VP, Regional Sales APAC

Onyx CenterSource is the leading global provider of B2B payments and business intelligence solutions to the hospitality industry. Our global team of experts collaborate to solve our clients' business challenges, enabling our clients to enjoy stronger business relationships with each other by streamlining commission payments, removing friction from the process. This means hotels pay agencies the money they're owed faster, and agencies receive much-needed supplier revenue more quickly and easily, increasing their desire to direct more bookings to hotels that use Onyx. All of this frees our clients up tofocus on strategic, revenue-generatingactivities.

As a worldwide team with 20+ nationalities represented, we value our differences and use them to best serve our global clients. Every Onyx employee has the opportunity to grow through continual development opportunities, and we're committed to making a positive impact in our communities and the world.

Onyx offers a variety of benefits to support a competitive total compensation package. You will work in an international and fast-paced growing environment full of learning opportunities.

Overview

The Vice president of Regional Sales is responsible for the development and delivery of the strategic plan, identification of key opportunities and conversion to and beyond set targets. This includes new account acquisition, existing customer up/cross-selling and retention, sales process execution, business development, new market penetration, revenue attainment, and profitability. Additionally, the role includes leading a team of regionally based remote sales team members, driving and supporting their performance in line with the global and regional sales strategy.

Location

Australia

Scope

Australia/New Zealand

Education

Minimum required: Bachelor's degree

Preferred: Master's degree/MBA/or continuing education

Span of Control:

Reports to: Senior Vice President of Global Sales

This position has 2-5 direct reports.

Roles/ Responsibilities

• Lead the organization in the acquisition of new Strategic Sales customers and the upselling/cross-selling and retention of existing customers.
• Consistently achieve monthly, quarterly, and annual revenue and profitability targets and other established goals as set by the organization
• Develop and execute a sales strategy that delivers sustainable, profitable revenue growth and support, and aligns with the overall company and commercial strategies.
• Contribute to the organization's go-to-market strategy and coverage model against market opportunities and revenue growth mid-range targets.
• Incorporate and lead key sales governance activities with the team and across the organization to ensure growth goals are achieved.
• Partner with other sales enabling and supporting divisions to drive incremental sales productivity.
• Own the sales P&L performance for strategic sales.
• Participate in senior management sessions and contribute to ongoing strategic planning and development.
• Managing a team of regionally based remote sales team members to achieve set sales goals.

Qualifications

Minimum required:

• 10 or more years of sales management experience demonstrated success in achieving targets and developing sales teams.
• 5 or more years of global management experience
• Hospitality industry experience
• Proven remote man management and team performance success

 Teamwork/Leadership/interpersonal Skills:

• Authoritative
• Analytical thinker
• Achievement/goal-oriented
• Desire for continuous improvement
• Collaborative
• Entrepreneurial
• Leader by example

Knowledge

• Economic indicators
• Organizational design
• Company, and its product/solution offerings
• Hospitality & travel industries and the corresponding sectors or market segments
• B2B buying process.
• Sales organization structure, including third-party channel routes to market.
• Company's sales methodology
• Demand type, and how it alters the general sales approach at a fundamental level.
• Financial terms/concepts
• Demand creation processes/service-level agreements with marketing and tele prospecting.
• Available selling resources

Technologies Supporting the Role

• Sales force automation.
• Marketing automation
• Enterprise resource planning
• Business Data Analytics
• Territory planning applications
• HRIS

Success Metrics

• Overall sales target achievement (aligned to company plan)
• Total and average revenue (e.g., by offering, by revenue type, by opportunity)
• Team performance and individual sales director performance (e.g., quota attainment, growth, pipeline to target, average deal size, sales-originated revenue, close ratio, renewal rate)
• Territory Plan development & activation levels of team
• Forecast accuracy.
• Prior year ACV Actualization and corresponding profitability
• Cost of sales

Organizational Interlocks

SVP Sales, Parallel sales leadership, account management, sales support, marketing, HR and data analytic functions.

Physical Demands/  Travel required

Work associated with this position is sedentary in nature and performed indoors at a desk either remotely or in an office setting.

Travel for this position is up to 40%.

      This position is hybrid in office or remote.

---