Regional Practice Area Lead

Early Applicant

Exp: 5-8 Years

14,000 - 17,500 USD/m

Job Description

1) What to Sell

Accountable for the Solution portfolio / product mix

Commercial ownership of pricing rate cards & commercial policies

Close partnership with Global Product Leadership function:

Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build)

Accountable for the Portfolio Operating Plan (with the correct mix by solution)

2) How to Sell

Build a strong community around the portfolio / expertise

A community that learns, adopts & activates with speed
A community that is formed with Sales & Delivery teams
Cross country client opportunities / Best practice sharing
Define the WOW to guarantee regular connections within local sales leaders & Market leaders
Maintain central Knowledge Management drives to enable your communities

Build and execute the Go To Market plans for the solutions:

Campaign calendar & content
Commercial Decks / Proposal Decks
Improve Demo Scripts
Create and coordinate TL and Webinars (with Inside Sales support)
Market kit Product adaptation to APAC: Rate cards, Commercial Policies and Discounts, Communication kit (power pages, one-pagers, detailed product presentation, etc).
Joint coordination with the Inside Sales teams for external and internal campaigns

Ensure that the Sales teams are enabled with best-in-class product / solution / sales training materials

Seek for consistency across APAC Markets
Ensure Power Position sales decks & pitch perfect examples available
Develop automated gift of content tools (in partnership with Inside Sales)
Define the training product plans for APAC teams (in partnership with Inside Sales)
Execute and coordinate the internal & external training plan (in partnership with Inside Sales)
Work with Inside Sales team to translate these materials to eLearning where appropriate
Share competitive analysis

Be directly involved in sales pitches & keep a close touch with clients:

Lead / heavy support to major RFPs and or multi-market RFPs
Continuous support to local sales leaders in the definition of the best solution for client specific needs
Direct involvement with HQ clients: grow, build, impact relationship and revenue
In charge of the coordination of APAC markets for global RFP's

Connect with Commercial teams in other regions to identify opportunities to apply in APAC

Ensure strong visibility to revenue performance / outlook / $risks & opps for your product portfolio on an continuous basis

3) How to Operate

Strong alignment with Product & Delivery COE organization

Ensure product activation & quality consistency across APAC
Critical to align how & where new product activation will be tested and scaled through the Delivery COE organization
Connect with APAC Delivery team leader to define prioritizations if necessary, delivery gaps & opportunities, define rules and ways of working

Accountable for new product activation and scale

Role-model talent management excellence and ensure talent retention

English level: advanced oral and written
Strong analytical skills and insight generation
High Negotiation, Problem Solving & Communications Skills
Teamwork: Ability to work with others on tasks and activities without necessarily being the leader, even when these are not directly related to their interests or objectives.
Influence skills, good level of relationship / networking, internal and external
Self - motivation: Ability to work towards a goal without depending on constant recognition from your immediate boss.
Self-starter with solid organizational and planning skills.
Experience leading teams or solutions.
High level of energy, motivation, drive, enthusiasm, initiative, commitment and professionalism.
Good understanding of the client's needs
Able to effectively communicate in a cross-country environment
High understanding of the respective industries & retailing in both modern and traditional trade environments

Our Benefits