Sales Manager (Distribution)

INDUSTRY RATIO:

· Semiconductor industry: >90%

· General industry: ~10% (Oil& gas, chemical & petrochemical, power plant & others)

RESPONSIBILITIES:

· Lead, coach, and develop the outdoor and inside sales team to achieve monthly, quarterly, and annual revenue, margin, and corporate objectives.

· Develop and execute distribution and territory strategies for the semiconductor and general industrial markets across Southeast Asia.

· Manage distributor performance through target setting, pipeline reviews, joint account planning, product training, and regular business reviews.

· Build senior-level relationships with distributors, strategic customers, and new prospects; identify needs and position suitable technical and commercial solutions.

· Guide the team through opportunity qualification, technical clarification, pricing, proposals, negotiations, and deal closure while protecting profitability.

· Maintain accurate account, activity, opportunity, quotation, and forecast information in SAP and the CRM system, ensuring strong pipeline governance.

· Coordinate with customers, distributors, logistics, finance, technical teams, and HQ in Japan to resolve supply, delivery, pricing, and product issues.

· Analyse market trends, customer demand, competitor activities, and channel coverage to identify risks and growth opportunities.

· Prepare monthly, quarterly, and annual demand plans, sales forecasts, performance reports, and corrective action plans for management review.

REQUIREMENTS:

· Diploma or degree in Engineering, Business, or a related field.

· At least three to five years of relevant distribution, contractor, or semiconductorB2B sales experience, including proven team leadership or supervisory responsibility.

· Strong understanding of semiconductor manufacturing processes, supply chains, distribution channels, and the Southeast Asian market.

· Working knowledge of CRM and ERP systems, preferably SAP, with the ability to manage pipelines, forecasts, order visibility, and performance reports.

· Proficient in Microsoft Office, particularly Excel, Outlook, and PowerPoint.

· Strong leadership, coaching, delegation, and performance-management skills, with the ability to set clear priorities and hold the team accountable.

· Commercially astute and data-driven, with sound judgement in pricing, negotiation, channel conflict, and customer escalation management.

· Clear and influential communicator who collaborates effectively with customers, distributors, internal teams, and HQ across cultures.

· Organised, resilient, and proactive, with the ability to manage competing priorities in a fast-paced environment.

· Willing to travel at short notice when required and possess a valid driving licence and own car.

(Car allowance will be provided.)