Date: 4 Feb 2025
Location: CN
Company: Coats Digital
Role Purpose
The Sales Director – Greater China role exists to drive revenue growth, market expansion, and customer engagement across the strategic region of China, Taiwan, and Hong Kong. This role is pivotal in ensuring Coats Digital achieves its revenue goals by establishing a strong regional presence and delivering tailored solutions such as GSD and FRP both on premise and on the cloud. By leading a high-performing sales team, developing region-specific strategies, and cultivating deep customer relationships, the Sales Director contributes directly to Coats Digital’s objectives of market leadership, sustainable growth, and exceptional customer value in the apparel manufacturing technology sector.
Principal Accountabilities and Key Activities
Key Responsibilities
1. Revenue Growth and Sales Target Achievement
Accountability: Drive revenue growth by achieving and exceeding annual sales targets in the Greater China region (China, Taiwan, Hong Kong).
Key Activities:
- Develop and execute a comprehensive sales strategy for the region to meet or exceed revenue objectives.
- Drive new business acquisition, upselling, and cross-selling opportunities with existing and potential customers.
- Monitor sales performance metrics and ensure alignment with company goals and objectives.
- Provide accurate revenue forecasts and sales pipeline updates using CRM tools (e.g., Salesforce).
2. Development of Local Brands as Growth Pillars
Accountability: Establish partnerships with local brands in Greater China (e.g., LiNing, Anta) to create a new revenue pillar for Coats Digital.
Key Activities:
- Identify and target key domestic brands with high growth potential in the apparel and textile industry.
- Build tailored engagement strategies to address the specific needs of local brands.
- Position Coats Digital’s solutions as enablers of growth, innovation, and efficiency for these brands.
- Collaborate with marketing and product teams to create customized campaigns and offerings for local brands.
3. Strategic and Global Account Development in Domestic China
Accountability: Develop and expand a new group of strategic and global accounts within the domestic China market.
Key Activities:
- Identify high-potential domestic companies with the scale and influence to become strategic or global accounts.
- Build long-term relationships with senior stakeholders at these companies to position Coats Digital as a strategic partner.
- Create account-specific plans to drive adoption of Coats Digital’s solutions across their operations.
- Leverage successful implementations as case studies to attract similar high-value accounts.
4. Growth of Strategic/Global Accounts in Taiwan and Hong Kong
Accountability: Expand and strengthen the strategic/global accounts team in Taiwan and Hong Kong to enhance market presence.
Key Activities:
- Recruit, train, and mentor a high-performing strategic/global accounts team in Taiwan and Hong Kong.
- Develop region-specific strategies to grow revenue from existing and new strategic/global accounts.
- Work closely with regional teams to identify opportunities for deeper engagement with key customers.
- Foster collaboration between the Taiwan and Hong Kong teams to share best practices and optimize results.
5. Leadership and Team Development
Accountability: Build, manage, and develop a high-performing sales team in Greater China.
Key Activities:
- Recruit, onboard, and retain top sales talent for roles such as Enterprise Account Managers, Country Sales Managers, and Inside Sales Representatives.
- Set clear performance goals and KPIs for team members and provide regular feedback and coaching.
- Foster a collaborative, results-driven culture that promotes accountability and innovation.
- Identify skill gaps and provide training and development opportunities to enhance team capabilities.
6. Strategic Market Development
Accountability: Expand Coats Digital’s market presence and customer base in Greater China.
Key Activities:
- Identify high-potential industries, customer segments, and geographic markets for growth.
- Develop tailored go-to-market strategies to penetrate new markets and strengthen existing relationships.
- Conduct competitive analysis and leverage market intelligence to position Coats Digital’s solutions effectively.
- Represent Coats Digital at industry events, trade shows, and conferences to build brand awareness and generate leads.
7. Customer Engagement and Relationship Management
Accountability: Cultivate and maintain strong relationships with key customers and strategic accounts in the region.
Key Activities:
- Serve as the executive sponsor for strategic accounts, ensuring their needs and objectives are met.
- Conduct regular business reviews with customers to align on goals, track progress, and identify new opportunities.
- Resolve escalations and challenges promptly to maintain high levels of customer satisfaction.
- Leverage relationships to position Coats Digital as a trusted partner and secure long-term commitments.
8. Collaboration with Cross-Functional Teams
Accountability: Ensure seamless collaboration across functions to deliver value to customers and achieve regional objectives.
Key Activities:
- Work closely with marketing to execute region-specific campaigns and generate high-quality leads.
- Partner with pre-sales and technical teams to deliver tailored product demonstrations and proposals.
- Collaborate with Customer Success and Support teams to ensure smooth onboarding and retention of customers.
