•Responsible for the creation and management of our direct sales organizations and the execution of sales strategies for Homeland Security / Government Solutions (Governments, Police, Defence / Military, Intelligence Services) Business Unit in the Asia Pacific region.•Establish sales strategy and sales objectives for the product range, identify customers and key market segments to penetrate, and draw up business and strategic sales plans•Drive the Asia Pacific sales activities and responsible for delivering or exceeding the sales target•Promote EXFO’s existing and planned products to our clientele and develop strong clientele relationships and a strategy for increasing our notoriety within the industry •Develop the synergy with EXFO marketing management, product lines and R&D to ensure our client’s needs are well known and understood and also to better direct future product development with constant feedback to the factory on the competition and changes in technology trends

•Strategic Planning, including Business Plan & Sales Strategy Development. Managing the Regional Sales Representives in the entire Sales Process, especially for the management of Multilayered Sales Channels•Manage the processes in the Rohde & Schwarz group of companies at all levels and sub areas (e.g. R&D, product management, production, service, administration, sales, finance) and define measures to efficiently handle business processes between sales partners/customers and Rohde & Schwarz, and implements these measures to reduce sales effort and to increase productivity

•Develop and maintain business relationships and to maximize the company’s long term HF business focusing on the large non-military customer base and driving the initiatives into military customers with new technology, like frequency hopping and encryption. •Tasked to develop new sales channel business, focused initially in ASEAN, through existing contacts, networking, pro-active prospecting, in order to achieve sales and margin quota and growth objectives for HF products in Asia Pacific.•Manage and collaborate with other sales managers as part of global account management and to guide the sales team and sales channel in the region to achieve the region’s target earnings and overall long term results. Active interface with the Head Office (Adelaide, Australia) to work on the development of strategies (products, promotions, pricing, etc.) and driving partnerships and alliances across the region.

•Provide leadership and innovation to the Business Unit (various teams consisting of Product Managers and Regional Sales Engineers / Managers) in developing & implementing business strategy to enhance standard box and system solution that will meet the technical, operational and commercial requirements of the clients and maintain the company’s position as a leader in the industry in Asia Pacific. •Drive sales and fulfill order income objectives, develop pricing & marketing strategy to support sales growth targets as well as bottom line profitability targets and work closely with Finance to monitor profitability of product portfolio and propose corrective measures if necessary. •Responsible for approving, drafting, reviewing and leading negotiations of complex contracts and other contractual agreements for large-scale projects. •Qualify and approve all proposal & quotation, technical presales material, project bidding & tendering. •Monitoring changes in market or customer expectation, benchmarking customer satisfaction and managing key customer relations. Monitor competitive activities and develop competitive strategies.