Regional Sales Manager

Job summary

職位描述

EXFO is seeking a dynamic, self-motivated & customer driven Regional Sales Manager with a proven track record of increasing sales within Taiwan, China. This individual is familiar with manufacturing, development and research areas in telecommunications industry, will drive the business development and the customer engagement process. This individual will establish, execute and drive the sales strategies with the responsibility for delivering or exceeding EXFO Wireline solution sales targets.

EXFO 尋求精力充沛、積極進取、以客戶為導向的候選人;在中國台灣地區從事銷售工作且有良好銷售業績。熟悉光通訊製造、研發領域,負責推動相關產業的業務發展與客戶互動流程,訂定、執行與推動銷售策略,完成甚至超額完成 EXFO 固網解決方案銷售目標。

What you'll do

工作職掌

Sales Focus

業務面

• Establish sales strategy, sales objectives, and support needs for optical and electrical testing solutions.
• 訂定光電測試解決方案的銷售策略、目標與支援計畫。
• Be dedicated to system, subsystem and transceiver R&D and manufacturing market. Good understanding on the Silicon-photonic design and testing area.
• 專注系統、子系統及光模組研發與製造市場。熟悉矽光子晶片設計和測試。
• Identify customers and key market potentials to penetrate and develop business as well as strategic sales plans.
• 挖掘客戶與核心市場潛力,拓展業務並訂定策略銷售計畫。
• Manage the pipeline of opportunities from current and prospective customers to ensure that sales goals can be met.
• 管理現有及潛在客戶的銷售機會漏斗,確保銷售目標達成。
• This includes qualifying of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.
• 包含機會評估、工作優先順序排序、時間與承諾管理,推動重點機會順利完成銷售流程。
• Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing.
• 及時、完整、準確完成所有銷售文件與報告,保障公司獲利,提升高品質解決方案交付能力,降低服務交付或開票環節的潛在風險。
• Maintain all sales resources and databases such that they are kept up to date and accurate.
• 維護並更新所有銷售資源與資料庫,確保資訊即時準確。
• Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible.
• 學習並掌握核心技術背景,獨立為客戶提供解決方案並促成簽約。
• Adapt to and quickly learn new technologies and products.
• 快速適應並學習新技術與新產品。
• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• 參與產業展會、技術會議及客戶產品演示,聚焦技術應用場景。
• Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
• 參與現場評估,確保客戶正確使用並熟練掌握 EXFO 測試解決方案。
• Manage technical aspects of lab evaluations to ensure laboratory product approval.
• 負責實驗室評估的技術環節,推動產品通過實驗室認證。
• Respond to RFPs in close coordination with PLMs to provide best positive response to all technical requirements.
• 與產品生命週期管理團隊緊密協作,回應招標需求,針對所有技術要求提供最優方案。
• Duties will also consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support.
• 負責演示設備的維護與準備、產品演示、客戶專項應用支援及後續服務。
• Taking full responsibility for the demo equipment and assigned company assets.
• 全權管理演示設備及公司分配資產。

Account Focus

客戶面

• Key account in universities, research institutions, R&D and manufacturing market development & management.
• 負責高校與科研單位、研發與製造市場重點客戶的開發與管理。
• Provide solution proposals and justification to suit customer needs in National Service Provider(NSP)market.
• 針對營運商市場客戶需求,提供解決方案與可行性論證。
• Maintain close supportive relationships with focus accounts to improve the market share.
• 與重點客戶保持緊密合作關係,提升市場佔有率。
• Perform customer training when appropriate to ensure smooth acceptance of products.
• 按需開展客戶訓練,保障產品順利驗收。
• Provide customized test plans and job aids to ensure smooth acceptance of products.
• 提供客製化測試方案與操作指導,確保產品順利落地。
• Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO's testing solutions.
• 協助籌備技術研討會,向客戶及潛在客戶普及 EXFO 測試解決方案。
• Manage and maintain relationships with local agents.
• 地區代理商的管理與維護。

Product Focus

產品面

• Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at focus accounts.
• 作為產品管理團隊與客戶的技術介面,維護重點客戶核心技術關係。
• Advise Product Management Team on product features/road map to coordinate with upcoming customer requirements.
• 向產品管理團隊回饋產品功能與路線圖建議,匹配客戶未來需求。
• Provide competitive intelligence – feature set, road map, pricing.
• 提供競品資訊,包含功能、路線、定價。

Others

• Perform other duties as the Company may authorize or assign from time to time.
• 完成公司臨時授權或分配的其他工作任務。

What we're looking for

條件要求

Technical Requirements

專業技術要求

• Fiber Optic and/or Silicon Photonics technology.
• 光纖及 / 或矽光子技術
• Applications (Fiber test, loss test, dispersion, DWDM, PON and FTTx)
• 應用(光纖測試、損耗測試、色散、DWDM、PON 及 FTTx)
• Telecommunication testing technology.
• 電信測試技術
• Active and passive component manufacturing technology.
• 主動與被動元件生產技術
• PIC chip research, design, foundry or packaging industry, strong experience in chip testing.
• 積體電路晶片研究、設計、製造或封裝產業,具豐富晶片測試經驗
• Good understanding on optical, DC and RF testing technology; Be able to independently provide testing proposal and testing procedure support for PIC customers.
• 熟悉光學、直流與 RF 測試技術;能夠獨立為 PIC 客戶提供測試建議與測試程序支援
• Familiar with wafer level probe station
• 熟悉晶圓測試探針系統
• High degree of knowledge on automation and ability to develop script for 3rd party instrument integration
• 具高度自動化知識,能夠開發腳本用於第三方儀器整合

Required Skills and Capabilities

核心能力

• Excellent communication, negotiation and relationship building skills – internal and external.
• 具備優異的溝通、談判與人際關係建立能力(內部與外部)
• Demonstrated ability to work independently and meet goals is required.
• 能夠獨立作業並達成目標
• Demonstrated ability to work with product line, engineering and service delivery teams.
• 能夠與產品線、工程及服務交付團隊協同合作
• Strong customer advocacy skills complemented by ability to effectively position the value proposition and benefits from the customer perspective.
• 具備優異的客戶導向能力,能有效從客戶視角定位價值主張與效益
• Demonstrated ability to work with partners.
• 具備與合作夥伴協同作業的能力
• Strong interpersonal and communication skills, both oral and written, are required.
• 具備優異的口頭與書面溝通能力
• Enthusiastic and self-motivated.
• 熱情積極、主動進取
• Self-starter and able to interact with people at all levels.
• 主動自發,能與各階層人員順利互動
• Autonomous, well organized, and results oriented.
• 自主獨立、做事條理分明、以結果為導向

Must have

必備條件

• Active attitude, strong will and true value judgement with Honesty, integrity
• 誠實正直、態度積極、意志堅定、具正確價值觀
• At least 3 years of experience in optical and electrical Testing fields.
• 至少 3 年光學及電子測試領域工作經驗
• Key account management skills are preferred.
• 具大客戶管理經驗者優先

Language requirements

• English can be used as a working language
• 英語可作為工作語言

Education requirements

學歷要求

• Bachelor's degree in Engineering, Telecommunications, or related field.Other combination of experience/studies will be considered
• 學歷要求:工程、電子、通訊或相關專業大學學歷;其他經歷與學歷組合亦會納入考量。

Any other combination of experience/studies will be considered.

其他經歷與學歷組合亦會納入考量。