VP, Sales APAC
1 week ago
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 Strategic Sales APAC is responsible for the development 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
Global
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 in APAC.
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 and remote.
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