Regional Sales Manager

What you’ll do

工作職掌

Sales Focus

業務面

• Establish sales strategy, sales objectives, and support needs for optical and electrical testing solutions.
• 訂定光電測試解決方案的銷售策略、目標與支援計畫。
• Be dedicated to system, subsystem and transceiver R&D and manufacturing market. Good understanding on the Silicon-photonic design and testing area.
• 專注系統、子系統及光模組研發與製造市場。熟悉矽光子晶片設計和測試。
• Identify customers and key market potentials to penetrate and develop business as well as strategic sales plans.
• 挖掘客戶與核心市場潛力，拓展業務並訂定策略銷售計畫。
• Manage the pipeline of opportunities from current and prospective customers to ensure that sales goals can be met.
• 管理現有及潛在客戶的銷售機會漏斗，確保銷售目標達成。
• This includes qualifying of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.
• 包含機會評估、工作優先順序排序、時間與承諾管理，推動重點機會順利完成銷售流程。
• Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing.
• 及時、完整、準確完成所有銷售文件與報告，保障公司獲利，提升高品質解決方案交付能力，降低服務交付或開票環節的潛在風險。
• Maintain all sales resources and databases such that they are kept up to date and accurate.
• 維護並更新所有銷售資源與資料庫，確保資訊即時準確。
• Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible.
• 學習並掌握核心技術背景，獨立為客戶提供解決方案並促成簽約。
• Adapt to and quickly learn new technologies and products.
• 快速適應並學習新技術與新產品。
• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• 參與產業展會、技術會議及客戶產品演示，聚焦技術應用場景。
• Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
• 參與現場評估，確保客戶正確使用並熟練掌握 EXFO 測試解決方案。
• Manage technical aspects of lab evaluations to ensure laboratory product approval.
• 負責實驗室評估的技術環節，推動產品通過實驗室認證。
• Respond to RFPs in close coordination with PLMs to provide best positive response to all technical requirements.
• 與產品生命週期管理團隊緊密協作，回應招標需求，針對所有技術要求提供最優方案。
• Duties will also consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support.
• 負責演示設備的維護與準備、產品演示、客戶專項應用支援及後續服務。
• Taking full responsibility for the demo equipment and assigned company assets.
• 全權管理演示設備及公司分配資產。

Account Focus

客戶面

• Key account in universities, research institutions, R&D and manufacturing market development & management.
• 負責高校與科研單位、研發與製造市場重點客戶的開發與管理。
• Provide solution proposals and justification to suit customer needs in National Service Provider（NSP）market.
• 針對營運商市場客戶需求，提供解決方案與可行性論證。
• Maintain close supportive relationships with focus accounts to improve the market share.
• 與重點客戶保持緊密合作關係，提升市場佔有率。
• Perform customer training when appropriate to ensure smooth acceptance of products.
• 按需開展客戶訓練，保障產品順利驗收。
• Provide customized test plans and job aids to ensure smooth acceptance of products.
• 提供客製化測試方案與操作指導，確保產品順利落地。
• Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO’s testing solutions.
• 協助籌備技術研討會，向客戶及潛在客戶普及 EXFO 測試解決方案。
• Manage and maintain relationships with local agents.
• 地區代理商的管理與維護。

Product Focus

產品面

• Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at focus accounts.
• 作為產品管理團隊與客戶的技術介面，維護重點客戶核心技術關係。
• Advise Product Management Team on product features/road map to coordinate with upcoming customer requirements.
• 向產品管理團隊回饋產品功能與路線圖建議，匹配客戶未來需求。
• Provide competitive intelligence – feature set, road map, pricing.
• 提供競品資訊，包含功能、路線、定價。

Others

• Perform other duties as the Company may authorize or assign from time to time.
• 完成公司臨時授權或分配的其他工作任務。

What we’re looking for

條件要求

Technical Requirements

專業技術要求

• Fiber Optic and/or Silicon Photonics technology.
• 光纖及 / 或矽光子技術
• Applications (Fiber test, loss test, dispersion, DWDM, PON and FTTx)
• 應用（光纖測試、損耗測試、色散、DWDM、PON 及 FTTx）
• Telecommunication testing technology.
• 電信測試技術
• Active and passive component manufacturing technology.
• 主動與被動元件生產技術
• PIC chip research, design, foundry or packaging industry, strong experience in chip testing.
• 積體電路晶片研究、設計、製造或封裝產業，具豐富晶片測試經驗
• Good understanding on optical, DC and RF testing technology; Be able to independently provide testing proposal and testing procedure support for PIC customers.
• 熟悉光學、直流與 RF 測試技術；能夠獨立為 PIC 客戶提供測試建議與測試程序支援
• Familiar with wafer level probe station
• 熟悉晶圓測試探針系統
• High degree of knowledge on automation and ability to develop script for 3rd party instrument integration
• 具高度自動化知識，能夠開發腳本用於第三方儀器整合

