Roles & Responsibilities
The Sales Director, South East Asia and Oceania is responsible for business activities relating to Sales within the stated geographical region. The position leads the regional sales organization and is expected to personally sell to large clients, as well as develop and drive sales strategies, process improvement, and standardized reporting to ensure profitable revenue growth.
The role has direct control of Sales disciplines and activities including lead generation, pipeline management, new business generation, account management and sales strategy.
The Sales Director, South East Asia and Oceania will have responsibility for developing our Sales Strategy and supporting countries where we have either a wholly owned presence or associate office. Direct collaboration with regional peers and Country Managing Managers is critical to ensure local and regional objectives and targets are achieved. In addition, close working relationships need to be developed and fostered with our global HQ offices.
- Develop strategic sales plan for the region to optimise company’s capabilities & resources, attracting new opportunities and retaining current customers and finally target for generating profit and meeting the sales budget for the company
- Present logistic solutions to new & existing customers, showing business & solution fit and a unique sales proposition
- Sell Air & Ocean products/logistic solutions by implementing regional sales plans
- Create innovative initiatives plan / process to achieve revenue & margin target
- Monitor services level and ensure customers satisfaction
- Oversee contract preparation & deal negotiations, ensure compliance to company standards
- Develop and execute regional sales plan in line with global sales direction
- Set sales objectives & priorities to meet customers’ needs and keep continuous growth at company’s target market / product
- Undertake high level business activities to maximize corporate exposure and increase brand awareness
- Participate in regional and global tenders / RFQ to ensure new business targets are achieved
- React to changes in business & market environment by redesigning sales plan / process / priority
- Manage and track customer and transactional information in our CRM system
- Oversee company’s sales performance at both country & regional levels and implement SMART KPIs that drive performance
- Build key contact and relationships within our network. Ensure the business works together to align with our strategy
- Provide recommendations and ensure quality and submission of sales reports for management review
- Coach the sales team and fully utilize team’s resources
- Identify underperforming segments and recommend solutions for improving performance / quality
- Degree level or equivalent
- Language skills or experience managing across South East Asian countries
- Minimum 10 years’ experience in air/ocean freight sales as detailed in the role content
- Demonstrate leadership ability for complex multi country, multi product environments.
- Demonstrates a strong sense of HR acumen through knowledge of industry best practice for defining people requirements and delivering solutions considering the financial, marketing and operational factors at play
- Demonstrates adaptability and resilience in situations of uncertainty, using intuition to compensate when the full picture isn’t available taking smart risks where necessary
- Proven ability to develop, maintain and enhance relationships with a variety of internal and external networks
- Proven leadership in supporting large teams
- Ability to operate effectively in a rapidly growing and dynamic changing environment
- Excellent written & verbal communication skills with the ability to communicate, present and influence all levels of the organisation, including executives
- Ability to handle the competing requirements of different stakeholders and work collegiately
- A proven disciplined self-starter with the ability to work autonomously and/or remotely
- Proficient in Microsoft Office applications