Sales Director

ID 2020-4183
# of Openings
1
Job Location
SG-Singapore

Overview

In this Sales Leadership role within the Regional business unit, you will report directly to the VP/AVP of Asia/Pacific Sales or a person designated by him/her, and will be expected to be a key proponent for strategies leading to the growth of the business. Focusing on sponsorship sales for IDC Events, this role is critical to the success of the IDC Asia/Pacific business and requires someone who is driven to develop a high-performing team that is positioned and equipped with the necessary skills and tools to achieve success in their objectives.

 

Responsibilities

 

  • Bookings and Target Achievement
    • Achieving the team target bookings plan month-by-month, quarter-by-quarter through launch, sell-in and renewal of IDC services to existing and new clients.
    • Providing weekly, monthly and yearly detailed forecasts and budgets to members of the IDC management team as required.
    • Establishing a sales pipeline that will enable sales targets of existing and new accounts to be met each month.
    • Establishing account plans that ensures a high call rate of client contact that results in a strong pipeline
    • Monitor and manage the sales pipeline of the team to ensure the pipeline in the CRM system is updated regularly (Salesforce.com)
  • Process Implementation & Management
    • Establish guidelines and measurement to ensure adherence to the existing IDC sales process and stages, while reviewing the said process for improvements and enhancements where feasible
    • Conduct ongoing sales internal consulting, business analysis, and projects in all commercial functions.
    • Develop sales strategies, policies, and standards within the overall IDC context.
    • Ensure that you are continuously updated on new services launched, and educating your sales team on these programs/ services. Actively monitor launch of these programs in the market through the sales team.
    • To manage and run the collaboration efforts with other country/regional business units within the IDC organization
    • Review country sales policies and practices for effectiveness: pricing, segmentation, structure, profitability, and growth
  • People Management
  • Coaching and mentoring of new sales staff and on-going development of existing sales staff to ensure they are exceeding their objectives
  • Recruit, develop and maintain a motivated sales team of competent managers and staff
  • Evaluate sales staff performance of direct reports, and manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets
  • Provide a motivated & inspired leadership environment in order to drive top line growth.
  • Review & revise basic fundamental policy around recruitment, training, compensation, structure, incentives, and rewards.
  • Implement a performance management process, and manage staff turnover
  • Determine organization structure, roles and responsibility, and performance targets for the function.
  • Develop a culture of quality, service excellence, flexibility, and cost consciousness.
  • Develop team spirit and multitasking capabilities within the team.
  • Plan, organize, and direct an efficient and effective function.
  • Develop IKOs/KPIs with team members and monitor individual performance.
  • Identify training needs and opportunities to develop a highly skilled functional department
  • Develop a positive “can do” attitude, eager to take on ever-increasing challenges for the business.
  • Manage employee satisfaction with influence evidenced throughout the organization
  • Manage unplanned staff turnover, employee development, succession planning, and employee accountability and performance. 
  • Client Engagement
    •  An important part of the job is supporting your team by meeting and understanding their client / prospect portfolio.
    • This role requires the ability to constantly network throughout client companies, often within divisions that are 'unchartered territory', developing current relationships to yield access to future business opportunities. Research and attendance at major industry events will also be necessary.
    • Negotiate with global and major regional accounts.
    • Maintain a consistent brand image in the country and regional market
    • Take ownership of customer relations, represents the voice of the customer, and interact with other functional leaders to ensure a favorable customer experience.           
  • Management Team
  • As member of the regional sales management team, bring sales perspective to country and regional strategy and decision making.
  • As member of the regional Sales Leadership community, assist in setting policy, processes, and strategic direction.
  • Develop near-term and medium-term IDC Sales plans on a 1-3-5 year timescale for the country.

Qualifications

  • External experience with proven consultative sales, preferably experience in high technology (services, software or hardware), with evidence of prior success in Sales.
  • Ability to prospect and manage C-level and senior level relationships within medium and large organizations
  • Strong demonstration of intellect, drive, executive presence, and sales acumen
  • Proven experience building excellent client relationships, offering value added, insightful and strategic insight into their business.
  • Strong computer proficiency.
  • Excellent written and oral/presentation skills.
  • Ability to develop and conduct effective presentations with contract decision makers (c-level)
  • Ability to develop compelling proposals that adhere to client need; mapped to IDC capabilities
  • Knowledge of the full life cycle of the sales process from prospecting to close
  • Language requirements as determined by territory needs
  • Bachelors degree, with strong evidence of success in school
  • Ability to provide concise and accurate reports on a weekly/monthly basis as required by local and regional teams
  • Managing upwards and have the ability to build management relationships and to be the go to person for local business

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