Director Sales - South Asia

Reporting : General Manager - South Asia & South East Asia

Main role / Job Objective :

- Oversees direct sales and business development activities within South Asia :

- Indian Sub-Continent (also known as South Asia) - Bangladesh / SriLanka

- Works in collaboration with GM to oversee Direct Sales, Pre-Sales and Business Development activities within the assigned territory to achieve revenue targets/objectives and market share requirements. Holds full accountability for the region's sales and business development performance

Main responsibilities and key activities :

- Lead & guide the team in taking proactive steps to meet or exceed overall sales & margin targets

- Seek and target new sales opportunities & other vertical segments, initiating strategic and operational action plans to secure new business

- Lead sales & business development teams in driving sales through targeted & coordinated approach

- Lead in major negotiations and assist sales teams in sales closure where necessary

- Ensure accuracy of sales forecasting through daily/weekly reviews with sales teams, exerting pressure in ensuring eventual sales realization

- Ensure sales team has a healthy pipeline of qualified leads & drive teams to proactively close the deals

- Analyze sales/market trends & statistics to seize and close business potential

- Ensure Sales & Pre-sales teams work collaboratively and jointly to present viable solutions to customers through quality benchmarks and presentations

- Conduct market analysis and formulate strategies for assigned territories or products in generating new business

- Identify & recommend appropriate sales campaigns, marketing events & road shows to capitalize on business opportunities. Thereafter, ensures sales leads are properly followed up & closed by sales team

- Monitor & control selling activities & sales cycles, order developments, pricing strategies & payment terms, leading to sales realization

- Coach & motivate performance of sales, pre-sales & business development teams in meeting sales targets

- Participate in recruitment and selection of sales & business development team

- Design and execute marketing projects in function of lead generation / qualification and market visibility

- Identify and develop new opportunities for marketing and joint marketing initiatives that will help drive business. Work with sales channels sales teams to design strategies and to successfully exploit these

- Execute various launch and marketing plans/campaigns

- Manage support of sales and marketing efforts to educational institutions and similar groups

- Promote business development activities like FIQ, User Clubs, Companies demo room demo activity

- Any other sales/business development actions needed to drive the business forward

Qualifications and professional knowledge :

- The technical or specific knowledge required to perform the job successfully (e.g. diploma and/or level of education required for the job, languages, programming languages, duration of experience )

- Degree in related disciplines (e.g. Engineering, Sales/Marketing, Printing/Packaging Technology, Business Admin, IT). Additionally, an MBA would be highly advantageous

- At least 12 years relevant sales experience, with minimum 7 years in sales management. Must have excellent hunter instincts and acquired excellent sales track record through the years, having risen from the rungs, from individual contributor role to senior sales management positions

- Proven record of mentoring & motivating sales teams & building robust professional sales teams

- Strong leadership skills with collaborative skills in building consensus within cross-functional teams

- Relevant experience in handling and managing the intricacies of Direct, Channel Sales, and Major Accounts

- Comfortable in managing and tracking score cards and implementing sales process improvements

- In-depth industry knowledge & wide network of contacts within the graphics, printing or packaging industries will be advantageous

- Proficiency in English and another ASEAN language would be advantageous

- Sound understanding of finance fundamentals and good commercial acumen

- Prepared for frequent travel in the given geographical territory

- Managed a team of sales personnel in previous roles with a span of control of 10+ sales, and proven record of mentoring & motivating the team

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