Director Business Development Power Quality Eaton Singapore

Job Description: • 2-minute read •
This role is responsible for driving Eaton Electrical Sector sales strategy and success for the Power Quality business in East Asia by working closely with regional / local sales organizations and aligned with the global and regional growth strategy. Prepare and execute target account growth plans including specification development and actions at key value chain members and influencers. Act as the primary country interface and develop a keen understanding of individual country business needs and drivers, decision making process and buying behavior and for leading the development and delivery of specifically tailored value propositions, accurate, recommended solution proposals and complete, customer life-cycle services. Project and Solutions will encompass Eaton’s entire electrical offer portfolio consisting of Products, Systems, Solutions and Services and may also include the complete, ONE EATON portfolio where appropriate by customer.

This role is also responsible for devising channel strategy, channel budget and channel programs to meet the company channel business objectives. This role is also responsible for strategizing to recruit the right partners for power quality, and to work with the countries and regional team to improve channel coverage and revenue growth. In addition, this person needs to understand and execute the key strategies and objectives aligned with Asia Pacific overall vision. This role will also be providing guidance and coach in country channel team to improve their overall competencies. The goal of this position is to increase market coverage, grow market share and continuously enhance the efficiency of the company go-to-market in the East Asia zone.

This role will lead to define and develop resources, tools and activities to support PQ “sales & marketing” for both centralized and localized. Understand and identify customer needs and market requirement in the region as to align with Global and Asia offering strategy, influence offer innovation and competitiveness. Create measurement platform to outline progress related to the deployment of the various capture strategies as well as their degree of success. The goal of this position is to increase market coverage, grow market share and continuously enhance the efficiency of the company go-to-market. This role will also be the interface between East Asia sub-zone and APAC vertical business for revenue reporting, escalations, price management, voice of customer, product launches and deployment of tools.

The position will also work with countries to accelerated growth plans from $91.4M in 2014, $135M in 2015 and $190M by end of 2016. East Asia consist of 16 countries, including Malaysia, Indonesia, Singapore, Philippines, Thailand, Myanmar, Laos, Cambodia, Brunei, Vietnam, Hong Kong, Taiwan, Japan, Korea, Mongolia and Bangladesh.

Essential Functions:

Enterprise Sales and Channel Management
Responsible to support overall business growth, maximizing revenue, profitability and market share
Oversee country teams formulate plan designed to meet business objectives
Owns the deployment of consistent channel polices, framework and rules of engagement in countries
Owns deployment of common channel engagement framework
Implement global channel strategies by working with APJ channel team
Build strong relationship with key partners and be their advocate for escalations
Track key top partners’ executives satisfaction level development, including IT alliance (IBM, HP, etc)
Enterprise sales and Channel Development
Review channel coverage by targeted market segment and support countries to develop right partners
Interface with APAC on product life-cycle, introduction to sunset, launch readiness and 4P for portfolio
Develop Enterprise and channel strategies with countries and track progress against goals and activities
Proposes tactics to increase sales and awareness within the channel community
Oversight country partner development funds to maximize return on investment
Implement metrics to that will improve enterprise and channel productivity
Development of Enterprise and Channel Teams
Mentoring and coaching country channel team
Support local country channel team in managing and developing their channel partners
Define performance matrix for tracking channel health, width, depth and track progress against goals
Develop Enterprise and Channel sales tools and pricing
Regional pricing
Marketing
Sales incentives
Program oversight
Sales reporting
DIMENSIONS:

This position strongly impact our channels route to market, to optimize our product portfolio getting to our customers where and when needed by optimizing and maximizing of market coverage leveraging on the most cost effective and efficient vehicles.

Sales Volume
Market share growth
Return on sales and operating profit
Manage direct reports
Build Organizational Capability Achieve revenue and growth goals in East Asia
Achieve product category margin goals
Channel width (Number of partners) and depth (dollar spent) year on year growth
Partner satisfaction survey
People management and development skills is a must


Basic Qualifications (Including Educational Requirements)
Basic Qualifications
Bachelor of Science in Engineering or Business
7-10 years related experience in sales and/or business development
Key account selling UPS in the IT Channel industry in East Asia
Strong IT or electrical partner network, market trends and competitive landscape
Experience in adapting and develop unique partner value proposition with local teams
Previous major account selling experience required
Experience in UPS Channel or enterprise sales.
Strong communication skills in both written and verbal
English Proficiency

Preferred Qualifications:
Strategic thinking and planning with strong commercial and financial acumen.
Strong organizational, communication and project management skills
Experience in the IT Channel or electrical infrastructure, preferably with industrial power protection solutions.
Experience with UPS, power distribution systems and/or power electronics highly desirable.
MBA preferred

Position Criteria
Ability to multitask, complete projects with tight deadlines and proven product management experience. Good balance of technical and commercial acumen
Must be experienced in competitive benchmarking of features and price, new product requirement definition, business plan development, value proposition development, new product launch, forecasting
Must also be experienced with customer meetings and presentations.
Ability to work in a matrix organization, in virtual teams (across different locations), and cross-cultural environments
Ability to learn, articulate, and support complex products and technologies
Ability to think and act strategically
Excellent presentation, verbal and written skills
Strong data mining and analysis skills
Proficient with Microsoft Excel and PowerPoint
Regional experience and a proven track record in developing IT or electrical channels
Strong interpersonal skills, strategic thinker, problem solver with results oriented

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