Head of Sales and Services Asia

Our client is a European group that designs and manufactures test interface solutions for the semiconductorindustry: probe cards, loadboards and related test hardware, together with engineering and test services. Theyserve device makers, OSATs and design houses across consumer, industrial, automotive, aerospace anddefence applications.The group operates a broad footprint in Asia, with entities in Singapore, Malaysia, South Korea, Taiwan, thePhilippines, Vietnam and India - with design centres in India, Malaysia, South Korea and the Philippines,service centres in Taiwan and Singapore, and a new presence opening in Shenzhen. These are all countries inwhich the group already has customers.

• Own the sales and services result for Asia and the growth plan behind it.
  
• Take over and develop the existing customer base, and hold the key account relationships in the region.
  
• Open new accounts across the Asian markets, working the test clusters in Korea, Singapore, Malaysia andTaiwan.
  
• Lead the sales and service professionals across the Asian entities, setting targets, KPIs and accountplanning discipline.
  
• Carry projects from request for quotation through purchase order, design and delivery, working with thedesign teams on feasibility, lead time and cost.
  
• Lead commercial negotiations on price, terms and service levels.
  
• Provide the Group CEO with a reliable forecast and pipeline view, and report on market and competitormovements.
  

• At least ten years in the semiconductor test environment, with a majority of that career in a commercialrole.
  
• Direct experience of probe cards, loadboards, sockets, test interface hardware or automated testequipment.
  
• An established customer network in Asia among device makers, OSATs or design houses.
  
• A record of substantial growth delivered in a territory or an account portfolio, with the numbers to supportit.
  
• Experience of leading sales and service people across more than one country.
  
• Exposure to a service, repair or aftermarket activity, and an understanding of how it is sold alongsidehardware.
  
• Comfort running custom projects end to end alongside the commercial relationship.
  
• Based in Singapore or ready to relocate there. Regular travel across the region.
  

• Strategic selling: able to build an account plan, map a decision-making unit and run a long technical salescycle.
  
• Technical credibility: able to hold a conversation with a test engineering team and to work with the designcentres, service centres and production sites.
  
• Autonomy: comfortable operating from Singapore with a direct line to the Group Managing Director andlimited local structure.
  
• Leadership: able to bring discipline and rhythm to a dispersed team without a heavy hierarchy.
  
• Cultural range: at ease across the Asian markets and with a European head office.
  
• Fluent English. An additional Asian language relevant to the customer base is an advantage.