Date: 14 Nov 2023
Location: VN
Company: Coats
1. Role Purpose
This role is created to capitalise on new opportunities that is growing quickly in the Northern part of Vietnam where Coats Digital currently only have a strong presence in the Southern part of Vietnam. As part of the plan to aggressive grow the business in East Asia, Vietnam will be an important country with potential business to support the grow of Coats Digital business in FY 2024. Therefore, the creation of this role for Coats Digital. This role will contribute at least $1M of software revenue to Coats Digital and will eventually grow to at least $1+M of software revenue annually.
2. Principal Accountabilities and Key Activities
- Responsible for meeting the annual sales target in the North Vietnam territory assigned.
The sales manager for North Vietnam should conduct activities such as cold calling, networking, and joint partnership with the Coats Thread team and other Coats Digital Sales team to develop qualified leads. He/She should than work on qualifying those leads using the Coats Digital’s BANT criteria to convert these leads into opportunities. Once the opportunities are identified, the sales manager for North Vietnam should define a closing strategy based on Coats Digital sales process to convert these opportunities and prospect into revenue generating customers.
- Accountable for all business development activities in the North Vietnam territory assigned.
The sales manager for North Vietnam is in charge of all business development activities such as
Market Research:
Identifying target markets and customer segments. Analyzing market trends and opportunities. Evaluating competitors and their strategies.
Strategic Planning:
Setting clear business development goals and objectives. Formulating strategies and tactics to achieve those goals. Creating a roadmap for implementation.
Networking:
Building and maintaining relationships with potential clients, partners, and industry influencers. Attending conferences, trade shows, and networking events. Leveraging social media and online platforms for professional networking.
Lead Generation:
Developing strategies to attract and convert leads into customers. Implementing marketing campaigns, such as email marketing, content marketing, and advertising. Utilizing the customer relationship management (CRM) systems to track those activities.
Partnership and Alliances:
Exploring and negotiating partnerships with other businesses. Collaborating on joint ventures, co-marketing, or co-development projects. Identifying strategic alliances that can expand market reach.
Customer Relationship Management:
Building and maintaining strong relationships with existing customers. Implementing customer loyalty programs. Soliciting feedback and addressing customer concerns.
- Proa-actively maintaining a healthy pipeline of leads and opportunity.
The sales manager for North Vietnam shall proactively manage and nurture his/her sales pipeline, via the following activities:
Lead Generation:
Implement a robust lead generation strategy that includes inbound and outbound methods. Use digital marketing channels such as content marketing, SEO, social media, and paid advertising in collaboration with marketing to attract potential leads. Attend industry events, webinars, and trade shows to generate leads through networking.
Qualification:
Develop clear BANT criteria for lead qualification to prioritize the most promising prospects. Use lead scoring to rank leads based on their fit with your ideal customer profile and their level of engagement.
Lead Nurturing:
Create personalized and valuable content with the help of marketing to engage leads at various stages of the buyer's journey. Implement email drip campaigns, webinars, and educational resources to keep leads interested and informed. Work with marketing to send timely and relevant messages to leads.
CRM and Sales Software:
Utilize Customer Relationship Management (CRM) software to track and manage leads and opportunities. Keep detailed records of all interactions with leads, including emails, calls, and meetings. Use CRM and marketing automation features to streamline repetitive tasks and follow-ups.
Sales Funnel Analysis:
Regularly analyze your sales funnel to identify bottlenecks and areas for improvement. Assess conversion rates at each stage of the funnel to pinpoint where leads are dropping off. Adjust your strategies and tactics based on data-driven insights.
Follow-Up:
Ensure prompt and consistent follow-up with leads. Persistence is key in lead nurturing. Customize your follow-up messages based on the lead's behavior and interests. Use a mix of communication channels, including phone calls, emails, and social media.
Lead Segmentation:
Segment your leads into different categories based on demographics, behavior, and buying intent. Tailor your messaging and content to each segment's specific needs and interests.
Sales and Marketing Alignment:
Foster collaboration and communication between the sales and marketing teams. Ensure marketing efforts are aligned with the sales process, providing the right content and leads at the right time.
Customer Relationship Building:
Build strong relationships with leads by understanding their pain points and providing solutions. Offer exceptional customer service and support during the pre-sales phase to build trust.
- Work closely with other teams in Solution Consulting and Customer success to develop upsell and cross-sell opportunity.
Conduct regular meeting with other team members in Solution Consulting and Customer Success to brain storm ideas to generate more upsell and cross-sell in your region. This meeting should not be limited to just Sales, Solution Consulting and Customer Success, other team member from Professional Service and Support or Marketing can be included at your discretion.
Work closely with Marketing to develop activities and events to generate leads.
The Sales Manager North Vietnam will be responsible for the following activities with marketing:
Joint Strategy Development:
Schedule regular meetings between the sales and marketing teams to align goals and strategies. Collaboratively define the target audience and ideal customer profiles for lead generation efforts.
Content Creation:
Work with the marketing team to create high-quality, relevant content that addresses the pain points and needs of your target audience. Collaborate on blog posts, ebooks, whitepapers, videos, and other content that can be used in lead generation campaigns.
Email Marketing Campaigns:
Develop email marketing campaigns together, ensuring that messaging and timing are coordinated. Create segmented email lists based on lead characteristics and behavior.
Webinars and Workshops:
Plan and host webinars, workshops, and online events that provide value to your target audience. Promote these events through various marketing channels, such as email, social media, and your website.
Lead Nurturing Campaigns:
Work together to create lead nurturing workflows that guide leads through the sales funnel. Customize content and messaging based on where leads are in their journey.
Event Planning:
If organizing physical events or trade shows, collaborate on booth design, promotional materials, and follow-up strategies.
Coordinate logistics and staffing for events.
Lead Tracking and Reporting:
Collaborate on lead tracking methods to attribute leads to specific marketing campaigns and activities. Regularly review lead generation performance metrics to identify areas for improvement.
Education, Qualifications and Experience
Essential
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Bachelor's degree in Business, Marketing, or a related field.
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At least 7+ years of demonstrated achievements and experience in sales, preferably in the fashion and apparel manufacturing industry in North Vietnam.
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Proven track record of meeting or exceeding sales targets of more than USD $1M in North Vietnam.
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Resourceful with a tenacity to succeed.
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Good listening and problem-solving skills that include the ability to develop and propose solutions for clients.
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Strong communication and interpersonal skills in Vietnamese and English.
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Knowledge of the fashion and apparel manufacturing process in North Vietnam, including product development, sourcing, and production.
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Familiarity with industry-specific software solutions, such as PLM, ERP, and MES in North Vietnam.
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Good organizational skills, be able to work & coordinate internal & external stakeholders.
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Able to work with minimal guidance, be proactive, and handle uncertainty.
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Having “ Can do” attitude
Willingness to travel as needed within North Vietnam to attend industry events and meet with clients
Desirable
MBA in Marketing & Sales
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