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DSM – Commercial Manager APAC – Singapore


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CLICK HERE TO APPLY DIRECTLY AT DSM

Assist the Regional Commercial Manager in executing ANH commercial strategy and day to day operation for Asia Pacific region. Closely monitor up to date market information and position of ANH in Asia Pacific in terms of price for premixes & straights. Maintaining a KPI dashboard and creating other tools to effectively manage premix plants across APAC.

Key areas of accountability/responsibility

  • Shared ownership of the APAC regional budget.
  • Develop financial tools developing leading indicators which will enable the region to manage and monitor the financial health of ANH premix in APAC.
  • Develop and implement commercial strategy to ensure regional targets in terms of volume, price and gross margin are achieved
  • Manage the sales teams in order to ensure that the commercial strategy is followed and implemented
  • Continuous monitoring of market trends and competitive activities to ensure timely adjustments of the commercial strategy and pricing decisions (exception prices)
  • Develop and propose regional sales budget and ensure accurate bottom-up input of volume and price targets in corresponding targeting system & continuously monitoring monthly progress
  • Manage assigned customer Accounts (and/or Agents) to ensure optimal performance in line with the overall commercial strategy
  • Regularly contact/discuss with local sales teams and/or customers in order to deepen knowledge of market conditions (e.g. competition) and customers
  • Provide a pre & post contract commercial management support service to the ANH business stream to meet profit, quality & services objectives through effective planning, communication and understanding customer needs
  • Build & maintain effective relationships with the sales force and help them to identify opportunities to grow & optimize future business at agreed performance levels
  • Support premix business as a first line of support for SAP functionalities like Quotation Module & approve premix/straights prices when necessary
  • Prepare and Monitor the Rebates/Incentive Programs given to Distributors across Asia Pacific countries and liaise between Markets & Finance Lead ANH projects relevant to the marketing, profitability improvement, purchasing savings, product launches etc
  • Understand financial returns of the ANH products & educate himself (with help of Technical Marketing team) & utilize this knowledge for effective commercial decisions
  • Operating in accordance with procedures such as maintenance of prices and contracts within the system. Maintain and ensure timely quarterly market price update in SAP for accurate comparison of DNP premix price against competitor.

 

Authorities

  • Access to regional country sales and budget figures other as applicable.
  • Drive the roll-out of system-related projects for ANH

 

The Ideal

  • University degree in Engineering/Business Management/Science. Masters Degree and/or MBA is an advantage
  • Knowledge to understand the links between Marketing, Sales, Production, Logistics so as to effectively steer the business towards DSM strategic direction
  • Ability to take initiative and be pro-active to encourage sales force to anchor the strategic concepts
  • Thorough understanding of internal processes (DNP and DSM) and their link to the running business
  • Preferably good sales track record. Strong business acumen with demonstrated a strategic approach to enhancing business effectiveness through cost control and commercial planning
  • Assertive, strong decision-maker
  • High level of communication (English, both verbal & written) and leadership skills
  • Pragmatic with good self-organization skills
  • Strong analytical skills & problem solving capabilities with commercial awareness
  • Able to manage workload and prioritize effectively with ability to adhere to strict deadlines
  • Experienced user skills of IT systems (BW, SAP, MS Office)
  • Good patience to deal with non-English speaking markets across diverse cultures & able to motivate the teams with positive approach to business
  • Preferably with at least 8 years of experience in commercial, finance or related discipline

The Reward

Working for DSM means the opportunity to really contribute to improve people’s lives and solving the challenges of today’s world. Challenging jobs, career opportunities and an inspiring environment allow you to enhance your personal development. DSM recognizes that the on-going success of the company depends on the continued development and engagement of our employees and pursues a fair and competitive remuneration policy, recognizing individual and team competencies and performance.

Procedure & Contact

Interested in this position? Please apply on-line by uploading your CV & Motivation letter in English via the career portal (www.dsm.com/careers).

For additional questions, please contact Chris Kok, Talent Acquisition Business Partner at chris.kok@dsm.com for this vacancy.

Reference check procedures are part of the DSM Recruitment & Selection Process. You will be contacted when these references checks are required.

