationship with key decision makers in MT SEA, and for developing go-to-market strategies to regional sales and marketing teams. You will expand the retail market footprint by engaging VARs and solution providers, and provide sound product and market guidance.

You will collaborate with Country Leadership, direct regional sales/marketing activities, manage CRM updates, and drive campaigns to

Job description

Key Purpose of the Role

Responsible for the dynamic relationship with key decision makers in MT SEA, while providing clear and concise sales and go-to-market strategies to sales and marketing teams in the region.Analytically assess and source for opportunities to drive growth in the respective countries in the region.Communicate consistently with Country Leadership and Sales/Marketing teams.Direct responsible for sales & marketing activities for Malaysian retail market. Increase qualified customer database, follow up sales leads, fast response towards fulfilling customer's enquiries.Search, qualify and appoint more suitable retail VARs and solution providers to increase penetration into new accounts and markets while foster greater relationship with existing Value Added Resellers (VAR).Provide sound consultation on MT’s product solution and application. Expand market awareness of MT’s products & services and manage projects and relationships with retail customers, VARs and solution providers.

Strategic Outcome

Derives the market needs and manages execution of initiatives/campaigns whilst measuring the results and outcomes.Expansion of Customer Database for targeted markets/segments by regions, leads generation and management.

Key Responsibilities

Works with the SBU on setting of annual targets and regional expansion goals. Develops, implements and follows through on strategic sales plans and activities to achieve SBU goals. Leads implementation of retail expansion strategies and action plans. Creates business and market specific strategies by leveraging data, metrics and partnerships to deliver results. Consistently analyses market trends and market behaviours. Keeps updated on most important market participants (big companies, trend setters, rising stars) and competition per industry segment and region. Understands common business models and technical as well as commercial market trends (e.g. regulations). Proposes strategies on how to address the market, including product/service portfolio, marketing and channel. Together with the Marketing Organisation (MO), establishes country specific go-to-market strategies and helps with the execution. Influences business decisions by assessing market competition, understanding consumer insights and adapting to industry trends. Defines market communication materials and in coordination with MarCom, develops marketing campaigns, newsletters, etc. Provides consistent feedback/updates to key internal stakeholders to support SBU initiatives. Runs SBU related initiatives for the respective markets in the region. Gathers information on specific and relevant topics, prepares materials and deploys it to the MO (e.g. training, guides, landing pages, etc.) and/or to the market (e.g. events, exhibitions, road shows, etc.). Collaborate with the marketing and sales teams to ensure a ‘customer first’ and ‘consumer first’ approach. Creates alignment with SBU strategies and provides appropriate and timely direction to sales and marketing teams so as to react quickly to customer, consumer and business trends. Conducts market and site visits to understand scope of opportunities in target markets. Prioritises market expansion activities based on market and competitive data analysis and provides feedback to the SBU. Develops and trains MO teams on Retail SBU portfolio and provides relevant support as and when required. Regularly communicates with MO to understand their requirements and support them where needed. Teach and train them on segment competency, applications, shares market knowledge; supports them with customer visits, seminars, and tradeshows/exhibitions. Ensures competence and continuity of qualified management and frontline staff through optimum training and development activities. Conducts regular updates and strategy meetings with Country Management and leadership teams. Provides guidance and support to the MOs regarding customer concerns, operational questions, risk management and other issues. Tracks and review market performance levels; compiles summary reports and communicate standings with SBU; develops and direct an action plan for improvement areas. Managing existing accounts and consistently updating sales pipelines. Qualifying database and updating CRM. Establishing new accounts by identifying potential customers; planning and organizing sales call schedules. Identifying current and potential customer requirements by establishing personal rapport and understanding key requirements. Support Business Area Manager in execution of marketing campaigns, leads generation and management. Provide and present product & technical information to potential and existing customers.