Ho Chi Minh City, Ho Chi Minh City, Vietnam

Country Head (crane/heavy machinery)

 Job Description:

1. Business Results 

Takes ownership of his/her results by ensuring that the investment in and allocation of human and other resources and equipment allows he/she make the required benefits. He/she can then proactively set actions into motion when needed, in order to ensure that his/her country targets and budgets are met at all times. 
Works in close collaboration with his/her finance manager/controller to understand the key profit drivers, performance and budget variances. Develops and implements corrective measures when needed. 
Is responsible for managing the major profit drivers by setting and (regularly) reviewing equipment pricing levels (and discounts), by managing equipment occupation, by controlling external and cash-out costs, and by keeping working capital levels low. 
Reports regularly and accurately, in accordance with Group standards, in order to keep the Regional Director and his/her management team informed on the country’s performance, and uses this information to manage and improve business results. 
2. Business Development 
Is responsible for developing a pipeline of new business coming into the company, based on a thorough knowledge of: the market (customers and business trends), the solutions and services the company can provide, and of the company's competitors. 
Maintains and builds positive relationships with potential clients, business partners, the political world, local authorities, financial institutions, etc. to create awareness and goodwill towards Sarens, and to ultimately sign major contracts in heavy lifting and special transport. 
Is responsible for identifying and evaluating strategic market opportunities. 
Detects strategic and important projects within his/her country, and is responsible for setting up commercial and operational teams, in collaboration with company Projects, to maximize chances of winning. 
Proactively works together with his/her team to secure future revenues. 
3. Sales 
Ensures the implementation of Group sales guidelines, consisting of: 
1. Market segmentation 
2. Client identification 
3. Revenue analysis 
4. Key account allocation 
5. Target setting 
6. Bonus system implementation 
7. Reporting; incl. Call & Visit Reports 
8. Pipeline & Quotation management 
9. Idle equipment follow-up 
10. Price list 
Ensures that his/her country develops and executes a professional sales plan to reach the main objectives. 
Ensures that his/her country develops and manages a well-functioning sales team, in order to reduce the risk of idle equipment, maximize sales revenues, and meet the main objectives. 
4. Maintenance of Equipment 
Is responsible for keeping the equipment in good operational condition, both technically and aesthetically, to make sure that it is fully and safely deployable at all times. 
Ensures that the service team has the right tools and equipment to execute their job safely and efficiently. 
Ensures that his/her direct reports follow up on and execute the Group’s policies and instructions on Maintenance, and consequently makes reports. 
Uses the MIP KPI’s to control the maintenance results of the Fleet Managers and makes adjustments as required (DOO, Delayed tasks list performance, on/off hire reports, oil sampling, on-time A/B/C preventive maintenance, black boxes instructions, and yearly inspection of all cranes).

  Required Skills:

Key Account Segmentation Financial Institutions Contracts Pricing Bonus Capital Adjustments Budgets Budget Analysis Preventive Maintenance Ownership Machinery Instructions Inspection reporting Business Development Finance Maintenance Business Sales Management