Royal DSM is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, status as a qualified individual with a disability, or any other characteristic protected by law

CLICK HERE TO APPLY DIRECTLY AT DSM

ARTICLES

HBR – Replacing the Sales Funnel with the Sales Flywheel


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HBR article by Brian Halligan, November 20, 2018

Using a flywheel to describe our business allows me to focus on how we capture, store and release our own energy, as measured in  traffic and leads, free sign-ups, new customers, and the enthusiasm of existing customers. It’s got a sense of leverage and momentum. The metaphor also accounts for loss of energy, where lost users and customers work against our momentum and slow our growth.

Employee skills. In the “better product” era, when you grew, you added humans, and you placed them in specialized roles. In addition to a sales rep, you created a business development role for pre-sales, you hired a variety of hunters and farmers, you assigned an account rep to manage ongoing business. You hired and trained “I-shaped” employees who could dive deep into a specific domain. Specialists are great at handling specific customer issues. But, when you have multiple specialist roles, it means your customer is getting handed off from one specialist to another. And, if your customer is getting handed off, they are experiencing friction.

sales heroes; Joost d’Hooghe , Kristina SuttonLuca Morrone, …….

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AMAZON – B2B Sales Lead Europe – Amsterdam the Netherlands


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Description

Ring is seeking a B2B Sales Lead Europe to lead and drive Ring’s rapid growth in B2B sales as well as neighborhood projects in Europe. Ring has successfully entered the European market segment over the past year with a solid initial distribution and is ready to scale up. You will own the B2B sales and business development strategy, lead the development of new channels such as telco, insurance, utility, and professional sales channels across countries. This role also leads our community and police collaboration program to increase neighborhood safety, which is vital to make Ring’s mission to make neighborhoods safer come true locally. The ideal candidate must think and act like a true entrepreneur, possessing strong strategic and relational skills, thinking big with a bias for action.

CLICK HERE TO APPLY AT AMAZON

Primary Duties & Responsibilities

  • Own and execute the growth plan for B2B sales channels across Europe
  • Develop and realize sales strategy for professional channels and alliances such as insurance, utility, telco, energy companies, builders, professional install, etc.
  • Oversee and coordinate strategy, relationship development, and execution for local neighborhoods projects with community organizations and police neighborhood safety initiatives
  • Account management for B2B partners; owning the relationship including complex sales cycles, as well as structuring and leading the sales and (external) project team. This includes planning, forecasting, project management and after sales follow up
  • Coordinate and allocate resources from Ring and Ring’s partners to drive market growth.
  • Function as Ring’s European partner alliance manager, collaborating with local organizations and programs to build community and grassroots support, ultimately stimulating market development through new channels

Basic Qualifications

  • Completely comfortable operating autonomously and delivering against ambiguous, fluid goals
  • History of effectively managing external partners and successfully working with internal teams to build new capability and implement projects.
  • Proven track record of B2B sales and business development in multicounty European context.
  • Excellent interpersonal and communication skills and a proven relationship builder
  • Fluent in English, one other key language (eg: German) proficiency preferred.
  • Bachelor’s Degree required.
  • Must have a willingness to travel 2-3 weeks per month.
  • Must possess the ability to meet deadlines and be adaptable while working on a lean team in a startup environment, embodies a ‘ROLL UP THE SLEEVES’ work ethic.

Preferred Qualifications

  • MBA preferred

About Ring

Ring’s mission is to reduce crime in neighborhoods and empower consumers by creating a Ring of Security around homes and communities with its suite of smart home security products: Ring Video Doorbell, Ring Video Doorbell Pro, Ring Stick Up Cam, Ring Floodlight Cam, and the new Alarm Security systems. With these security devices, Ring has created the neighborhood watch for the digital age and continues to keep homes around the world safe. Ring is an Amazon company. For more information, visit www.ring.com. With Ring, you’re always home.

Company – Ring of Security B.V. (NLD)
Job ID: A789587

CLICK HERE TO APPLY AT AMAZON

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Joost d’Hooghe


Joost d’Hooghe – I am a strong believer of using positive energy and personal relationships to build lasting commercial partnerships. Applying a 90-10, “getting things done” approach.

My ambition is to build strategic alliances between winning organisations, either in executive commercial roles or as general manager. Working with agile and empowered teams with a focused approach (strategic accounts, push products, application leadership) and goal orientation (KPI’s, dashboards, accountability) resulted in >double digit growth in a stagnated European economy.

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