Background Our client is a global company, comprised of five market-leading subsidiary companies in Food and Health industries through which they provide needed expertise in the critical steps of the manufacturing process for their customers. Bakery is one of the main industry segments, and China is considered a strategically important market. To further grow along with its customers in the bakery segment, our client has decided to hire a BDM in China. The responsibility of this first hire in China would be to drive the sales efforts of the dough-making machines, grow the company’s presence in China and facilitate integration with the other industry segments. This position is well suited for someone who is interested in fully deploying his/her business development skills in bakery (equipment) industry and is a great opportunity for a professional who is keen to develop an enhanced platform for a European headquartered company in China.
Business Development Manager 业务拓展经理 Your role is to develop and execute an integrated, targeted approach to market in China. In this capacity, you will be expected to drive sales efforts across channels, create long term relationships with key market stakeholders, and achieve sales targets in China with existing and new customers (penetration and expansion). Primary focus will be on the bakery segment, with the intent to replicate across other subsidiary industries, including other food segments, pharma, and cosmetics. As part of the professional development and to get fully equipped to be successful, the BDM will have the opportunity to become familiar with the company’s heritage, brands and specifications, and for this travel to Germany, France, Canada and the United States.
Job Description The general mission of the BDM is to: • Develop Sales Strategy in China (short-, mid- and long-term plan) • Work with Subsidiary companies to fine-tune key goals and targets • Liaise with company Subsidiary area sales managers to deploy an integrated approach to market • Work with Agents to promote Company Brands and define and implement agreed-upon action plans • Develop and foster professional relationships with key individuals within the target companies to generate new business opportunities • Identify and reach out to prospects, find new customers/agents, responding to requests from internal and external leads, cold-calling into prospect companies-including new and existing clients, qualifying potential opportunities, and scheduling initial product presentations between prospects and our sales team • Develop relationship with key accounts • Recognize sales barriers and develop methods to overcome them • Assist in project contract negotiations • Take responsibility for all parts of the sales cycle with a focus on generating a sustainable “pipeline” of sales to meet annual growth targets, recognizing and supporting, where appropriate, the existing structure that is in place • Meet and exceed agreed growth and sales targets, expand client base and market penetration • Develop Supporting Materials in China o Sales & Marketing Collateral o Website, Literature o Symposiums, Seminars
Deliverables and reports to be given by the BDM • BDM reports to the Group Vice President • The BDM works with Subsidiary companies and the Group Vice President to develop individual goals for Agents and prioritize Targets • BDM to participate periodically in company sales meetings to provide visibility on Plan and Execution
Profile Candidates eligible for this career opportunity should meet the below criteria. • Equivalent to Bachelor Degree in Business Administration, Marketing and/or Sales o Food, Pharma, Machinery or Business-related majors would be a plus • 5+ years’ experience in the Bakery (Equipment) Market in China • Proven ability to set up a clear business development plan • Hands-on mentality with proven track record of successful business development execution • Based in Shanghai, ability to travel 20 weeks a year • Chinese native with good command of both verbal and written English • Good communication skills, able to interact with multiple stakeholders in an organization • Initiative taking, self-motivated and commercial drive • Manufacturing, technical, or other background to fully understand the intent of the product or system would be a plus • A dedication to develop the company’s enhanced China presence
Lancaster was founded by former US Fortune 500 executives who understand the requirements of parent company management teams, as well as how to execute on turnarounds and divestitures abroad. Founded in 2010 to consult for foreign businesses in need of overseas performance improvement, Lancaster consultants, at any point in time, may be running several foreign businesses in China as interim General Managers. In 2014, Lancaster started acquiring businesses, providing parent companies with faster, lower cost exit opportunities.