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HEAD OF SALES (IT)

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Date: Sep 16, 2022

Location: Singapore, SG

Company: Datwyler

Introduction:

We are a leading Swiss cabling manufacturer since 1915, and over time we have positioned ourselves strongly as a leading brand, morphing with speed and agility, to cater to the insatiable demand of urbanization and digitalization.  We had and continue to evolve from being a pure breed cable manufacturer to a system solution provider in the ICT spectrum, supported by our expertise in cutting edge solutions (Structured Cabling, FTTX, GPON, Micro/Mini Data Centre, Software, Services, etc.).  To forge forward, we are embarking on an exciting transformation journey now, to stay agile and relevant as a key player within the IT Infrastructure landscape, especially in Data Centre, and beyond.

BACKGROUND

Base: Singapore

Coverage: Singapore & APAC (excludes China)

Relationship:

  • Report: Managing Director APAC
  • Lateral-Team: Solutioning, Sales Support, Operation, Finance

 

CAREER PATHWAY

We are looking for a person who has experience in the infrastructure / data center business. Furthermore, the person brings the necessary skills and experience with a small sales team to lead and develop. The person is well connected regionally and has many years of sales experience himself. Furthermore, we are looking for a person who has a technical and business education and is willing to develop continuously. In the past, the person has repeatedly distinguished himself through very high commitment and personal responsibility and achieved top performance.

 

OBJECTIVES

Team Development

  • Establishment of a high-performance sales team for the IT business (structuring cables & new business)
  • Ensuring a quick-witted sales team
  • Growth in the defined markets
  • Close cooperation with the regional team to successfully sell solutions

Sales Performance:

  • Drives team in exceeding targets (Sales and profit)
  • Achieves and exceeds budgeted targets (Sales and Profit)
  • Maintains and expands pocket shares of our key customers
  • Penetrates into competitors’ accounts and grows the business
  • Acquires new direct customers over the different customer-value-chains to enhance profitability
  • Identifies and strengthens forage into key segments, and optimizes across each worthy-addressable, especially Data Centre and segments attractive to deploy Micro/Mini Data Centre, GPON, Software & Services
  • Optimizes road-to-market via strong direct selling and selected channel-to-market modals
  • Understanding management of inventory to capitalize opportunities
  • Management of Account Receivables
  • Reporting:  Weekly Visit Report, Weekly Sales Funnel, Monthly Sales Report, C4C CRM, Rolling Forecast

Business Development – works with our local team to fortify:

  • Heightens Brand Equity via push-outreach to consultants, authorities, developers, end-users
  • Secures brand preference via push-outreach to Main-Con, M&E, IT System Integrators, BMS System Integrators, Security System Integrators, IoT System Integrators
  • Identifies addressable segments and converts into tangibles
  • Spearheads market-solutions and develops closely with solutioning/product teams (sandbox, prototype, use case)
  • Spearheads pull-marketing activities, especially to regional partners
  • Develops Ecosystem partners

 

Date Centre

  • Leverages on our manufacturing stature and prospects on addressable DC customers over the entire value-chain
  • Identifies selective solutions/customers to turnkey (supply, install, commission)
  • Identifies/develops eco-system partners as our subcontractors for turnkey projects
  • Bundle-sells always; not only cabling solutions, but developed-solutions; Micro/Mini Data Centre, security, containment, software, and services, GPON, etc.
  • Achieves/exceeds tangible performance (to be discussed upon on-board)

 

CRITERION

Career:

  • > 5 years of successful Sales team leading experience
  • > 10 years of successful b2b sales industrial experience
  • At least 5 years of relevant IT Infrastructure / Datacentre sales experience
  • At least 5 years within Data Centre cauldron
  • Proven track records
  • Well-versed in MNC reporting/working structure
  • Strong network of customers/stakeholders
  • Strong reputational capital
  • Strong commercial and business development capability
  • Adequate grasp on Integration/Solution/Product/Engineering/Architectural/Ecosystem partnership
  • Entrepreneur’s mind-set
  • Proven Salesmanship

 

Characteristic:

  • Must be a leader for the team, acting as a role model
  • Able to motivate and drive people
  • Must be very-Driven, Energetic, Passionate and equips with an Open, Can-Do, Never-say-Die, and Resourceful mettles
  • Takes a strong interest in the overall development of ICT, especially in the DC, IoT, and Digitalisation development and fraternity
  • Of ‘hunter’ and ‘farmer’ made
  • Strategist and Executor; able to decipher and convert opportunities
  • Strong Articulator/Presenter; thrills in coercing, convincing, closing
  • Humble-yet-Confident, and Relentless; matching the evolving industry
  • People’s People; someone who thrills in meeting, exploring, understanding, and sustaining relationships into fruition
  • Collaborative; to carve leverage and teamwork internally, and comparative/competitive advantages from customers/partners externally
  • Purposeful, objective, structured, and holds a sustainable-business-perspective

 

Certificates

  • Degree; Engineering discipline
  • Recognized Industrial certificate/s is a plus

We Offer a Diverse and Global Working Environment
As a globally operating company, Datwyler offers a broad spectrum of job profiles and career opportunities. We offer ambitious individuals who approach their task with dedication and enthusiasm the right environment to excel and grow. This gives every employee the opportunity to influence the way we work. At Datwyler, we enable our employees to bring their talent to a global context and grow it steadily over time. Our employees are therefore at the very heart of Datwyler – we interact with respect, trust and loyalty. Mutual consideration and appreciation are key.
https://itinfra.datwyler.com