Sales Director, The Philippines

Description

Position title: Sales Director
Reporting to: Country Head
Location: Philippines
Job Type: Permanent / Full Time

ROLE PURPOSE:
The Sales Director will be responsible for developing and successfully executing a strategy to deliver the direct engagement customer and channel partners in Philippines. The Sales Director will develop strategic account & partner business plans, as well as manage sales support and the development/growth of indirect (partner)/direct channels.
This position is a fantastic opportunity to grow the SEA sales of an international business which is market leader in its field. GGS is also committed to developing its sales partners/distributors/resellers: the successful candidate will manage these partners, add new partners, and ensure the successful growth of GGS in Southeast Asia.

Key Responsibilities

• Create strong relationships with key client stakeholders at both senior and mid-management levels.
• Work closely with colleagues on cross-territory opportunities and other internal teams on marketing materials and case studies.
• Understand the competitive landscape and market trends.
• Understand and effectively communicate the company's value prop, tech, process and current partnerships.
• Determine annual unit and gross-profit plans by implementing marketing strategies, and analyzing trends and results.
• Establish sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales volume and profit for existing and new products.
• Maintain sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
• Establish and adjust selling prices by monitoring costs, competition and supply and demand.
• Complete national sales operational requirements by scheduling and assigning employees; following up on work results.
• Manage and motivate sales team to achieve results as needed.
• Contribute to team effort by accomplishing related results as needed.
• Competent with Microsoft Office Suite, Salesforce.com and ComScore.
• Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, entrepreneurial, technology-driven culture.
• Ability to identify and solve client issues strategically.
• Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams, for both technical and non-technical audiences.
• Work with the Sales, Account Management and Operations teams to implement targeted sales strategy.
• Generate and maintain accurate Account and Opportunity plans.
• Work with internal teams on behalf of clients to ensure the highest level of customer service.
• Interface with technical support internally to resolve issues that directly impact partners.
• Manage and implement the sales forecasting, planning and buyer driven sales and marketing processes, establishing high levels of quality, accuracy and process consistency for the sales and marketing organization.
• Work collaboratively with the sales and marketing teams and foster a culture of continuous process improvement.
• Drive the successful implementation and adoption of the sales and marketing automation platforms.
• Reporting and analytics.
• Ensure reports and other internal intelligence and insight is provided to the sales and marketing organization.
• Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights: typical reporting relates to Demand Generation, Pipeline Forecast and Trends, Conversion Rates, Target Account, Market Segmentation, Win/Loss, Age.
• Report on key KPIs related to the lead and the opportunity waterfall in order to implement a consistent closed loop between marketing and sales.
• Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the overall data quality.
• Database management.
• Define contact and account quality standards in the database, defining processes and data acquisition strategies.
• Monitor the quality of marketing and sales information and define data improvement programs.

Skills, Knowledge & Expertise

EDUCATIONAL QUALIFICATIONS / TRAINING

• University degree.

INDUSTRY EXPERIENCE

• Minimum of 10 -15 years of strategic sales management experience within an IT, Retail Markets or Financial Services background or similar. Close and strong relationships with Purchasing/Technology departments in banks will be a plus.

REQUIRED SKILLS AND ABILITIES

• Minimum of 10 years’ experience in a relationship/strategic selling environment with evidence of successfully winning high value contracts.
• Demonstrated success in the development of long-term business relationships with customers and distribution partners, and the development of strategic business plans.
• Demonstrated success in finding, setting up, growing & managing business partners/distribution channels.

REQUIRED COMPETENCIES

• Customer & Partner Focus: Identifies, develops and maintains profitable long-term customer and partner relationships; works effectively with internal and external business partners to meet customer requirements and reinforce customer focus, delivering our business objectives.
• Leads strategically, is Future & Growth Focus: Creates and achieves a desired profitable future state by managing structures, systems, processes, goals, and values at the organisational, team and individual level.
• Demonstrates Commercial Acumen: Applies sound commercial judgement in all decision-making and managerial activities, leading to organisational growth and value creation; ensures efficiency, profitability, performance, and competitive advantage in areas under management.
• Lead sales team to understand the impact of operational initiatives from a sales or marketing person's perspective.
• Ability to prepare reports and use of appropriate mode of communication. Must be proficient at analyzing data, building reporting and making strategic recommendations based on data and trends.

About GLORY

Global Leaders in Customer Experience Automation With a culture rooted in innovation, each day Glory’s people are transforming our customer’s businesses. Our automation solutions empower retailers, restaurants and financial institutions to save time, money, and deliver unrivalled customer experiences. Publicly listed and proudly international, Glory has been a trusted name for over 100 years, and a global leader for more than a decade. That’s a reputation we’ve earned by combining our pioneering software and hardware with our dynamic people. Because alongside our technology, it’s our people who are driving our successes.

Why Join Us Here at Glory, our ambitions are as big as yours. And that’s why we are actively looking to recruit the best of the best. Join Glory and you will be part of the force driving our transformative technology and leading-edge innovations. That’s because every Glory solution is powered by exceptional people like you. People with experience, skills and dedication. Here, we prioritise the development and well-being of our people. Across vibrant and collaborative workplaces, you’ll team up with colleagues across the world to deliver remarkable solutions in more than one-hundred countries. Looking to make a global impact? Join Glory in innovating the future of business transformation.

Glory Values The Glory Values are our ethos of working together, diversity and innovation: a practical blueprint of how we work together. We live our values wherever we are – with both colleagues and customers. Glory Values help us meet new challenges and exceed expectations. And they help us further our skills and work with trust and respect.

• Customer Delight. We put our customers first.
• Integrity. We do the right thing, always.
• Innovation. We embrace new challenges and share the future.
• Speed. We move fast, that’s how we stay ahead.
• Diversity & Respect. We value the strength in our differences.
• Teamwork. We succeed together.