Purpose:
To generate sustainable, profitable growth and expansion of business in Southeast Asia.
Key Responsibilities
· The general responsibilities are to keep developing the business with existing customers in Southeast Asia, and to acquire new customers, e.g. MSOs, Telcos, OTT operators
· Meet short-term annual revenue and contribution targets in the territory, and maximize revenue and contribution margin in the long-term.
· Establish and maintain close personal contact with key stakeholders and employees at all hierarchical levels in existing customer account(s) via frequent and in-depth visits/consultations.
· Develop maximum understanding of customers’ business plans and technology needs as they relate to Nagravision products & solutions
· Identify and implement sales opportunities for Company products & solutions with existing and NEW business account(s) in a profitable manner
· Analyze Operator ecosystems, including but not limited to telco’s, broadcasters, broadcast network
operators, device vendors and system integrators, with the aim to identify and deliver new business
opportunities to rapid grow the Company business in the territory
· Propose business opportunities for both existing accounts in accordance with specific account action plans and/or annual business plans submitted to regional general management. Consolidate/issue Sales reports
· Negotiate general contracts and pricing/payment terms for Company products & solutions in customer account(s), including servicing and maintenance.
· Ensure that sales-administration duties (e.g. issuing invoices, managing account receivables, preparing sales forecasts etc) are executed efficiently and in a high-quality manner. Deploy company approved processes/tools (e.g. CRM) to gain maximum efficiency/alignment with company best-practices
· Ensure that legal and ethical standards are fully applied within the assigned territory.
· Ensure that both regional and global resources (legal teams, solution experts, regional business development, senior management etc) are appropriately utilized to maximize customer account opportunities and/or manage issues.
· Work with Product Units and Product-Line Management teams to define product requirements
· and product pipeline in the short and longer term to meet customer opportunities
· Understand short and long term government policies, as well as market & industry developments to help Company position itself to gain maximum advantage/minimize risks in the local market
· Clear and excellent communication across the matrix organization
Requirements/Profile
• 10+ years sales and leadership experience with a proven track record of success in an international, multi-cultural business environment.
• Have extensive contacts and business experience with telcos, MNOs. Broadcasters, payTV operators and OTT providers in Southeast Asia
• In-depth knowledge of current players in the industry and profound understanding of industry dynamics and trends.
• Knowledge of security services and solutions in in the digital TV environment is a plus
• Demonstrated achievement in sales and new client development; handling and managing a revenue objective of at least US$5m/year.
• Strong presentation skills; ability to tailor presentation and content of solutions to executive and business focused audiences, as well as technical professionals.
• Demonstrates an executive presence via clear communication and implementation of win-win strategies.
• Self starter with an exceptional desire to win.
• Some travel will be required
