JOB ADVERTISEMENT Channel Management FLIR Systems is one of the world's leading manufacturers of machine vision digital Oversee the management of authorized FLIR's channel partners and distributors cameras. Our cameras are vital components in the fast growing, transformative industries in assigned territory, ensuring they comply with the Company's sales policies and of robotics, solar inspection, semiconductor, medical and life sciences, virtual reality, practices. Specific responsibilities include: retail and mass transit. Addressing pricing and delivery issues; Thermal "cameras" are actually sensors. Unlike traditional cameras, FLIR (Forward- Managing any channel conflicts that may arise; and Looking Infrared) cameras make pictures from heat, not visible light. Heat (thermal Supporting distributors and channel partners by directly engaging with energy) and light are both parts of the electromagnetic spectrum, but a camera that can end customers. detect visible light won't see thermal energy, and vice versa. Thermal cameras detect more than just heat though; they detect tiny differences in heat - as small as 0.01 C - Leadership and Team Development and display them as shades of grey or with different colours and these are displayed on computer screens in the control room. FLIR cameras are components of larger machines Build a high performing sales team by recruiting, selecting, orienting, coaching and these cameras act as "eyes" of the machine where images are transmitted to remote and training employees locations for the purpose of monitoring or inspecting products and manufacturing Be an effective team leader with strong abilities to manage a dynamic sales group processes. and can work cross-functionally with other departments in the organisation Excellent interpersonal skills, with the ability to communicate effectively with The cameras are usually sold to Original Equipment Manufacturers (OEM) that make the management and cross-functional teams larger machines used in various industries such as semiconductor and life sciences. Drive a culture of customer success, ensuring customers are a priority and our However, there is also an aftermarket sales potential, which is to sell the cameras as commitment to meeting customer needs is kept at the forefront replacements to the users of these equipment. Requirements We are looking for a Regional Sales Director to be located in Singapore for the APAC Region covering Japan, Korea and South East Asia. The Sales Director will be part of 10+ years of B2B sales experience selling component/sub assembly/hardware commercial leadership team and will be responsible to drive the execution of FLIR that is designed or selected by OEM customer for resale or integration into larger strategic sales plans, annual sales revenues growth, market share expansion with OEMs system, ideally through a technical evaluation process in Industrial and Non-Industrial Sector and building a high-performance sales team. The Experience with direct sales cycle associated with design wins, product successful candidate will be energetic, persuasive and well organized and able to development, procurement and customer go-to-market demonstrate the ability to sell. . Entrepreneurial orientation and hands-on management style. Goal-driven, able to develop and manage a strategic growth initiative Job Description . Fluency in English, language proficiency in Japanese or Korean will be an asset Experienced in developing a high performance sales team, through effective Sales Management leadership, mentoring and coaching Setup individual sales rep targets, territories and KPIs. Maintain sales volume, Preferred Skills/Experience product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors . Bachelor's degree in business administration, sales and marketing or related field Manage and implement weekly sales forecast, establishing high levels of quality, MBA highly desired accuracy and process consistency for booking and billing 10+ years' experience in sales management role, preferably in B2B/OEM Analyse pipeline and lead data to enhance conversion rates, understand buying environments behaviours and win/loss assessment Maintain and manage operating expense budget assigned for the region Partner with Global Contracts team to develop competency in legal framework and drive adoption of Product Supply Agreements with customers Ensure reports and other internal intelligence and insight is provided to the sales, marketing and product development teamsQuestion 1 (a) You are contemplating applying for the above position. To impress the hiring manager, you are planning to include in your job application your knowledge of trust-based sales process. Using examples that are relevant to the case, discuss three (3) key selling foundations of a trust-based relationship selling process. (12 marks) (b) The Job Description states that B2B sales experience is required in selling component/sub assembly/hardware that is designed in or selected by OEM customer for system integration. Using examples that are relevant to the case, discuss two (2) relevant personal selling approaches that would impress the hiring manager of your suitability for this position. (13 marks)