Business Development Manager (PFs)

Reports to

B2B Sales Director

Division

B2B sales

JOB PURPOSE

Vietnam business requires the new sales model and business expansion to sustain the executive performance in
long term. This position is looking for the candidate able to grow process fluids (PFs) business in Vietnam, focus
on Japanese end customers and implement the strategy to achieve the company’s goals and objectives.
(a). Develop business plan and proactive approaching/development the high value customers, special Japanese
customers.
(b). Deliver sales, margin, brand growth and profitability targets.
(c). Market research, study and develop and propose the direction of business to achieve the sales performance.

KEY ACCOUNTABILITIES

KEY RESULT AREAS (KRA)	MAJOR ACTIVITIES	OUTCOMES
1. Excellence business development Explore the business opportunities, special with Japanese customers in strategic segments of PFs.	- Study market and develop sales plan to approach strategic PFs customers. - Identify new opportunities and key accounts in the targeted segments and develop business strategies to achieve sales targets. - Develop the customer pipeline and identify Must Win Projects to accelerate sales goals. - Understand and share Japanese business knowledge of the competition, customer landscape and market trends as they pertain to the business development - Be able to build up strong relationship with Japanese customers and make conversion in strategic segments. - Be able to track sales performance and do analysis reports in period (monthly, quarterly, yearly) to top management. - Apply B2B system and Sales Force Automation system (SFA) to update reports, customer pipeline and B2B projects’ status. - Be able to develop right distributor as company strategies.	- Market analysis and business plan development - Operating plan - Customer pipeline and MW projects list - Win-rate process and SFA updated. - Sales reports tracking (in-out and inventory level if any) - SFA efficiency in use - Right channel \| distributor signs
2. Excellence Sales Operation - Sales process compliance - Sales efficiency improvement - Result-oriented and customer experience mindset	- Completetly sales operation in customers & channel development, customers’ demand and Motul offer to ensure volume and margin (GM); attend and participate with sales team to identify the pipeline opportunity in Japanese accounts. - Ensure all sales or company processes (policies) are implemented by BDM. Be able to propose solution to remove any barriers and achieve sales targets. - Collaboration with other departments (customer service, technical service, D- Center...) to ensure the highest competitive values bring to customers in products & services. - Be able to develop integrated sales process in new customer development: pre-sales, during sales and after sales to ensure bring highest experience for customers as well as execution with other departments to drive additional values. - Forecast accuracy improvement. - Anticipate and resolve escalated issues from customers to minimize the impact on relationship and profits.	- Sales KPIs (Sales deliveries) - Internal & external customer experiences - Winning Rate (# converted customers / potential clients) - FCA improvement - Cases of customer complaint satisfied
3. Sales capability development - Self-improvement - Business efficiency contribution	- Be able to analyse gaps in sales organization and sales capability to develop improvement plan with comprehensive training programs. - Support Sales head to ensure training plan is delivered in time and capability improvement. - Review cost efficiency with the team and work with management teams on product development \| pricing \| marketing program for business development	- Ideas to improve the team capability. - Training program delivered and assessment. - Ideas of business improvement or cost efficiency

MAJOR CHALLENGES

1. Japanese customers net-work development
2. Independent work in niche, high-value market while deploying experience, decision-making and relationship
development; special approach with Japanese customers absolutely required.
3. Expected high growth of new business, value selling with increasing ASP and GM.
4. Technical & product knowledge in metal working fluids. understanding and effectively handling technical