In conjunction with our member organisation, Oxford Technical Solutions Ltd. (OxTS), CBBC is currently looking to recruit a candidate for the following position, which will be based in Shanghai. Senior Commercial Manager, China – OxTS Location: Shanghai Company Introduction - Oxford Technical Solutions Ltd. (OxTS) At OxTS we’re passionate about inertial navigation and how we can help our customers with our technology. With over two decades of experience in combining the best of high precision GNSS receivers and world-class inertial navigation expertise, OxTS’ products have become the industry standard for automotive testing and are widely used in other industries. Our products provide position, roll, pitch, heading and other measurements of vehicles on land, sea and in the air. Our highly accurate RT3000 series is used by almost all car manufacturers in the world for vehicle dynamics testing, validating advanced driver assistance systems (ADAS) sensors or developing self-driving cars. Our range of combined, compact GNSS/INS systems are used for sensor position and orientation on mobile mapping vehicles or for direct georeferencing data from airborne surveying. Overview The Senior Commercial Manager - China is responsible for the selection and management OxTS channel partners within China. These channels sell and support customers in the automotive testing and development market as well as the general navigation and survey markets. This position reports to the Commercial Director and works closely with Area of Focus (AOF) business managers, commercial team members and other departments across the business. Duties and Responsibilities 1. Channel Management o Achieve sales targets through an effective and motivated network of channel partners. o Manage the day to day commercial relationship with channel partners to grow these accounts. o Maintain up-to-date knowledge of key markets (i.e. automotive test & development, general navigation and survey) in China. o Track information on key end user requirements and competitors. o Identify and build relationships with key opinion leaders. o Develop a detailed strategic plan to manage territory. Maintain, protect and grow business for both short and long-term revenue growth. Input into the 5-year plan. o Evaluate the overall performance of current channel partners (e.g. growth aspirations, investment plans, coverage, competence, capacity, business robustness) o Seek new channel partners within the territory as required to meet the agreed 5-year plan. o Identify customers' needs, goals and challenges. Use this knowledge to provide relevant customer solutions and better market OxTS products, services, knowledge and expertise. o Inform, train and influence channel partners and end customers. o Handle commercial issues escalated by end users and channel partners. If needed, escalate to and support other OxTS teams to resolve these issues. o Work with other business managers to develop methods to assess channel partner's effectiveness and pipeline/sales funnel management. Operate appropriate tracking and follow-up systems to ensure good conversion rates at each stage of the pipeline. o Manage forecasting and pipeline by utilising the opportunity tracking system to manage, track and report on all sales activities; provide accurate, detailed forecast for your channel partners. o Provide commercial training to channel partners o Support sales visits o Convey value propositions developed by product management to end customers and channel partners. o Attend exhibitions and other events to develop customer and partner relationships, engage key opinion leaders and gather market information (e.g. trends, competitors) o Provide feedback to other OxTS departments (e.g. product management) regarding product services or ideas. o Attend biannual sales meeting along with channel partners. o Maintain ongoing engagement with channel partners and their customers; maintain a regular presence within territory including regular documented quarterly business reviews for key accounts and channel partners. 2. Enquiry Generation o Work closely with other members of commercial, marketing communications, and product management teams on campaigns and other activities designed to generate enquiries. Ensure these are implemented through the channel partners as agreed in the business plans. 3. Enquiries and Quotations o Follow-up leads received via trade shows or direct customer outreach (e.g., website, telephones calls) with channel partners. For application projects, work with support of application engineers and manage the sales process from initial enquiry through final sales (one-off or repeated). o Provide commercial support for channel partners, ensuring the customer selects the correct equipment and that final sales contracts are sound and profitable. o Ensure channel partners comply with the OxTS bribery and corruption policy. o Answer sales queries on products, terms of business, etc., via email, telephone, Skype, etc. All communications must be well-written, clear and appropriately detailed. o Prepare and follow up on quotations for new sales and repairs/other services. Understand standard terms and conditions of sale. Operate the discounting policy. o Answer basic operational and application questions. o Write and negotiate contracts when required, in conjunction with the commercial director. o Involve support engineers as appropriate when more complex technical information is required from a representative or end use customer. 4. Other o Up to 50% travel out of the office o Worldwide travel as necessary for the performance of these duties. o Follow policies and procedures, organise filing systems, network folders and email systems to ensure efficient and effective processing, sorting and retrieval of information relation to representatives. o Develop good personal organisation systems to allow effective and efficient performance of duties. o Other duties as assigned. Behavioural Requirements o Essential o Honesty and Integrity o Customer Centric o Confidence o Planning and Organisation o Judgement o Drive for Results o Influencing o Building and Maintaining Relationships o Desirable o Leadership o Resilience and Focus Technical Requirements o Essential o Direct Sales o Commercial and Channel Management Experience o Engineering Background o Automotive Market Experience o IT Skills o Desirable o UK Business Experience Benefits and Conditions of Employment We offer competitive packages which include basic gross salary, social insurance, medical insurance, housing fund and generous annual pro rata leave entitlement of 22-days for Chinese nationals. Interested candidates are invited to send a cover letter explaining how your experience meets our requirements and an indication of your current salary and expected salary together with detailed CV (EN & CN) through Zhilian Channel. Please use “OxTS SH Senior Commercial Manager – Candidate Name” as the subject of the email. We regret that only shortlisted candidates will be notified and that applicants who fail to provide a cover letter and use wrong subject of the email will not be considered. The closing date for applications is 28th December 2022. Telephone enquiries and personal visits will NOT be accepted.