Business Development Manager - NI

Role Details

Role:

Location:

Business Development Manager - NI

China

Reports to:

Sales Director - I&A China

Key Responsibilities:

Market Exploration & Opportunity Development
• To explore NI opportunities in both industrial and academic market by working closely with all stakeholders within I&A, including sales, applications, marketing, etc.
• To provide ongoing and timely strategic market input for the appraisal and execution of business opportunities in China.

• To build marketing plan for NI with marketing managers and application managers.
Sales Team Management & Training
• To manage NI business by matrix management and collaborate with the regional sales manager.
• To train NI sales specialists in conducting monthly NI sales funnel reviews within the region and advancing key market development initiatives.
• To mentor, coach and train sales members on all details of sale process. Including but not limited to completing the formulation of the sales strategy.
• Monthly establish ongoing training plans with regional sales managers.
• To train distributors’ sales and increase sales coverage by direct sales and channel sales.
Customer Relationship Management
• To identify and engage with key customer accounts, both current and potential, to define current and future instrument and application requirements.
• To maintain good customer relationships by providing regular contact and developing self as technical “go-to person” within the market.
• To create a team-wide system to ensure prompt and efficient follow up on new inquiries.
Sales Performance & Forecasting
• To prepare forecast NI business with accuracy regularly and maintain an accurate and up-to-date CRM database.
• To lead marketing / sales, furnishing leads for system sales, upgrades, support contracts and other market intelligence whilst in contact with the customer.
Brand Representation
• To always project a professional and competent image of Oxford Instruments.
• To attend conferences, exhibitions and workshops as necessary in support of sales.

General Responsibilities
Product Knowledge & Development
• To maintain and develop knowledge of NI products and their typical applications, undertaking appropriate training where necessary.
• To collect competitors’ product information and coach sales team who to fight against.
Customer Engagement & Presentations
• Participate in complex client demos, academic on-site presentations, and special configuration discussions.
• Assist in knowledge transfer by training customers and other company employees when required.
Reporting & Documentation
• Provide monthly market, sales, and prospect reports together with administration reports such as “time & expense” within the agreed standards. This should be primarily through use of the CRM software tools.
• Regularly organize explanatory presentations. Collaborate with Regional Sales Managers and AFM specialists to develop a regular training schedule.
Cost Control & Safety
• Maintain awareness of, and minimise where possible, the level of expenses incurred in day to day support activities, both in terms of time involved and parts consumed.
• Perform work safely at all times, maintaining an up to date knowledge of health & safety requirements and operating in accordance with health and safety at work legislation.
Professional Development
• Participate in training and development activities as required.
• Undertake any other tasks or responsibilities in line with the scope and level of responsibility of the post, which might reasonably be required.

Main working relationships
• Works closely with I&A sales, application, business support and management.
• Works closely with customers.
• Work closely with global NI management members.