Executive, Head of Japan Multinational Clients (APAC) is a senior leadership role, responsible for defining and articulating the sales strategy, linking the company's value proposition against real-world business challenges.
This senior leadership role is a sales and market driven role, responsible for planning, driving and ensuring the flawless execution of sales initiatives, activities and programs to meet sales revenue and strategy.
This senior leadership role oversees, leads and manages a sales function within a region/country and strives to foster a collaborative and innovate team culture focused on strategic and operational excellence.
Key Responsibilities:
- Translates the global sales strategy and regional strategic objectives into a regional sales strategy. Contributes to the executive management of the regional organization and ensures on a continuous basis that the regional sales organization flexibly reacts and is aligned to current business drivers, organizational initiatives and regional programs.
- Drives a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards.
- Provides direction for team/direct reports to develop corporate/organizational policies and authorizes their implementation.
- Ensures sales teams have required coaching and mentorship, as well as relevant tools, processes and systems to achieve their individual and team objectives/quotas.
- Compiles the most lucrative growth areas for new sales in the region and sets regional sales targets in line with the global sales targets to ensure that organizational growth objectives can be met.
- Responsible for the leadership of sales function, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.Identifies and evaluates fundamental issues, providing strategy and direction for the sales teams within remit of the role.In conjunction with senior leadership, develops and drives execution of sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and profit for existing and new products.
- Develops and ensures the implementation of sales programs by developing field sales action plans.Manages and drives sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
- Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.
- Tracks sales performance analyzes metrics and adjusts sales strategies as needed.
- Stays informed about industry trends, competitor activities and emerging technologies and uses insights to adapt sales approaches to stay ahead of the curve.
- Knowledge and Attributes:
- Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset.
- Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements.
- Developing the skills to understand the client's business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.
- Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations.
- Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
- Sales solution skills. The knowledge of the company's offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link company offerings, including high-value services to specific client and prospect needs and outcomes.
- Sales resources optimization. Building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.
- Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
- Sales strategy execution. The skills to ensure that the sales strategy is aligned to the business strategy.
- Sales business management. The skills to ensure that target setting, and associated processes is aligned to meeting the target.
- Sales talent management and enablement. The skills to ensure that results are achieved through effective talent management.
Academic Qualifications and Certifications:
Bachelor's degree or equivalent in business or marketing or a related field.
Required experience:
- Substantial experience in a sales leadership role, preferably gained within a global technology services organization.
- Substantial direct sales work experience gained within a similar environment.
- Substantial strategic planning and execution experience.
- Substantial media experience and evidence of previous work in this area is a must.
- Substantial track record managing financial results and business outcomes.
- Substantial experience negotiating on extremely critical matters.
- Substantial go-to-market planning and execution experience.
- Extensive experience in specializing in global strategy and executive engagement with Japanese multinational clients.
- Extensive experience in group-wide growth initiatives, including strategy and M&A, working in close collaboration with HQ, regional leadership, and overseas subsidiaries, with an early career foundation in complex enterprise sales.
- Extensive experience in working in Global MNC / High-Tech Industry
- Candidates who can speak Japanese will be highly of advantage
