上海招聘

New Business Manager – APJ region
Globalization/Localization Solutions - Alpha CRC

Founded in 1987, Alpha CRC is one of the longest established software localization and translation companies and operates in a global market.

Key facts-
? Privately owned by 5 hands-on directors
? T/O this financial year will be in the range of $40m
? over 500 full-time staff
? Excellent reputation
? Quality driven

Alpha has major software clients around the world and operates from 19 offices – Cambridge UK, Barcelona, Paris, Montpelier, Genoa, Bologna, Munich, Berlin, Brno, Dublin, Wroclaw, Tallinn, Istanbul, Rio de Janeiro, Buenos Aires, Shanghai, Tokyo, Silicon Valley and Sacramento

Aim of the job

The position will continue the sale and development of globalization/localization services and solutions for prospects and targets based initially in Asian region. Alpha’s client list is impressive, and diverse, with 23 of the top 50 largest software companies in the world as regular clients (Adobe, Autodes, IBM, HP, McAfee , Symantec, VMware), 10 of the top 20 games publishers, and many other client companies in various sectors (Sharp, Nestle, Daimler-Chrysler, BT, Nokia).

With the succesful establishment of our Asian offices, we would like a new business emphasis to be placed on Asian region.

Alpha aims to sell ‘best in industry’ solutions made up of its own services and 3rd party software. Alpha has deep strategic relationships with companies which develop excellent tools and systems for the translation industry. The concept of the sale is to provide the best objective solution at a very competitive price giving excellent value. This will mean helping and persuading prospects and targets to embrace better technology, better value services and get more for their money overall.

The job will require the development of a sales strategy, full sales cycle responsibility, meetings and presentations, and the development of new business through new clients and new prospects. There will be interface with all internal resources around the globe.

The job is based in our offices in Shanghai, China


The Sales, Marketing and Solutions Team and overall description of requirements

The Alpha sales, business development and account management team is made up of dedicated full-time and specialist part-time staff at present.

1 International Business Director and Board Member
3 Strategic Accounts and Business Directors (US, Europe (board) and Global)
6 Business Managers

The report would be to the Head of Company Sales. There would be contact with many of the team members in both PM and Sales.


The post-holder would-

Gain a clear understanding of how Alpha is structured and how its range of technical, process and linguistic solutions are offered to Alpha’s clients and prospects

Through consultation, enhance established accounts in Asia to improve service, quality, efficiency, and output.

Help develop new accounts within various sectors in Asia (IT, Medical Software, Manufacturing)

Visit clients at appropriate stages of the sales and account management process

Use a range of networking tools to develop names and opportunities

Attend numerous networking events in Asia during the first year

Help develop the Asian sales strategy for IT, Medical, Manufacturing and Culture & Media, in appropriate internal forums and take part in regular internal sales meetings with the New Business and Account Management Teams.

Therefore key skills and competencies are the following;

Excellent knowledge of the range of overarching Globalization strategies currently in place in large, international software, medical and manufacturing companies

Excellent knowledge of translation techniques and processes or willingness and competence to develop such knowledge

Good knowledge of Localisation Tools, Global Management Systems, Content Management tools and Systems, internationalisation techniques or willingness and competence to develop such knowledge

Excellent presentation skills

Knowledge of software engineering, desktop publishing and Quality Assurance techniques for the industry

Good account management skills

Knowledge of marketing principles


Detailed specification of complete sales cycle

Marketing and Research Phase -
The sales areas are derived from the strategy developed by the board and senior management. Currently Alpha is engaged in activity in a number of business verticals, all of which have sufficient business activity in localization or strategic importance to Alpha.

The research team provides some researched targets from the above sectors and helps to provide all material for meaningful discussion. However it is also essential that you take responsibility for ensuring that enough researched leads have been supplied, and crucial that you develop your own methods for identifying and researching, or arrange for research, of suitable prospects.


First Contact Phase-

The job requires that you use the list of researched targets and established clients to initiate discussions as to how Alpha could provide localization solutions closer to the clients requirements, or more efficiently, or cheaper, or all of these. The contacts could be centrally placed management or project-oriented personnel.

The sale develops from here through description of the services offered by Alpha - the aim being to develop interest in those services.

The sale should then be to develop a relationship with the client (alongside the appointed Project Manager) and help ensure that revenue flows from the account.

Client Business Development Management Phase-
Where solutions have been sold and projects begin, the role requires that you maximise opportunities with client corporations and, internally, continue to develop the understanding of the projects and the relationship with the client.

This would involve getting materials for quoting purposes, liasing with the Project Management and Analysis teams in order to get accurate quotes to the clients.


Measurements of success

All of the below are ways in which this role would be measured – the numbers in each case would be mutually agreed between the post-holder and Alpha CRC.

? Increased revenue from established clients
? Development of client relationships
? An increase in the number of clients managed
? New business revenue
? More integrated approaches from clients and prospects leading to more departments from within client organizations using Alpha Solutions

Remuneration would be both salary and incentive with expenses.
Alpha’s offices are pleasantly situated in major cities worldwide
There is a very supportive and intelligent group of experienced staff.

Alpha CRC has become one of the world's most successful globalization companies over the past 26 years. We are passionate about our role in Globalization (GL10n), Localization and Translation.

Over this period, Alpha CRC has developed a complete, in-house AGILE GL10n service solution for clients worldwide.With a commitment to continuous development, we continue to enhance our global 'end-to-end' solution, producing multi-million word globalization projects and offering specialist services for world-class companies.