- Provide feedback to Product Management based on customer insights to influence product enhancements.
9. Strategic Planning and Execution
Accountability: Develop and implement strategic plans that align with Coats Digital’s Vision and regional objectives.
Key Activities:
- Create annual and quarterly business plans, aligning with global and regional priorities.
- Identify and mitigate risks that could impact regional sales performance or customer success.
- Monitor and analyze market trends, customer needs, and competitive activities to adapt strategies proactively.
- Ensure compliance with Coats Digital’s policies, ethical standards, and data protection regulations.
Education, Qualifications and Experience
Essential
Education
- Bachelor’s Degree in Business Administration, Sales, Marketing, or a related field is required.
- Master’s Degree (MBA) is strongly preferred, particularly for candidates with experience managing complex sales environments or multinational teams.
Qualifications
- Sales Leadership Expertise:
- Proven track record in leading and managing successful sales teams, with a focus on achieving and exceeding revenue targets.
- Expertise in strategic planning, sales operations, and business development within a regional or global context.
- Industry Knowledge:
- Extensive experience in the fashion and apparel industry, particularly in supply chain, production planning, or manufacturing solutions.
- Familiarity with apparel manufacturing trends, digital transformation, and the specific dynamics of the Greater China market.
- Customer Relationship Management:
- Strong ability to develop and maintain executive-level relationships with strategic accounts and local brands.
- Proficiency in managing both new business acquisition and long-term account growth.
- Technical Acumen:
- Understanding of software solutions such as FRP (Fast React Plan), GSD (General Sewing Data), and Vision PLM is a plus.
- Proficiency in CRM tools (e.g., Salesforce) and sales analytics platforms.
- Analytical and Strategic Thinking:
- Strong ability to analyze market trends, competitive landscapes, and customer needs to inform strategic decisions.
- Experience in developing go-to-market strategies and tactical sales plans tailored to regional nuances.
- Communication and Interpersonal Skills:
- Fluency in English (spoken and written) is mandatory for effective communication within a global organization and external stakeholders.
- Strong presentation, negotiation, and influencing skills, particularly at the executive level.
- Proficiency in Mandarin Chinese is essential; Cantonese is a plus.
- Cultural and Market Knowledge:
- Deep understanding of the business culture, regulatory environment, and economic trends in Greater China (China, Taiwan, and Hong Kong).
- Ability to adapt strategies to align with local practices and customer expectations.
- Leadership and Team Development:
- Demonstrated ability to recruit, train, and manage high-performing sales teams.
- Experience in creating a collaborative and results-driven team culture.
- Adaptability and Resilience:
- Ability to thrive in a fast-paced, target-driven environment.
- Resilient mindset to manage challenges and drive performance under pressure.
Experience
- Sales Management:
- Minimum 10 years of experience in sales, with at least 5 years in a leadership role managing multi-country or regional sales teams.
- Fashion and Apparel Industry Experience:
- Deep understanding of the fashion and apparel industry, including its unique challenges and opportunities.
- Experience working with major brands and manufacturers in the apparel sector is a significant advantage.
- Regional Expertise:
- Proven experience in managing sales and business development in Greater China or other Asia-Pacific markets.
- Successful track record in developing local brands (e.g., LiNing, Anta) and expanding strategic/global accounts.
- Revenue Generation:
- Demonstrated ability to achieve revenue growth targets in the range of $10M–$50M annually.
- Experience in high-value B2B sales, particularly for enterprise software or digital solutions.
- Strategic Account Management:
- Hands-on experience with developing and growing strategic/global accounts in complex markets.
- Expertise in upselling, cross-selling, and long-term customer engagement.
- Market Expansion:
- Experience in entering new markets, establishing regional operations, and scaling sales teams.
- Cross-Functional Collaboration:
- Proven ability to work with marketing, product, and customer success teams to drive pipeline growth and customer satisfaction.
Key Competencies
- Leadership and Team Management: Inspires and develops high-performing teams.
- Strategic Planning: Aligns sales strategies with company goals and market opportunities.
- Customer-Centric Approach: Builds deep relationships and delivers value to customers.
- Results Orientation: Consistently achieves or exceeds targets with a focus on measurable outcomes.
- Market Intelligence: Stays informed about industry trends, competitors, and customer needs.
- Problem-Solving: Resolves complex challenges with innovative and effective solutions.
- Cultural Sensitivity: Understands and navigates cultural nuances in Greater China.
- Data-Driven Decision Making: Leverages data to inform strategies and refine approaches.
Desirable
•Experience working in both the fashion and apparel industry and supply chain software solution company and promoting value through customer experience
•At least 8-10 years of technical experience is required, as this role is required to communicate effectively to existing technical users of the software product and service to be sold or supported.
