New Business Sales Manager, Asia Pacific recruitment
The Company:
The Company has over 20 years of successful track record providing leading-edge Treasury, Risk, and trading solutions for both sell-side and buy-side, covering full range of front, middle and back-office functionality.
Role Overview:
The successful candidate will be able to execute broad strategies to unveil and generate revenue streams from new business opportunities across the region.
Essentially, the New Business Sales Manager is expected to
- Ensure development of a strong pipeline, and provide discipline around revenue generation, sales reporting and forecasting.
- To successfully pursue business through direct sales activities with new customers.
Primary Responsibilities:
- Understand the potential offered by the Company’s products and services, together with the business benefits they can offer customers.
- Understand the target market, the requirements of prospective customers, trends and the competitive landscape. Provide input and participate in the Company’s overall sales and marketing strategy development.
- On a planned and well-qualified basis, onwardly determine the extent of business potential for the Company across the region.
- Develop a targeted new business Regional Sales Plan that will achieve the revenue objectives of the Company, taking into account the typical lead-time in selling complex solutions.
- Ensure that the right solution-mix is targeted appropriately for the respective markets.
- The identification and prioritisation of ‘key accounts’ and ‘must win’ opportunities.
- Identify the most appropriate points of access into customer opportunities and ensure that there is an optimal utilisation of sales resources.
- Maintain a robust sales performance, supported by clear short- and medium-term revenue forecasts for the region, together with a pragmatic tracking approach.
- As appropriate, identify and build relationships with Partners to ensure that the Company capitalises on business opportunities which are best developed with, and through, third parties.
- Develop a strong relationship with the Company’s Business Lines and Services teams to enable efficient transfer of knowledge, qualified identification of opportunities for products services, and effective management of customer issues
- Contribute proactively to the overall management of the Company in the region, working closely with the Managing Director Asia Pacific.
Accountabilities:
- Accountable for the delivery of Licence revenue, order value, units sales and solution mix as per the annual and quarterly assigned targets
- Accountable for the quality/accuracy of the proposition sold to clients and in the Company's ability to meet their needs.
- Accountable for the provision of a pipeline of business which builds towards APAC regional growth targets. This pipeline of business should be sustainable in the longer term.
- Efficient and economical use of the appropriate Company resources
Experience and Competencies:
- Graduate, ideally with a postgraduate qualification in Finance or Technology
- Successful track record of building business as a sales leader in quarterly earnings-driven software solutions businesses.
- Proven ability to thrive in a sophisticated client engagement environment. Able to play a lead interface role with clients at the highest levels.
- Experience of complex enterprise software sales and services environments.
- Strong international credentials – ideally with a track-record that shows a demonstrable ability to operate across the Asia Pacific region, with a strong understanding of what it takes to conduct business successfully in the various respective markets.
- Experience of selling to large banking and financial institutions, ideally with specific expertise in treasury and capital markets.
Benchmarks:
- Motivated sales manager with maturity and well-developed people skills, able to deal effectively within a sophisticated, demanding environment.
- International in outlook with an understanding of cultural differences and sensitivity to the nuances of different International marketplaces.
- High confidence levels, with outstanding communication and presentation skills.
- Proven, quantifiable, high-calibre business acumen
- Impeccable character and high ethical standards.
- Ability to travel is required.
July 4, 2012
• Tags: ASIA PACIFIC recruitment, Information Technology careers in the Singapore, New Business Sales Manager • Posted in: Financial