Regional Account Manager, China & South East Asia
On-siteSungai Pinang, Pulau Pinang, Malaysia
Job Summary
Develop attractive growth opportunities in new or existing accounts by identifying application needs where Nordson Medical Interventional Solutions can be positioned. Build long-term relationships with key stakeholders, leading communication efforts through recurring calls, business reviews, and face-to-face meetings to manage and grow existing business. Meet annual assigned booking quotes, monitor regional market trends, and prioritize resource allocation based on opportunity size and time to revenue. Create and manage a Regional Account Plan, coordinate with marketing for trade shows, and enter/manage prospective customers in the CRM system. Resolve customer concerns promptly and drive client meetings involving engineering, R&D, and procurement teams toward actionable outcomes. Willing to take calls outside working hours due to different time zones.
Required Qualifications
- Willing to take calls outside working hours due to different time zones
- Meet annual assigned booking quotes that fuel revenue growth and strategic objectives within territory
- Accountable for delivering revenue growth generated from direct penetration of targeted accounts, markets, and applications
- Monitor regional market trends and competitor activity
- Assess all potential customer opportunities within targeted sectors and prioritize resource allocation based on total size of opportunity, attractiveness, fit and time to revenue
- Identify prospective leads and enter/manage perspective customers and opportunities within CRM system
- Proactively manage CRM lead database to ensure prompt follow up and execution from lead to opportunity
- Regularly forecast and report sales performance against goals
- Weekly detailed updates to be sent to manager
- Communicates NMIS value proposition for products and services and is trusted adviser to customer base
- Manage the commercial processes from lead identification, territory call planning, and quote request
- Create and manage Regional Account Plan using template that includes target customers and action plans that support growth of regional base for existing and target account
- Coordinate with marketing, manage and attend regional trade shows to represent the company
- Collaborate with internal teams to address customer concerns, complaints so as to resolve quickly
- Manage customer request or any issues professionally and promptly
- Research the client thoroughly and clearly outline objective of meeting
- Prepare material for meeting in advance (proposal, Presentation, project status, sales number for 3 years, open orders, etc)
- Maximize client meeting by involving engineering, R&D and procurement team with defined objectives
- Drive meetings towards actionable outcomes and follow up strategically
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