Hexagon

Sales Director

Job Location KR-Seoul
Job ID
2018-3794
Category
Sales/Account Management
Relocation
No

Overview

Hexagon PPM (formerly Intergraph Process, Power & Marine) is the leading global provider of engineering software and project control solutions. We transform unstructured information into a smart digital asset, empowering our clients to visualize, create, and manage the life cycle of facilities and structures of all complexities. For more information visit

 

Hexagon PPM is part of Hexagon (Nasdaq Stockholm: HEXA B; Hexagon.com), a leading global provider of information technology solutions that drive productivity and quality across geospatial and industrial landscapes. 

 

 

Position Summary/Purpose

The sales manager is responsible for support the Country Manager Korea achieving agreed quota including new business targets, all  sales practices,  the measurement of pipeline advancement, including sales velocity and forecasting using SFDC.

Key markets include: EPC, Power, Marine, Energy & Utilities, Oil & Gas, Electronic, Display, Transportation and Infrastructure and Owner Operator markets.

 

 

Responsibilities/Main Activities

This position is responsible for managing new business & achieving an agreed sales quota selling PPM solutions and supporting the Country Manager by establishing and controlling sales strategy, to achieve  

Specific responsibilities of the role include, but are not limited to : -

  • Establish and manage sales processes and sales execution .
  • Drive performance through leading , teaching and coaching and motivating sales staff
  • Develop, implement and maintain key account management plans todrive growth strategies for key accounts as directed both locally and nationally
  • Support staff to develop, implement and maintain effective account management
  • Develop business plans around identified business opportunities 
  • Measure , review , andanalyse sales rep performance through a set of KPI’s other than quota , to monitor individual sales performance .
  • Establish and manage a sales team of hunters and farmers in line with overall company business plans and strategies .  
  • Monitoring sales and expense performance, and initiating corrective action where necessary
  • Understanding the customer's objectives, buying criteria and decision-making processes and forming long term business partnerships to leverage revenue from the relationship and promote PPM solutions.
  • Working closely with new clients executive management to determine their needs and requirements and build account and opportunity strategies to achieve the required outcomes .
  • Work closely with local and regional marketing to execute effective revenue generating programs
  • Assessing potential partners, performing competitive research, evaluating proposed deals/partnerships and analysing and developing business cases for new business targets.
  • Keeping abreast of competitor's Sales strategies and activities .
  • Negotiating contracts in accordance with company policies

Qualifications and Experience Required

The successful candidate will ideally have gained 10+ years significant sales and sales management experience in relevant area.

He/She should be able to demonstrate excellent knowledge and skills in:

  • Excellent sales management, motivational and persuasive skills
  • Excellent communication / negotiating / closing skills with the ability to communicate effectively at all levels of an organization, including C-level persons.
  • Collaborative team player with strong interpersonal communication skills.
  • Proficient in selling skills training and coaching
  • Excellent communication skills – oral, written and presentation
  • Able to identify and articulate sales opportunities and risks
  • Able to teach and coach sales staff to develop and implement account plans and strategies to achieve sales objectives
  • Comprehensive business knowledge including key account management and budgetary formulation and control experience
  • Previous experience with sales tools including Customer Relationship Mgmt programs (SFDC)
  • Proficient in Spoken and Written English with communication skill.
  • Proficient (Intermediate) in Microsoft Office suite (Word, Excel, PowerPoint).
  • Bachelor’s degree or equivalent

Key Behavioural Competencies

Employee Behavioural Profiles - ACHIEVEMENT DRIVE (RESULTS ORIENTATION) - Strives to do the job well and/or exceed expectations. Works to meet set targets and persists in achieving a standard of excellence in all situations, Employee Behavioural Profiles - RELATIONSHIP BUILDING - Makes a conscious effort to build rapport with colleagues and customers on a daily basis. Creates mutuality or common ground with others and cultivates work-related personal relationships., Manager / Leader Behavioural Profiles - ENTREPRENEURIAL INNOVATION - Able to anticipate situations in advance and acts to create opportunities for delivering step change improvements in business performance. Takes calculated entrepreneurial risks, committing time and/or resources in the face of uncertainty., Manager / Leader Behavioural Profiles - TEAM WORKING - Promotes a positive team environment to maximise performance of the team. Identifies opportunities for learning or sharing information across teams. Celebrates successes and resolves conflicts quickly within team.

Current KPI Requirements

  • Achieve 2018 target- Generate 2018 revenue and corporate contribution targets
  • Securing c-level line for all customers and meeting/ seminar twice a year

  • Enhance sales operation management thru salesforce – Pipeline management with accuracy

 

Objectives/Goals

Assist to develop and implement sales operation / management processes in line with company policy  .

  • Call management – improve the quality of individual customer interaction (call objective / action, positioning capabilities, adherence to and call plan usage)
  • Opportunity management – initiate, qualify and close multistage sales (qualify opportunities, opportunity strategy planning (e-fox), adherence to plan)
  • Account management – maximize long term value of selected customers (account planning / strategies, account facing activities, account qualification, primary contact, C-level engagement)
  • Territory management – allocate sales effort across various types of customers and prospects (organization, sufficient sales reps, recruiting)
  • Sales force enablement - improve the sales force’s ability to execute (training, coaching, sales tools )

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