JOB DETAILS

JOB DETAIL

Job Purpose
To perform the duties and responsibilities of generating leads and a sales pipeline. Through a strategic approach, this individual will establish sales priorities, marketing activities, and action plans and deliver/exceed on sales goals/targets of the business. He/She will develop high-value relationships with key stakeholders/ decision makers and will be responsible for negotiating and managing
his/her large key customers and achieving high levels of satisfaction. This individual will work on bringing in new innovations and help his/her accounts to move forward together with Komatsu as a business partner.

Sales Team: 8
Reports to Senior Group Manager of Parts Sales and KPAC President

1. Strategy/Planning
- To understand distributor business and develop strategy and market activities together with them. Align with KPAC business plan and objectives.
- To initiate sales promotions/marketing activities in accordance with the sales strategy and business plan.
- To develop strategic plans based on industry trends in the territory and customer wallet share analysis.
- To develop, together with the distributors, a proposal for each prospect/target customer in the territory.
- To work with the distributors and the machine end users in obtaining the test result of the existing/new products and keep track of the record.
- To analyze test data and performance of the existing/new products to develop a marketing strategy in each market.
- To measure sales growth in quantity and value against the target for each product/ activity.
- To achieve/exceed sales goals, sustain revenue growth, and provide recommendations to enhance account growth and revenue potential.

2. Pricing/Sales
- To prepare quotations and to work within the agreed discount structure and customer terms.
- To close sales and develop relationships with key decision-makers.
- Follow-up payment

3. Customer Relationship Management (CRM)
- To be a key client interface with all major existing Komatsu distributors for daily operation.
- To identify necessary training courses for distributors to develop sales capability and communicate with the distributors.
- To attend roadshows, conduct machine touch, diagnosis, and necessary recommendations.
- To maintain positive and supportive relationships with all distributors, emphasizing Komatsu
commitment to customer care.
- To visit customers together with distributor's Parts Service & Sales Representatives (PSSR).
- Resolve any issues and problems faced by distributors and deal with complaints to maintain
trust.

4. Others
- To review with Group Manager & President all aspects of the functions and tasks to achieve greater efficiency by conducting gap analysis to compare current performance against the desired goals and/or to create a recovery plan.
- To Prepare regular reports of analysis, progress, and forecasts to internal and external stakeholders.
- To assist Senior Group Manager and President on related business requirements.

REQUIRED WORK EXPERIENCE

General qualifications
1. Knowledge - Theory / Procedure
- Strong Automotive/ heavy equipment aftermarket parts background with extensive knowledge and experience at a senior level of at least 3 years
- Proven record and strong capability to generate leads, pursue opportunities, and close deals.
- Outstanding presentation and communication skills. Ability to communicate effectively and tactfully with customers and staff at all levels.

2. Language / Computer Skill
- Intermediate Level of English
- Advance in computer applications, such as MS Excel / Powerpoint programs

3. Soft Competencies
- Forward-thinking proactive and can-do attitude also takes quick response and action.
- Able to lead management and create a climate in which team members have a desire for results and are able to realize their potential.
- Able to identify direction for self and others.
- Able to use judgment and evaluate situations to make decisions.
- Results driven
- The successful candidate must have an entrepreneurial and highly motivated outlook.
- Ability to work under pressure involves dealing with constraints
- Ability to organize, prioritize, and direct work activities.
- Excellent customer service and business relationship-building skills are required.
- Reasoning, problem-solving, and analytical skills to resolve issues.
- Project management skills and abilities.

4. Others
- Thai National, able to work in Amata City Industrial Estate, Chonburi.
- Be highly flexible with the ability to travel overseas.
- A driving License is a must