Job purpose: Lead and drive Retail sales growth across APAC, including new business sales, cross-sell and upsell bookings, via a planned go-to-market strategy which results in adequate sales pipeline. This individual will carry a regional quota which will be achieved via the direct sales team, will develop the business plan, the sales team, will engage with senior retail industry Executives, and leverage the Partner ecosystem to grow the business.
Responsibilities:
- Strategy: create and maintain an overall go-to-market strategy to deliver the territory’s short-term and long-term objectives. This individual will have built and scaled a successful sales organization in an aggressive timeframe. They will lead the team by example, including engaging directly with retail industry’s Senior CXO leadership.
- Successful Sales Achievement: achieve territory’s quarterly and annual bookings and pipeline targets from SaaS solution sales. Work with Business Development and Marketing to leverage successful account-based marketing campaigns.
- Value-Based Selling: deliver an engaging value-based sales methodology and drive meaningful customer value for all respective stakeholders, including presenting the vision to the C-Levels
- Internal Team Builder: develop and maintain close relationships with peers, functional area leadership (especially Operations, Marketing, and Alliances), and help create a cohesive team.
- Reporting: deliver fully transparent and accurate revenue forecasts on a weekly basis. Establish and manage to KPIs at the individual contributor level, including pipeline, sales performance, etc.
- Customer Success: drive exceptional customer satisfaction resulting in press releases and cases studies from most customers.
- Sales Personnel Development: interviewing, hiring, managing, and mentoring the sales team.Guiding them on territory development, sales process, stages of negotiation, account planning and revenue forecasting. Train and develop the team, and ensure the team understands RELEX value generation and competitive advantage, and fully utilizes the provided sales tools.
Key Requirements:
- Proven track record of regional sales over achievement.
- 15+ years of proven solution-selling expertise in enterprise software in Supply Chain Planning & Execution and 7+ years managing enterprise-level software sales teams across APAC.
- Strong & proven sales leadership experience into retail accounts in APAC, especially beneficial if in Supply Chain.
- Entrepreneurial mindset with a proven history in scaling in bookings with double digit growth rates.
- Demonstrable experience developing sales strategy, business growth initiatives through new business and cross-sell and upsell activities.
- Open-minded, hands-on, team-oriented, and down to earth communicator. Good experience interacting with sales, presales, alliances, and sales operations in a manner that creates the best outcomes for customers and the company.
- RELEX is customer satisfaction-obsessed, so the candidate needs to demonstrate that they build and maintain positive long-term, win-win relationships with clients.
- Must possess a value-selling DNA and a strong background utilizing value-selling tools.
- Excellent communications skills demonstrated in customer interactions, proposals and sales communications, internal updates and sales operations reporting in Salesforce.com.
- Good experience leading SaaS and Services contract negotiations with C-levels, technical teams, and engaging legal teams.
- Bachelor’s degree in business, Engineering, critical thinking fields.
