Overview
Essential Duties and Responsibilities
Gates is a global manufacturer of innovative, highly engineered power transmission (PT) and fluid power (FP) solutions. With an over 110 year history, Gates offers a broad portfolio of products to diverse replacement channel customers, and to OEMs as specified components. Our products are sold in more than 130 countries across a variety of sectors in the industrial and consumer markets. Our products play essential roles in a diverse range of applications across a wide variety of end markets ranging from harsh and hazardous industries to everyday consumer applications, including virtually every form of transportation. Our team of 14,000+ employees support customers across the world.
We operate as One Gates and have a common goal of pushing the boundaries of materials science. We invest in our people, bringing real-world experience that enables us to solve our customers diverse challenges of today and anticipate those of tomorrow.
Position Summary
The Sales Manager is the commercial lead responsible for executing profitable growth strategies and aggressive expansion plans across the ASEAN market. This role oversees a team of Sales Engineers (SEs) and is tasked with delivering high EBITDA and market share growth through a robust distribution network.
Responsibilities:
- Commercial Strategy & Financial Performance
- Execute profitable growth strategies and tactical action plans to achieve sales targets, EBITDA goals, and market share expansion.
- Manage the sales and opportunity pipeline; analyze market trends and pivot sales plans to address gaps in identified market opportunities.
- Lead key customer relationships and negotiations, ensuring terms and conditions align with organizational objectives.
- Channel & Customer Management
- Recruit new channel distributors and evaluate existing partner performance. Drive outside-in strategies to place customers at the center of all distributor engagement activities
- Lead sales through distributors, wholesalers, and workshops to maximize coverage across South-east Asia.
- Enable appropriate channel programs, sell-in/sell-out campaigns, and promotional activities to drive demand across the region.
- Monitor and support distributor performance through joint business plans, training, and marketing initiatives
- Act as the final escalation point for sales conflicts, product use issues, and customer complaints, resolving them in coordination with multi-functional leaders.
- Matrix Leadership & Process Excellence
- Partner closely with the Product Team and regional functional leaders (Innovation, Operations, Finance, Supply Chain) to ensure product localization and market-fit solutions
- Provide high-quality market intelligence reports for the head office, including competitor movements and application trends in ASEAN automotive replacement market.
- Ensure full compliance with corporate policies, HSE regulations, and the HR code of conduct across the sales team.
- People Development & Culture
- Exemplify Gates ethics and core values to develop Sales Engineers with the right skills, behavior, and resilient/enterprising mindset.
- Advocate for a reward for performance environment to drive accountability for sustainable, aggressive growth.
- Design an innovative learning environment to attract a diverse talent pool and facilitate the team's upskilling into Fluid Power.
Keys to Success
- The One Gates Mindset: Successfully integrating the Product team into the sales cycle to drive increase of market share.
- Resilient Leadership: Managing a matrix environment and remote team members across ASEAN with agility and motivation.
- Commercial Integrity: Balancing aggressive growth targets with profitable, sustainable deal structures
Supervisory Responsibilities
Yes.
Requirements And Preferred Skills
- Education: Bachelor's degree in Engineering (Mechanical preferred) or Business from a reputable university.
- Experience: 10+ years of industrial sales experience, with a proven track record in growing distribution networks in a matrix environment.
- Domain Knowledge: Strong current expertise in Automotive Power Transmission.
- Skills: Strong analytical, negotiation, and interpersonal skills. Must be highly proactive and able to drive aggressive growth plans.
- Communication: Professional fluency in English (written and verbal).Willing and able to travel across ASEAN markets (estimated 30–40% travel).
