Sales Director, Greater China
5 months ago
Great that you're thinking about a career with BSI
Overview / Purpose of the position
We are looking for a Sales Director to provide Commercial Leadership and Sales Excellence to the sales team for the BSI Assurance business focusing on Greater China cluster (Mainland China and Hong Kong).
To ensure strategic sales growth in the region and increase BSI market share by developing, reviewing, and implementing the Sales Strategic plan and effectively leading the sales team to deliver planned growth.
Engage the organisation to manage client relationships and create a shared focus on the client’s need to grow market share, revenue and profit. Work in the matrix organisation to ensure all sales activities align with budgeted goals and objectives, ensuring expenditure is maintained in line with budget.
Achieve sustainable growth in System Certification, Training Business and Product Certification Business and build up a strong sales workforce in Greater China.
Responsibilities & Accountabilities
Lead the Greater China Sales Team, creating an inclusive, collaborative, and high-performance culture. Responsible for strategic sales planning and identify new areas of business growth and implement new product go to market strategy. Work closely with the Marketing team to coordinate to ensure sales and marketing strategies are aligned. Ensure marketing activity is optimised, including sales leads delivered for Assurance products and services, ensuring transparency of lead source to determine future activity and investment. Work closely with Marketing team to capture leads effectively. Manage the sales pipeline of leads from Marketing/Business Development and other sources across the business, qualifying and pursuing opportunities that are both attractive and can be won, together with retaining existing business and maximising upsell opportunities across out client portfolio. Oversee the bids & tenders’ activity, reviewing client feedback and market intelligence to drive improvements in process and increased conversion rates. Leadership, development, and retention of the Sales team. Ensuring continuous talent and succession planning, career paths and growth opportunities for Sales colleagues in the region. Develop a high performing sales team by selecting the best talent, setting high expectations and coaching employees to achieve greatness. Identify market opportunities by identifying client requirements; competitor's share, and competitor's strengths and weaknesses; forecasting projected business growth; establishing targeted market share. Lead the daily sales operations and work closely with internal Technical & Compliance team to ensure compliance to governance procedures, ensuring appropriate transparency, consistency, timeliness, and compliance to all policies and procedures. Develop and agree baseline performance targets (Budget, F1, F2 and F3) together with the Finance Director in line with agreed business strategy and wider BSI performance expectations. Develop and agree accurate financial trading forecasts with GC Sales Director, taking responsibility for meeting expectations of forecast accuracy. Manage the accurate creation and timely reporting and analysis of business sales performance. Ensure accurate up to date usage of SFDC team to optimise activity and develop the pipeline reporting for improved forecast accuracy. Maintain a balanced sales portfolio including supporting the successful launch of new products and services. Develop and leverage relationships with the wider Sales organisation within BSI including the Assurance stream (regional teams) and the Commercial/Key Account team to optimise Sales activity and share best practice. Contribute to the development and implementation of the business strategy and multi-year plan, providing commercial thought leadership. Engage with Global and Regional Sales Leadership effectively to bridge the communication.Knowledge / Skills / Abilities
Bachelor degree with minimum 10 years sales leadership experience with management of a sizeable team.
Experience in B2B professional service, consulting, corporate services, system solution or any related industry would be preferred
Good command in Mandarin and English will be required Proven sales leadership experiences, proven record in able to exceed targets, aggressive and positive attitude Exemplify a high level of compliance in accordance with the business requirements Able to communicate, present and influence at all levels within an organization including C level and need in English Good command of customer relationship exploration, maintenance and development. Self-discipline with good planning and organizing capabilities Self-motivated with working under pressure Result driven Analytical in data, clear and open-minded Strong ethics and discipline A willingness to embrace and lead change in an exciting innovative businessOur Excellence Behaviours: Client-centric, Agile, Collaborative. These three behaviours represent how we do things at BSI. They help us ensure that BSI is a great place to work and a highly successful business.
BSI is conducting face-to-face interviews where appropriate and possible. If you are invited to a face-to-face interview but feel more comfortable with conducting the interview virtually, please speak to a member of our recruitment team.
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