Promote, and sell JBT GSE products and services in the South East Asia markets. This includes new products and spare parts as well as repair and refurbishment services. Expected to grow new equipment and aftermarket sales and grow JBT’s presence in the South East Asia market in a profitable and sustainable manner.
To prospect for business opportunities in both existing and new customers, and grow the GSE business in South East Asia, through direct selling as well as managing some of the business through agents/distributors.
Engage customers at a higher level, working with the sales managers, to ensure contact with key customers and new customers at various levels, developing customer relationships for a sustainable business. Such business involves new equipment sales, spares and spares supply contracts, and refurbishment and overhaul works of existing equipment and continual product training to grow the revenue stream.
Organise product and/or themed seminars and directed presentation to existing and new customers, to educate and share with customers on the differentiated features and designs of JBT GSE products.
Work with customer purchasing, legal and technical personnel to ensure JBT equipment compliance with tender specifications.
Development of Product Services sales opportunities with customers. Representative to explore customer requirements to promote parts kits, training, repairs, unit inspections, and equipment refurbishment. In addition, representatives should seek out, identify, and effectively communicate information regarding competitive products and services.
Prepare and produce proposal and tender documents.
Work with sales team and contract manager to prepare and produce proposal and tender documents, including proposal review and pre-bidding discussions with Regional Director and business planning team in Orlando.
Provide liaison support with other JBT departments, including communication with engineering, vendors, shipping and/or other field service representatives to resolve customer issues in a timely manner.
Effectively interact with JBT Senior Management. Identify opportunities for executive sales and escort management on customer calls
Participate and contribute to successful Ad Hoc project management, training program development, instructional development and generic problem analysis on an as-required basis.
Effectively work with customers to develop win-win solutions with the as part of problem resolution including technical, financial and logistics issues
Secure payment on past due customer accounts.
Completion of University degree (in Electrical or Mechanical Engineering/Business).
Over 5 years of sales experience in marketing capital equipment in industrial sectors, preferably with a minimal 3 years in the aviation/airport segment.
Those candidates who may not have capital equipment selling experience, but do have experience in winning business through working with customers to draft tender specifications based on product specifications, can also be considered.
Experience in engaging customers both through direct selling and through managing agents/distributors, to grow the business
Familiar with contracts, tender documents and the local related bid processes.
Thorough understanding of contractual and supply terms, import requirements and CAAC certification of products.
Must possess strategic-thinking thought process and has demonstrated the ability to grow the business in a profitable and sustainable manner.
Strategize, lead and execute the business plan for meeting annual targets, and define and maintain the growth map of the GSE business in XX, working closely with the Regional Director – Asia Pacific.
Proficient in English and Chinese including written and spoken. Another language will be an asset
Specialized Knowledge, Equipment, and Applications:
Must possess a valid driver license and be capable of obtaining a passport.
Must be able to travel extensively for extended periods of time (60% of his time)
Must demonstrate strong interpersonal skills and be able to clearly communicate with the team he/she is leading and with customers.
Preferably with experience and familiarity with the airline industry including airport operators in general and ramp ground handling operations in particular, though those who have experience in dealing with airlines and airport operators in other segments, can also be considered.