Regional Sales Director

POSITION SUMMARY

SEEK Asia service partners across our region covering six markets, amongst our partners exist those who are of strategic importance to our business, as well as those who are of high value in terms of ad share and billings.

An exciting opportunity exists to rethink about how we become better partners to this group of Strategic Accounts.

The role requires the successful candidate to be able to design, implement, and grow this segment which is new to the business. It will consist of our existing top partners, as well as those partners who are currently not working with us.

As such, in order to be successful this role requires focus on both account servicing and management for deeper relationships and growth, as well as new acquisitions.

The Sales Director for the Strategic Accounts Team in Asia, will have either direct or indirect functions including Customer Support, Finance, Marketing, that (s)he will need to work with.

Key stakeholder management is vital in this role, as it involves each market we operate, the Sales Director for the Strategic Accounts Team may need to partner and influence Sales Directors of each market to drive the agenda.

As SEEK Asia evolves and the solutions we bring to partners diversifies, the Sales Director for the Strategic Accounts Team will need to bring solutions such as Payroll, ATS, Candidate assessment, and Learning to the market for adoption to build stronger and more strategic relationships.

Communications such as events, seminars, and other means will be a key to success, being able to design and coordinate as well as execute is an important aspect of this role.

The Strategic Accounts team will be a team of our most seasoned and skilful Sales and Account Managers, the ability to hire, retain, and train this group of senior staff is paramount.

This is a green fields opportunity, with an initial team size of 10 consisting of cross functional expertise, and scoped to grow with the business. The successful candidate must have strong business acumen, ability to influence C level partners, results oriented, as well as a great leader who develops the team.

KEY RELATIONSHIPS

Reports to

• Strategic Accounts Director, Asia

Direct reports

• Growing team of 6 – 10
• Direct reports include Key Account Sales, Business Development Managers and possibly Customer Services

Other key relationships

• SEEK Asia CEO, COO and other senior executives
• Regional Business Operations team
• Other countries leadership teams
• SEEK ANZ and SEEK’s Executive Leadership Team
• Customers, government bodies, industry players, suppliers, event organisers etc.

KEY RESPONSIBILITIES

Business Management

• Formulate plans and strategies for based on business goals, including positioning of brand and identification of new market opportunities to drive growth, market share and profit.
• Design and implement in collaboration with the Strategic Accounts Director a forward-looking, robust and consistent commercial framework in close coordination with key stakeholders, including country MD’s.
• Develop, implement and share best practice sales operations and practices to improve salesforce effectiveness and productivity, e.g. key account management disciplines, dashboard / metric reports, CRM, systematic target setting approaches, new sales training and incentive structures, etc.
• Monitor progress against objectives and change initiatives.
• Bring new solutions to our partners and drive deeper relationships to ultimately influence share of job postings, retention, billings.

People and Leadership

• Attract, develop and retain top quality staff.
• Lead, motivate and grow the team to perform to a high standard and be performance focused in order to ensure achievement of strategies and goals.
• Develop strong internal coordination and collaboration amongst team to ensure maximum engagement, productivity & performance.
• Foster a culture of Performance and Accountability, Teamwork and Open Communication, with effective decision-making processes.

Relationship Management

• Establish effective business contacts / network with external and internal stakeholders.
• Build effective relationships with peers and maintain a collaborative and open approach to problem solving. Socialise proposals / changes with key stakeholders to generate early alignment.

DESIRED OUTCOMES

• Lead a new division that drives high ROI for the business
• Penetrate marque brands as strategic partners
• Increase the number and depth of Strategic Accounts
• Continued upgrading of team capabilities, disciplines and systems.

Requirements

• >6+ years in a senior leadership position managing large teams, and >5+ in Commercial and sales leadership position in an Internet (or other technology) company. B2B experience advantageous and possession of a sales “toolkit” critical.
• Significant experience in key account management and solution selling to large accounts
• Experience transforming and optimising a sales and customer-service organisation to be more e.g. customer-centric, proactive and systematic.
• Experience in operating in both fast-paced, nimble environments as well as more structured ones.
• Bachelor’s degree or equivalent.

CRITICAL LEADERSHIP CAPABILITIES

Driving Results

• Acts to surpass goals, seizing opportunities to push the envelope.
• Sets continually higher goals that are ambitious but realistic for self and team, geared to organizational objectives.
• Focuses on new business opportunities that enable business development targets to be exceeded.

Strategic Thinking

• Segments the total market covered in own area into categories of customer or client.
• Adopts a long-term perspective about the business (customer segments and the external environment). Develops hypotheses or alternative scenarios of how critical issues will play out beyond the year, and uses these to set challenging goals with a future payoff or outcomes.
• Translates business goals into well-defined performance plans for his/her own organization and communicates link between current activities and goals.
• Thinks beyond annual goals.

Building Capabilities

• Spends time and probes to develop a clear perception of employees’ behaviors and how this impact performance.
• Gives critical feedback in behavioral terms and discusses suggestions for improvement.
• Uses existing institutional programs to support employees’ career growth in individual ways.
• Uses a regular assessment and feedback process to focus the development effort.

OTHER PERSONAL CHARACTERISTICS

• Structured and analytical.
• Logical thinker and communicator.
• Hands-on style and entrepreneurial mindset.
• Tolerance for ambiguity.
• Highly agile while also having an appreciation for the importance of systems and processes.
• Young at heart.
• Tolerance for ambiguity.

Desired Values

• Believed in aiming high to deliver world-class results and yet, not forgetting to care for others