Job Description

Sense the power of light

The ams OSRAM Group is a global leader in innovative light and sensor solutions. With more than 110 years of industry experience, we combine engineering excellence and global manufacturing with a passion for cutting-edge innovation enabling transformative advancements in the automotive, industrial, medical, and consumer industries. “Sense the power of light” – our success is based on the deep understanding of the potential of light and distinct portfolio of emitter and sensor technologies. Around 19,700 employees worldwide drive innovations alongside societal megatrends. Find out more about us on https://ams-osram.com

Your new responsibilities

Position Summary:

Responsibility for the active development of the ams OSRAM Brand Licensing business in China and APAC including e.g. India, CIS countries through the identification, approach, acquisition and subsequent account management of new licensing partners. Establishment of a reliable network in Brand licensing for Home Applications (e.g. Consumer Electronics, Air Treatments, Home Appliances, Smart Home), Health & Beauty and other relevant consumer goods markets.

The position focuses on generating new business opportunities, building local/regional partnerships, supporting the conclusion of licensing agreements and subsequent license partner account management in the territory.

Key Responsibility:

Business Development and Lead Generation

• Identification and proactive approach of potential licensing partners in China and APAC.
• Development of a qualified pipeline of licensing projects.
• Development and maintenance of contacts with decision-makers at executive, sales, and product management level.
• Representation of ams OSRAM at trade fairs, industry events, and partner meetings.

Network Development in Relevant Industries

• Development and use of a network within Home Applications (e.g. Consumer Electronics, Home Appliance, Smart Home), Health & Beauty, and retail industries.
• Maintenance of existing relationships with manufacturers, distributors, retailers, trade associations, consultants, and industry experts.
• Use of regional market knowledge to identify new contracts and business opportunities, e.g. via memberships in relevant chambers of commerce & other associations, utilizing own established business network.

Market and Partner Identification

• Continuous analysis of relevant markets and product categories within APAC.
• Identification of potential licensees based on company size, market position, product range, brand fit, and growth potential.
• Monitoring of market trends and competitor activities.

Partner Approach and Opportunity Management

• Conducting initial discussions and presentations.
• Presentation of the OSRAM Brand Licensing Program to potential partners.
• Qualification of business opportunities and handover of qualified opportunities to the global Brand Licensing team for evaluation and inclusion in the global deal pipeline funnel approval process.

Licensing Negotiations

• Support in preparing business cases, market information, and partner assessments.
• Coordination of local requirements and communication between potential partners and the global Brand Licensing team.
• Local driver & representative for contract negotiations from start (e.g. NDA) through to completion (signed Trademark License Agreement) in close collaboration/interworking with the Global Brand Licensing team.

Level of responsibility: Partial

Business Development Strategy for APAC

• Development of own initiatives and recommendations for expanding the Brand Licensing business in China and APAC (including India, CIS countries), in alignment with the Global Growth Strategy.
• Identification of new product categories, sales channels, and potential partner segments.
• Contribution of local market knowledge to further develop the regional business development strategy.

Key account management & Reporting

• Regular reporting on business opportunities, pipeline, leads and customer account management activities.
• Close alignment with the Business Development & Growth Strategy Lead regarding global growth strategy areas.
• Maintenance of CRM, Key account (e.g. royalty reports) and other business relevant data (e.g. business development)

Who we are looking for

Professional Expertise

• > 10 years s years of experience in business development, sales, or/and partner management.
• Experience in Consumer business (especially Consumer Electronics, Home Appliances), retail, brand licensing, and/or comparable consumer goods industries.
• Proven experience in building customer relationships, generating new business and managing customers.
• Understanding of Chinese and APAC market structures.

Methodology

• Structured sales and business development methodology.
• Strong acquisition and negotiation skills.
• Strong ability to independently develop new business opportunities.

IT

• MS Office
• CRM systems advantageous

Languages

• Chinese (Mandarin and other) – business fluent
• English – business fluent
• Additional Asian languages advantageous

Social Skills

• High level of personal initiative
• Strong communication and networking skills
• Entrepreneurial mindset
• Goal and deal closing orientation
• Ability to work independently in an international environment

Other Requirements

• Work location: major China city, preferable in South of China/Guangdong Province
• Willingness to travel: > 60%
• Regular travel within China and the APAC region
• Willingness to attend trade fairs, customer visits, and industry events
• Willingness to travel internationally to European Headquarter locations

Success Metrics

• Number of qualified leads per quarter
• Number of new potential licensing partners in the pipeline
• Number of customer meetings conducted
• Number of licensing projects initiated
• Contribution to concluded licensing agreements and generated royalty revenues (Lifetime Deal Value)
• Number of new license partners acquired and accounts managed

Please contact Lin Huang for further information via DAISY.HUANG@AMS-OSRAM.COM or +86 (755) 33229167.