This role will be responsible for providing in-country leadership for all functions in South Korea – Sales, Account Management, Marketing & any other customer management and growth activity.
Broadly, this role will lead the management and growth of Korea(both existing and new accounts) with a P&L responsibility
Key Accountabilities/Responsibilities:
Sales Leadership and Business Expansion
· Accountability and Measurable Responsibility of Y-o-Y topline growth for South Korea territory, to be delivered through sales targets on self and on the sales team
· Growth delivered through renewals, with possible upsells and cross-sells of existing customers, and through new customers signed
· Sales Targets strategized, managed and delivered every quarter for self and the team
· Sales Team management for proposition developments, pitch delivery, pipeline management, continuous development and outcomes of sales skills for the team
· Create, develop and manage the Pipeline of customers for South Korea with regular and direct involvement in deals in the top 5% percentile and CXO engagement
· Present, promote and sell Anchanto software products using value, benefit and price-led selling with existing and prospective customers, through yourself and team
· Establish KPIs with team and self to Map market, identify potential contacts and qualify them into sales qualified leads (SQL). Lead generation steps include cold calls, LinkedIn, emails, personal networking, events, etc with the Country Head focussing on strategic and sometimes regional deals too
· Re-Analyse regularly South Koreas potential, track sales and status reports to tweak the strategy
· Hiring for essential roles and profiles to ensure smooth operations in the country including sales, marketing, implementation, account management and support
· Work allocation to team members and tracking the progress including leaves, discipline at office and work responsibilities
· Demonstrate Leadership Coaching abilities by setting up responsibilities and KPIs for different function teams (sales, marketing, account management, delivery and support) aligned with the country targets and the other department matrixial reporting
· Mentoring team members and guide them in right direction in a matrix environment and dotted-line management of non-sales team members
· Performance assessment of team members
· Regular coordination and exchange learning sessions other country heads
Thought Leadership:
· Understand and be abreast the diverse eCommerce and logistics ecosystem in South Korea
· Be aware of Government Policies, Cross-Border eCommerce through relationship with ecommerce bodies and associations
· Demonstrate thought-leadership and industry expertise to potential customers with partnerships and referral networks delivered through case-studies, whitepapers delivered through current customers and partners
· Establish, develop and maintain positive business relationships with customers, partners, digital agencies, media and relevant SI’s in South Korea which include Hardware Suppliers, Last Mile Carriers, Web Development Agencies amongst others
· Recognise new partnerships in surrounding systems like Account Tools, POS Tools, Webstores, and Service Enablers
· Be aware of South Korean governments digital initiative and grants to be used and opportunities for additional sales Business Strategy and RTM:
· Apply knowledge of company’s value proposition, customer and industry insight to increase company’s revenue and market share through marketing, sales pitch decks, events and content
· Formulate and execute sales strategies and plans to grow business in the country through structured Annual plans laid out with timelines agreed with Executive Management and Internal teams
· Keep abreast of best practices and promotional trends for Pricing, New Features and potential Integrations required by our products’ target segments
· Collaborate with Internal Product, Marketing and Support teams in other countries to set our support and product expectations for successful revenue delivery
· Working on marketing activities to help grow the business as well visibility for the organization
· Share management with reports on customer needs, problems, interests, competitive activities and potential for new products and services
· Present weekly, quarterly progress report to the management on the sales progress and overall business growth
P&L Ownership:
· Complete ownership of the country budget on hiring, leasing of office space, events & marketing collaterals and allowance spend
· Responsible to align with management all necessary discount and pricing strategies affecting cash-flows and margins
· Ensuring sustainable and long terms ROI is met to maintain positive P&L in South Korea
Essential Requirements:
· Minimum 3 years of experience working in a Senior Director, Regional or Country-Head Role based in South Korea is a must
·Overall 10-15 years of experience in business development role. Preferably in South Korea
· Experience in selling B2B SaaS software products, eCommerce and Logistics ·
Tested Leadership skills in a fast-growth, multi-country SaaS environment
·Steadfast Customer focus and business development mindset
·Demonstrable Coaching skills to empower teams, with both direct and dotted reporting
·Executioner, Go-getter, Start-up mindset
· Ability to work independently with minimal direction, while also functioning and contributing as part of a team spread geographically
·Strong communication, documentation and presentation skills.
· Ability to adhere strictly to a consistent and rigorous reporting framework on internal CRM tools
·Understanding and respect multi-cultural and multi-country work environment
·Attention to detail and accuracy of deliverables by the team
·Experience working in South Korea is a must and experience working in SE Asia region is plus
·Specific experience related to South Korea eCommerce and Logistics market is an added advantage
Personal Attributes:
· Self-motivated with clear bias for structure and planning
·Driven, self-starter with the ability to set strategy and execute deliverables, making good, timely complex decisions.
·Excellent listening and Coaching skills
·Needs to be able to manage and find a balance between both Korean and Non-Korean working environments