Regional Head of Sales, Asia, Citizen Identity Solutions (HID5266)

Summary 

This role is responsible for leading regional sales strategy and the team in identifying, influencing and winning opportunities in HID's government identity document target market sectors in the region. 

The region is the Indian sub-continent and parts of central/South-East Asia; a full country list will be provided to the successful candidate.  

 

Duties and Responsibilities 

include the following. Other duties may be assigned.

  • Own the sales strategy for the assigned region, including identifying potential acquisitions 

  • Own order intake for the assigned territories and exceed order intake targets set 

  • Own annual revenue for the assigned territories and exceed order intake targets set 

  • Own the forecast for the region for revenue and order intake; manage the communication of the forecasts, and adhere to established regular forecasting procedures, reporting and calls 

  • Manage the regional team, including performance assessment, coaching, assignment of territories, assistance with opportunities and qualification, forecasting 

  • Collect information and build up a comprehensive picture of the government and competitive landscape in the region for all target programs (passport issuance, National ID, voter registration heath cards and so on), including biometrics opportunities 

  • Successfully manage customer and partner relationships to maximize sales 

  • Pursue identified existing opportunities with a win theme, pricing strategies and so on, through the established bids and proposals process 

  • Define target opportunities by country and sector, with timings (immediate pursuit, medium term positioning, longer term strategic initiatives, business development; following established processes to bring these to the wider team and qualify them for pursuit 

  • Sell products, services and solutions to gain new business through prospecting, networking and generating leads and referrals 

  • Analyze customer needs and utilize solution-based selling techniques to demonstrate the value of HID products,  services and solutions 

  • Prepare and manage forecasts in accordance with assigned business development objectives 

  • Contribute to the development of an integrated sales & marketing strategy including, but not limited to benchmarking, market segmentation, research and analysis, forecasting, communication and execution; provide input for all sales and business development related activities 

  • Carry out effective account management both of government customers and partners who may be customers for products and services, or who may be implementation partners 

  • Make formal presentations and arrange technology demonstrations, both to customers and partners, and at trade and industry events etc  

  • Enter all opportunities and pipeline information on the company's CRM system and keep this maintained at all times  

  • Monitor competitor and market activity and communicate this in the company  

  • Provide monthly or other activity reports as necessary 

  • Partner with internal teams and outside customers to create selling strategies around existing products and services as well as future products and services to maximize ROI of new product launches; feed back to the team on opportunities for new product development/enhancements 

  • Represent the company at trade shows or association meetings to promote HID and its products, services and solutions 

 

Qualifications  
  • To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

 

Education and/or Experience              

  • College degree in Business/Marketing (Economics/Economic Engineering) is desirable but may be substituted for relevant experience and/or other qualifications 

  • Demonstrable market knowledge and past (senior) experience in the government identity and closely adjacent markets is essential 

  • Relevant regional experience essential 

  • Government selling experience essential 

  • Team management experience 

  • Candidate must be able to demonstrate a track record of sales achievement 

  • 8 years sales/business development experience - solution based methodologies 

  • Must have strong communication, presentation and analytical skills  

  • Must be able to create and effectively communicate strategies for the territory, and have a strong understanding of how solutions must be built around local, national or regional drivers, be these political, economic, technical etc. 

  • Able to create and drive strategic a business plan and show evidence of execution of such plans 

 

Language Skills                    
  • Ability to effectively communicate in the English language (and a second Asian additional language preferably) verbally and in writing. A further language would be beneficial 

  • Ability to read and interpret technical journals, specifications, international technical standards, etc. 

 

Computer Skills      
  • Proficient in MS Office applications, such as Word, Excel, PowerPoint, etc. 

  • Familiar with operating systems, such as Windows, etc. 

 

Work Environment 
  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

  • Employee works primarily in an office environment, within a well ventilated area, and is exposed to moderate noise levels. 

 

Work Requirements 
  • Extensive international travel will be required, therefore employee must possess or can acquire valid travel authorization throughout the region.

 


Hong Kong
Hong Kong

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