Required Skills and Capabilities

核心能力

• Excellent communication, negotiation and relationship building skills – internal and external.
• 具備優異的溝通、談判與人際關係建立能力（內部與外部）
• Demonstrated ability to work independently and meet goals is required.
• 能夠獨立作業並達成目標
• Demonstrated ability to work with product line, engineering and service delivery teams.
• 能夠與產品線、工程及服務交付團隊協同合作
• Strong customer advocacy skills complemented by ability to effectively position the value proposition and benefits from the customer perspective.
• 具備優異的客戶導向能力，能有效從客戶視角定位價值主張與效益
• Demonstrated ability to work with partners.
• 具備與合作夥伴協同作業的能力
• Strong interpersonal and communication skills, both oral and written, are required.
• 具備優異的口頭與書面溝通能力
• Enthusiastic and self-motivated.
• 熱情積極、主動進取
• Self-starter and able to interact with people at all levels.
• 主動自發，能與各階層人員順利互動
• Autonomous, well organized, and results oriented.
• 自主獨立、做事條理分明、以結果為導向

Must have

必備條件

• Active attitude, strong will and true value judgement with Honesty, integrity
• 誠實正直、態度積極、意志堅定、具正確價值觀
• At least 3 years of experience in optical and electrical Testing fields.
• 至少 3 年光學及電子測試領域工作經驗
• Key account management skills are preferred.
• 具大客戶管理經驗者優先

Language requirements

• English can be used as a working language
• 英語可作為工作語言

Education requirements

學歷要求

• Bachelor’s degree in Engineering, Telecommunications, or related field.Other combination of experience/studies will be considered
• 學歷要求：工程、電子、通訊或相關專業大學學歷；其他經歷與學歷組合亦會納入考量。

What you’ll do

工作職掌

Sales Focus

業務面

• Establish sales strategy, sales objectives, and support needs for optical and electrical testing solutions.
• 訂定光電測試解決方案的銷售策略、目標與支援計畫。
• Be dedicated to system, subsystem and transceiver R&D and manufacturing market. Good understanding on the Silicon-photonic design and testing area.
• 專注系統、子系統及光模組研發與製造市場。熟悉矽光子晶片設計和測試。
• Identify customers and key market potentials to penetrate and develop business as well as strategic sales plans.
• 挖掘客戶與核心市場潛力，拓展業務並訂定策略銷售計畫。
• Manage the pipeline of opportunities from current and prospective customers to ensure that sales goals can be met.
• 管理現有及潛在客戶的銷售機會漏斗，確保銷售目標達成。
• This includes qualifying of opportunities within the pipeline, proper prioritization of activities, and management of time and commitments to ensure priority opportunities move through the sales cycle.
• 包含機會評估、工作優先順序排序、時間與承諾管理，推動重點機會順利完成銷售流程。
• Complete all sales paperwork and reports promptly, thoroughly and accurately, to ensure company profitability and maximize our ability to deliver a high-quality solution and minimize potential problems or issues in service delivery or invoicing.
• 及時、完整、準確完成所有銷售文件與報告，保障公司獲利，提升高品質解決方案交付能力，降低服務交付或開票環節的潛在風險。
• Maintain all sales resources and databases such that they are kept up to date and accurate.
• 維護並更新所有銷售資源與資料庫，確保資訊即時準確。
• Develop and maintain a broad background in core technology offerings, to ensure the ability to provide customer solutions and close sales opportunities as independently as possible.
• 學習並掌握核心技術背景，獨立為客戶提供解決方案並促成簽約。
• Adapt to and quickly learn new technologies and products.
• 快速適應並學習新技術與新產品。
• Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications.
• 參與產業展會、技術會議及客戶產品演示，聚焦技術應用場景。
• Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions.
• 參與現場評估，確保客戶正確使用並熟練掌握 EXFO 測試解決方案。
• Manage technical aspects of lab evaluations to ensure laboratory product approval.
• 負責實驗室評估的技術環節，推動產品通過實驗室認證。
• Respond to RFPs in close coordination with PLMs to provide best positive response to all technical requirements.
• 與產品生命週期管理團隊緊密協作，回應招標需求，針對所有技術要求提供最優方案。
• Duties will also consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support.
• 負責演示設備的維護與準備、產品演示、客戶專項應用支援及後續服務。
• Taking full responsibility for the demo equipment and assigned company assets.
• 全權管理演示設備及公司分配資產。

