Global Sales Director (Hong Kong) Vacancy

We're recruiting a Global Sales Director for our clients:

Company:

A leading toy and games producer, based in Hong Kong, we specialize in the development, production, and distribution of board games, kid’s action games, battery operated games, arcade & carnival games, licensed games, table top games, sports games, games tables, and poker & casino games. We supply directly to the largest retailers and distributors of toys all over the world, including 70+ of the top 100 largest retailers globally. Driving our growth is a unique blend of Chinese competitiveness in cost value, development expertise, and speed and agility, alongside western management strengths in trend awareness, product design and innovation, packaging and retail merchandising, branding and licensing, and exceptional service.

Overview:

Over the past 10 years our company has grown by a factor of close to 10x. We are focused now on professionalizing the management team and systems to align with our scale of business, as well as to position ourselves for the next stage of growth in a category of toys that is full of opportunity. We need to catch up our internal capabilities and competencies to align with the significant increase of customers, enquiries, and opportunities. We need an experienced, exceptional manager that understands our industry, knows how to optimally structure the client management and sales functions of a business with our scope, and is looking for an exciting opportunity to help our company continue to grow into a dominant global force in our product categories!

Responsibilities & Objectives:

Market Positioning, Client Management & Sales Policy:

• Formulate plans for sustainable success through preserving existing business and expanding into suitable areas.

• Establish roadmap on the scope of distribution we should aim to have based on our existing position, our unique capabilities, and industry trends. Develop and lead corresponding growth plans.

• Define the type of relationship, interaction, and execution we want to have with our customers in our daily operations, then formulate and lead plans to evolve internal capabilities that will allow us to deliver on this.

• Articulate an enterprise identity focused on defining how we want to be seen by our customers, and how our company presents itself to the market. Ensure across-the-board messaging and communications align to that.

Active Business:

• Plan, guide, and lead growth strategies & develop customized programs for key accounts. This means realizing full potential of our individual customer partnerships through detailed reviews, planning, proactive management, opportunity identification, and internal management & planning.

• Lead merchandising team to manage their accounts, including soliciting & preparing for meetings, handling meetings, and follow-up.

• Improve processes & train team on each step of client management & sales actions to improve results.

• Assisting merchandising teams with high importance communications and negotiations with clients.

• Planning and coordinating meeting bookings with active clients and prospects at key points of calendar.

• Track, prioritize, and manage enquiries & opportunities to ensure optimal use of resources and maximize results.

• Delegate, guide and track new enquiries from end to end, with the objective of maximizing conversion rates.

• Client Clustering: cluster existing customer portfolio. Define service level for each cluster.

Market & Territory Management:

• Analyze and formulate optimal distribution strategies by country and/or region to reflect territory priorities, market structure, sales opportunities, and competitive realities.

• Shape and guide client relationships and new partnerships, as well as coordinate internal sales activities, to drive market presence towards the optimal distribution.

• Manage distribution partner relationships and contractual terms.

• Manage sales representatives and sales agent relationships and contractual terms.

New Business:

• Develop distribution strategies for different markets based on needs & opportunities of each market.

• Analyze market situations & identify white space growth opportunities based on (1) active clients, (2) new markets, and (3) by brand & product. Develop & lead sales activities accordingly.

• Keep track of universe of potential clients and corresponding buyers and other key contacts to guide new account solicitation actions.

• Identify high-value customer targets, and develop & execute solicitation strategies to attract & establish them as new customers.

• Maintain contact database & lead database. Prioritizing and delegate lead follow-up.

• Work with brand team on new marketing/promotion initiatives to increase sales on targeted brands.

• Develop & execute plans to ensure gradual evolution of distribution channels to align with evolutions in consumer purchasing behaviors; mainly focused on planning & executing for online retail.

Team Building & Management:

• Analyze and identify the optimal internal team and workflow needed to align with client management and sales goals. Gradually build, develop and manage this team.

Data Analytics:

• Track key performance metrics, market share, and sales forecasts.

• Direct sales forecasting activities and set performance goals by territory, client, and product categories.

Requirements:

• Smart & sharp, conscientious, pro-active, aggressive, driven, loyal, a leader, a problem-solver.

• Resourceful and creative taking on new responsibilities and finding ways to get things done in a small business environment.

• Content working both independently as well as in small teams.

• First language English skills, both written and verbal. Great communication skills needed.

• Toy industry experience.

• Vendor-to-Retail experience.

• Have sales & marketing experience in a consumer goods company and/or trading company.

• Willing to travel. Attend international toy fairs to meet our customers and find new ones.

• Comfortable working in a “small company” environment requiring broader responsibilities and direct handling of many tasks. Are happy to ‘get hands dirty’ on both big and small tasks.

• Minimum of 8 years of Sales Leadership Experience.

• Bachelor’s degree required; MBA preferred.

• Either living in Hong Kong or willing to relocate to Hong Kong.

• Ideally have necessary visa to work in Hong Kong