Head of Sales and Services Asia

Our client is a European group that designs and manufactures test interface solutions for the semiconductor industry: probe cards, loadboards and related test hardware, together with engineering and test services. They serve device makers, OSATs and design houses across consumer, industrial, automotive, aerospace and defence applications. The group operates a broad footprint in Asia, with entities in Singapore, Malaysia, South Korea, Taiwan, the Philippines, 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 in which 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 and Taiwan.
  
• Lead the sales and service professionals across the Asian entities, setting targets, KPIs and account planning discipline.
  
• Carry projects from request for quotation through purchase order, design and delivery, working with the design 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 competitor movements.
  

• At least ten years in the semiconductor test environment, with a majority of that career in a commercial role.
  
• Direct experience of probe cards, loadboards, sockets, test interface hardware or automated test equipment.
  
• 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 support it.
  
• 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 alongside hardware.
  
• 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 sales cycle.
  
• Technical credibility: able to hold a conversation with a test engineering team and to work with the design centres, service centres and production sites.
  
• Autonomy: comfortable operating from Singapore with a direct line to the Group Managing Director and limited 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.