Account Focus

客戶面

• Key account in universities, research institutions, R&D and manufacturing market development & management.
• 負責高校與科研單位、研發與製造市場重點客戶的開發與管理。
• Provide solution proposals and justification to suit customer needs in National Service Provider（NSP）market.
• 針對營運商市場客戶需求，提供解決方案與可行性論證。
• Maintain close supportive relationships with focus accounts to improve the market share.
• 與重點客戶保持緊密合作關係，提升市場佔有率。
• Perform customer training when appropriate to ensure smooth acceptance of products.
• 按需開展客戶訓練，保障產品順利驗收。
• Provide customized test plans and job aids to ensure smooth acceptance of products.
• 提供客製化測試方案與操作指導，確保產品順利落地。
• Assist in preparation and presentation of technology seminars to educate customers and potential customers on EXFO’s testing solutions.
• 協助籌備技術研討會，向客戶及潛在客戶普及 EXFO 測試解決方案。
• Manage and maintain relationships with local agents.
• 地區代理商的管理與維護。

Product Focus

產品面

• Provide technical interface between Product Management Team and customers by developing and maintaining key technical relationships at focus accounts.
• 作為產品管理團隊與客戶的技術介面，維護重點客戶核心技術關係。
• Advise Product Management Team on product features/road map to coordinate with upcoming customer requirements.
• 向產品管理團隊回饋產品功能與路線圖建議，匹配客戶未來需求。
• Provide competitive intelligence – feature set, road map, pricing.
• 提供競品資訊，包含功能、路線、定價。

Others

• Perform other duties as the Company may authorize or assign from time to time.
• 完成公司臨時授權或分配的其他工作任務。

What we’re looking for

條件要求

Technical Requirements

專業技術要求

• Fiber Optic and/or Silicon Photonics technology.
• 光纖及 / 或矽光子技術
• Applications (Fiber test, loss test, dispersion, DWDM, PON and FTTx)
• 應用（光纖測試、損耗測試、色散、DWDM、PON 及 FTTx）
• Telecommunication testing technology.
• 電信測試技術
• Active and passive component manufacturing technology.
• 主動與被動元件生產技術
• PIC chip research, design, foundry or packaging industry, strong experience in chip testing.
• 積體電路晶片研究、設計、製造或封裝產業，具豐富晶片測試經驗
• Good understanding on optical, DC and RF testing technology; Be able to independently provide testing proposal and testing procedure support for PIC customers.
• 熟悉光學、直流與 RF 測試技術；能夠獨立為 PIC 客戶提供測試建議與測試程序支援
• Familiar with wafer level probe station
• 熟悉晶圓測試探針系統
• High degree of knowledge on automation and ability to develop script for 3rd party instrument integration
• 具高度自動化知識，能夠開發腳本用於第三方儀器整合

Required Skills and Capabilities

核心能力

• Excellent communication, negotiation and relationship building skills – internal and external.
• 具備優異的溝通、談判與人際關係建立能力（內部與外部）
• Demonstrated ability to work independently and meet goals is required.
• 能夠獨立作業並達成目標
• Demonstrated ability to work with product line, engineering and service delivery teams.
• 能夠與產品線、工程及服務交付團隊協同合作
• Strong customer advocacy skills complemented by ability to effectively position the value proposition and benefits from the customer perspective.
• 具備優異的客戶導向能力，能有效從客戶視角定位價值主張與效益
• Demonstrated ability to work with partners.
• 具備與合作夥伴協同作業的能力
• Strong interpersonal and communication skills, both oral and written, are required.
• 具備優異的口頭與書面溝通能力
• Enthusiastic and self-motivated.
• 熱情積極、主動進取
• Self-starter and able to interact with people at all levels.
• 主動自發，能與各階層人員順利互動
• Autonomous, well organized, and results oriented.
• 自主獨立、做事條理分明、以結果為導向

Must have

必備條件

• Active attitude, strong will and true value judgement with Honesty, integrity
• 誠實正直、態度積極、意志堅定、具正確價值觀
• At least 3 years of experience in optical and electrical Testing fields.
• 至少 3 年光學及電子測試領域工作經驗
• Key account management skills are preferred.
• 具大客戶管理經驗者優先

Language requirements

• English can be used as a working language
• 英語可作為工作語言

Education requirements

學歷要求

• Bachelor’s degree in Engineering, Telecommunications, or related field.Other combination of experience/studies will be considered
• 學歷要求：工程、電子、通訊或相關專業大學學歷；其他經歷與學歷組合亦會納入考量。