Head of APAC

Are you a proven sales leader in the Aviation Data or Solutions industry?

Will you like to lead a high-performance team and drive business growth in APAC?

About the company

At Cirium, our purpose is to make aircraft do more for humanity. We are the industry leader in aviation analytics; enabling airlines, airports, travel companies, tech giants, aircraft manufacturers, financial institutions and many more accelerate their own digital transformation.

Find out more about careers at Cirium, hear from our CEO, Jez Bowen, and learn more about the Values that matter to us by visiting our careers pages.

About the role

We are looking for a proven sales leader, with strong communication skills and the ability to lead high performing sales teams across diverse geographies, to lead our APAC Sales organisation. The role of 'Head of APAC' will be responsible for developing and executing our sales strategy to drive revenue growth, increase market share and strengthen relationships with key clients in the APAC aviation sector.

As a member of the Sales Leadership Team, you will be pivotal in supporting Cirium's strategic priorities, ensuring alignment of commercial teams with global cross-functional teams including Product, Consulting, Support and Marketing.

About the team

APAC is the fastest growing region for Cirium, and the Sales organisation is a close-knit high performing team, constantly innovating and striving for higher commercial impact. Our sales methodology focuses on helping our clients understand the value we provide to their business and help navigate the buying process.

You will be based in our Singapore office, reporting to the Global Head of Sales and working closely both the EMEA and Americas Heads of Sales. You will be leading regional sales teams based in Japan, Australia, China, India & Singapore. You will be the key Cirium executive in APAC, also representing our operational and support teams based in Hong Kong, Manila & Singapore.

Responsibilities

Sales Strategy & Planning (10-15%):

1. Develop and implement APAC sales strategy aligned with Cirium's goals, targeting airlines, airports, aircraft lessors, MROs, and other key players in the aviation sector.
2. Identify new business opportunities, market trends, and growth areas to expand Cirium's reach.
3. Establish sales targets, KPIs, and revenue forecasts, and ensure the team meets and exceeds them.
4. Lead, mentor, and manage a team of regional sales managers across APAC, providing guidance and support to achieve their sales targets.
5. Foster a high-performance culture, promoting collaboration, innovation, and a customer-centric approach.
6. Conduct regular performance reviews and help define development plans for sales organisation.
7. Build and maintain strong relationships with Cirium's key clients in the region. Facilitate key C-level relationships and engage industry opinion leaders by attending key events.
8. Help negotiate and close high-value negotiations, ensuring value-based price discovery and scoping terms.
9. Represent Cirium in panels and speaking engagements at key events and targeted webinars.

APAC Representation and Alignment: (10-15%)

1. Act as an advisor to Cirium leadership on APAC strategy, providing industry trends, competitors, and regulatory changes to stay ahead of market dynamics.
2. Provide support to product, marketing and consulting team leaders based in APAC empowering them to take decisions aligned with commercial success.

Reporting & Performance Analysis: (10-15%)

1. Work with our commercial strategy team to design data driven programs and campaign areas for sales teams.
2. Track and report on sales performance, pipeline status, and revenue forecasts to the executive team.
3. Analyze sales data and key metrics to identify opportunities for improvement and develop action plans.

Requirements

• Outstanding track-record as a commercial leader managing diverse teams with tangible achievements in commercial growth of business. Ideally from Aviation/Travel industry.
• Charismatic leader with strong communication skills to bring together diverse teams across the APAC region, fostering a cohesive and positive team culture.
• Embraces growth mindset, continuously seeking opportunities to improve and innovate, driving both personal and team development.
• Creative problem-solving skills and ability to diagnose issues and develop solutions/use cases.
• Ability to set a vision for the team and translate complex business goals into actionable sales strategies.
• Putting our customers in the centre of what we do. Focused on understanding client needs and delivering solutions that add real value.
• Strong focus on achieving goals and delivering results through innovative and effective sales approaches.
• Able to navigate a rapidly changing market and adapt strategies to stay competitive.