Tayho Seeks Dynamic Sales & Business Development Manager for Turkey
Sales & Business Development Manager - Turkey
Location: Remote within Turkey or based in regional office
Reports to: Regional Country Manager / Regional Leader / General Manager
About the Role
We are seeking a highly motivated and entrepreneurial Sales & Business Development Manager to drive business growth in the Turkish market for Tayho Taparan® products. This role offers an exciting opportunity to be a key player in shaping the future of our business in the region.
Key Responsibilities
Sales and Account Management
● Customer Relationship Building: Act as the main point of contact for direct buying accounts, including OEMs, Tier 1 suppliers, processors, distributors, and semi-products manufacturers. Build strong, sustainable relationships with key partners and important customers, providing timely support according to appropriate customer size and revenue thresholds.
● Market Investigation: Research the industry value chain and supply chain in Turkey, identifying all related players, market shares, and supply relationships. Support the SMA or leadership team in building a comprehensive map of the industry value chain in the region and globally.
● Price Management and Negotiation: Manage price quotations within agreed time frames and negotiate prices as per defined authority in the pricing tool. Close agreements to maximize profits and maintain successful customer relationships.
● Marketing Support: Assist in regional marketing activities such as exhibitions, seminars, conferences, and association events with the marketing team.
● Sales Improvement: Identify potential areas for improvement and work with cross-functional internal teams to enhance overall sales revenue, margin levels, and customer experience.
● New Product Introduction: Proactively support the regional and headquarters teams in industrializing new production, identifying translation opportunities for existing applications, or introducing new products to buying accounts.
● Competitive Analysis: Monitor and analyze value chain players' use of our products versus competitive products to gain additional market share where possible.
● Forecasting and Reporting: Provide forecast input to regional or HQ sales leadership and involved in the supply chain to ensure optimal supply. Document progress, issues, and support needs in CRM, weekly and monthly reports, and track new projects milestones.
Business Development
● Account Knowledge and Prospecting: Develop an in-depth understanding of the account's business, vision, mission, culture, drivers, strategy, and goals. Identify how they generate revenue and compete in the market to build a pipeline of new opportunities through effective prospecting techniques and efficient lead management.
● Stakeholder Identification: Identify key stakeholders and decision-makers throughout the account organization at all levels and across functions to create long-term strategically aligned partnerships.
● Lead Management: Manage incoming leads from existing or new OEM/Tier 1/Specifier accounts and provide advanced technical and regulatory support to convert leads into qualified opportunities.
● Customer Needs Assessment: Determine both defined and undefined customer wants and needs to identify target opportunities in the short, medium, and long term, converting them into revenue.
● Strategic Market Assessment Support: Support Strategic Market Assessments (SMAs) by investigating and reporting market trends, validating assumptions from strategic marketing, or delivering compelling Tayho solutions to key stakeholders at customers to grow revenue in new market segments.
● Documentation and Reporting: Document progress, issues, and support needs to allow oversight of forward momentum and business decision-making through an accurate view of customer activity and pipeline in CRM or company tools.
● Agreement Negotiation: Negotiate Non-Disclosure Agreements (NDAs), Letters of Intent (LOIs), Joint Development Agreements (JDAs), and drive Sales Agreements (SAs) discussion.
● Project Coordination: Drive coordination of all targets until commercialization and use different tools to monitor the project's commercial readiness, technical readiness, manufacturing readiness, and legal/regulation readiness for the delivery of the first 12 months of revenue.
Role Metrics
● Achieve annual sales objectives including sales volume, margin, and cash flow rate.
● Meet new business development objectives such as developing new projects, milestones, incoming leads, pipeline, and sales.
● Complete value chain and supply mapping in segments.
● Support regional organization setup and other related tasks.
Qualification Requirements
Knowledge
● High ambition and a "can-do" attitude with an entrepreneurial spirit (as you will be an initial employee from the region).
Abilities
● Ability to identify and influence representatives of a company at any level.
● Ability to create commercial proposals based on a technical understanding of product value propositions.
● Demonstrated knowledge and use of a consultative SMA approach such as BCG matrix/Product leadership/PLC is desirable.
● Demonstrated knowledge and use of a consultative sales approach like LTC/SPIN/IMPACT is desirable.
Working Experience
● Experience in the field of para aramid business or applications, especially in the Turkish market. Familiarity with industry standards and quality control processes is required.
● Experience working extensively with related companies is a plus.
Qualifications and Professional Memberships
● Technical degree or relevant background/experience (essential).
● B2B sales experience and regional language skills (mother tongue, English) are essential.
● Relevant industry/material experience and knowledge of Chinese are desirable.
● Age between 30-45 years old is preferred.
If you are passionate about sales and business development and have the skills and experience required for this role, we would love to hear from you. Please submit your resume and a cover letter explaining why you are a good fit for this position to zhangqian@tayho.com.cn.
