Regional Head of Sales

LOCATION
Ho Chi Minh City
EXPERIENCE
Strong experience in Sales Management
REPORT TO
Chief Commercial Officer
DEPARMENT
Sales

Overview:

The Regional Head of Sales is a key position within the senior management structure, reporting directly to the Chief Commercial Officer (CCO) and working closely with the global sales function in Headquarters by leading the overall sales strategy and its delivery in Vietnam.  

The Regional Head of Sales will take the lead in sales related procedures, issues and strategies by systematically focusing on improving, supporting and managing the Centers’ sales activities on a regional level.

This is a role requiring exceptional leadership skills as it will involve managing a large and diverse team comprised of Center Sales Managers and potentially other commercial functions driving supply to the centers.

You will be responsible for meeting growth and sales targets while ensuring that WSE markets itself as a premium provider with a premium product. You will be looked upon to provide coaching, structure, feedback and continuous improvement to your Center Sales Managers and as such will need to apply skills in people management, training needs analysis and delivery, reporting, financial analysis, quality control, customer excellence and recruitment.

You will business partner with the CCO and Chief Executive Officer providing sales strategies translated from high-level revenue target and must be confident driving change to achieve these.

This is a unique opportunity to see your talent in the field of business development flourish thanks to your natural ability to drive action and influence other by growing sales and leading the opening of new centers.

Key duties and responsibilities:

Product strategy, positioning and offerings

  • Prepare the annual and monthly sales projections and work with the CCO and Finance leader to prepare the budget
  • Execute the annual, quarterly and monthly strategic sales plan in line with the sales projections in the budget
  • Execute the optimum pricing levels and discount rates
  • Define, communicate and follow up on the monthly offers and promotions in collaboration with the Marketing Leader
  • Manage the monthly Sales incentives budget established to facilitate sales closure
  • Work in collaboration with the Finance lead to identify suitable Financing solutions and payment methods for the students
  • Monitor the competitive landscape and market conditions and adapt the product offering and pricing to maximize sales and profitability

Sales performance management

  • Achieve the monthly sales targets across all centers
  • Develop assets to manage the sales performance with data driven tools that provide insights on all areas of sales performance: volumes, conversion rate, conversion speed, channel performance, …
  • Identify accurately the issues causing gaps in sales performance and take effective corrective measures rapidly
  • Establish a robust sales training capability and integrate tools and method to maintain a consistent and continuously improving sales performance  
  • Manage the Sales performance management scheme to ensure that the incentives and deterrents are producing the desired outcome and are well integrated with reliable HR processes and procedures
  • Ensure sustainable sales practices and manage the trade-off between student experience and the school policies

Cross-departmental collaboration

  • Partner with the Marketing Leader to design and support marketing plans driving leads and sales
  • Partner with and support the Service Leadership to enable synergies between sales and service
  • Plan and lead all sales related meetings with head office staff as well as with the centers Sales Managers
  • Demonstrate leadership by ensuring compliance to the ground rules and fairness for all the stakeholders involved in the sales and marketing funnel
  • Clearly communicate to the Sales team all cross-functional decisions and measures and encourage a culture of collaboration and respect across functions

Team Management

  • Plan and manage the resources required for the Sales function
  • Oversee the recruitment, onboarding and training of the new Sales staff
  • Organize and / or plan training sessions designed for the Center Sales Managers and Educational Consultants in collaboration with HR and the Wall Street International team
  • Partner with the HR Manager to put in place strategies to retain and motivate your sales staff while maintaining high level of performance
  • Manage underperformance and ensure accountability by applying rigorously, while not ruthlessly, the measures contained in the performance management scheme
  • Organize participative events to encourage team building across centers
  • Mediate and provide support to the centers when serious student challenges or disputes arise

Job Requirements

  • Fluent in local language as well as English (written and spoken).
  • Expert in coordinating sales planning and forecasting across a region or country by assigning sales. objectives and goals to a remotely based team.
  • Has previously implemented complex systems and procedures
  • Has proven experience in significantly growing a business on a national or regional level through increased sales or business expansion.
  • Significant experience managing a Sales team, holding overall responsibility over sales
  • Planning and directing staff training programs, and performing staff evaluations to develop performance goals.
  • Can demonstrate a thorough and practical understanding of company policies and operating procedures, and can advise staff and students of same to ensure functional effectiveness of the region.
  • Experience in analysis of sales statistics, and control expenditures, for the purpose of following company policies and directives.
  • Able to establish relationships and deal with people beyond giving and receiving instructions.
  • Proven experience within the Service sector or high-end product sector.

 

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