Regional Sales Manager, Digital Business Solutions, APAC

Job Description

AVEVA creates industrial software that inspires people to shape the future. From water and energy to food and infrastructure, our solutions turn opportunities into business value. We work with our customers and harness the power of our ecosystem to deliver solutions across the asset and operations lifecycles. We use collaborative innovation to empower people and industries, enabling the planet to thrive.

There are 4,500 of our people in more than 40 countries who challenge themselves and each other to create and improve the transformative technology our customers need. With our help, industries across the world can make a positive difference to the lives of people everywhere.

We take pride in our core values and the diversity of our people, valuing the unique experience and expertise that people from different backgrounds bring to our business. At AVEVA, we’re all about Limitless possibilities. Are you?

Region & Sales Area:
APAC

Job Purpose
To plan and lead the sales team for APAC providing the line management and coaching necessary to meet the business plan for the specific market.

The DBS Regional Sales Manager will be responsible for the account and prospecting strategies to ensure maximum penetration and growth of AVEVA’s portfolio within their defined region to support pipeline development and top line revenue growth in the markets we serve.

A key focus is to maximize the efficiency and effectiveness of the sales team by helping them to execute their Account Manager Business Plans, improving their selling skills and monitoring and reporting performance.

Dimensions
This role is part of a Regional team where you will work closely with local marketing, technical sales and the delivery organisation to build and close business within the region. It is a Senior Manager role, leading a team of direct reports in the sales function.

This role requires the ability to lead and develop a highly talented sales team. You will support your team to discover, develop and nurture new opportunities by coaching their skills and opportunity development.

It is an expectation that travel to clients, partners, prospects, AVEVA offices etc. (including overseas) will be a normal requirement of successfully executing this role.

Principal Accountabilities

  • To meet and exceed revenue targets for APAC. Develop and expand APAC sales pipeline.

  • Lead, manage, and provide vision to the Regional Sales team for the delivery of business development and sales related activities.

  • Communicate status, plans and campaigns regarding all aspects of Sales and Business Development, and to support the monthly quarterly and reporting process.

  • Produce monthly reports outlining both current and proposed activities, customer visits, revenue status, and revenue forecast.

  • Track and reinforce measures of sales force effectiveness (i.e., adherence to strategy, tactical implementation, program planning proper use of funds, reach and frequency on targets, etc.) in order to meet regional and corporate sales objectives.

  • Ensure sales team is passionate about learning to develop their selling skills, understanding of the nature of the customer’s problems and an ability to reframe these problems to the solutions AVEVA provides.
  • Work with Regional colleagues on Global accounts to help develop the global business.

  • Develop long term relationships with Executives and key decision makers of targeted companies. Become a trusted advisor to clients, and to lead and mentor others to do the same.

  • Comply with the Framework of ONE AVEVA for all policies and other written and verbal communication from the management.

  • Maintenance and development of the customer pipeline in accordance with the pipeline recognition rules, and maintain activity within AVEVA’s CRM solution, and ensure sales documentations to support revenue booking are duly signed.

  • Work with Corporate and Local Marketing to develop and execute Sales Campaigns and Lead Generation activities

Important Working Relationships
In addition to maintaining strong working relationships with all regional Sales, Marketing, Solution Strategy, Global Business Development, the Sales Manager will maintain a close working relationship with the regional Technical Sales Management Team to ensure effective collaboration on opportunity development.

Knowledge, Skills & Experience Required

  • You will possess experience (12 years) in a sales, account management and/or business development role ideally selling software solutions serving into Oil & Gas, Chemicals, EPCs and Shipbuilding Industries. You will have at least 5 years’ experience in a sales management role.

  • You will be passionate about coaching sales individuals to understand the customer’s business and investigate and uncover their most important problems to solve, matching AVEVA’s solutions to these problems where appropriate.

  • You will preferably be degree qualified or have a professional qualification.

  • You will have proven experience employing and developing account manager teams with low staff turnover and significant positive revenue impact.

  • You will have sound commercial and analytical skills to help identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities.

  • You will have a positive and determined approach to researching and analysing new business opportunities and then marshalling the resources to pursue and close the business.

  • You will have strong communication skills in all forms – written, oral, email, presentation, and have strong English language skills.

  • You will be personable, well balanced, determined and a first class coach of people.

Sales Competencies Required

  • Managing and Developing Others: Plans, directs and monitors the activities of other managers or team leaders. Handles complex employee relations issues. Leads, guides, coaches, develops and evaluates junior managers. Carries out appraisals and career development discussions. Acts as a role model for the Company values and behaviours. Shares expertise with colleagues and others; offers mentoring and guidance. High level of cross functional collaboration and communication. Ensures account planning and sales processes (including CRM) are adhered to.
  • Leadership: Consciously adopts the appropriate leadership style to suit the situation. Puts in extra effort to support the team or teams and enable them to deliver. Empowers others to make and take decisions, supporting where necessary. Translates the overall direction and strategy into something meaningful and tangible for teams. Communicates the strategy across organisational levels and functions in a way which is meaningful and clearly understood.
  • Managing Change: Champions change projects which have an important and strategic impact on the organisation. Acts as a role model for change by demonstrating commitment to embedding change in the organisation and encouraging continuous improvement. Creates and supports an environment that responds proactively to change by rewarding acceptance of innovation and tolerating risk taking. Is prepared to take risks and propose creative ways to maximise the organizations offering. Thinks through and considers the long term cost/benefit implications of change and their contribution to the organisational strategy.
  • Strategic Focus: Leads the development of long-term strategic aims and objectives. Communicates strategic aims and objectives. Understands competitor’s strategies Ensures department, team and individual objectives are aligned to strategic objectives. Able to understand detail but also to operate at an overview level when dealing with issues that affect a number of areas. Willing to challenge long held organisational paradigms.

AVEVA is an Equal Opportunity Employer and we take pride in the diversity of our employees, valuing the special experience and expertise that people from different backgrounds bring to our business. The ability to develop ground-breaking technologies is one of our key assets and our people make it happen.

Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.

AVEVA creates industrial software that inspires people to shape the future. From water and energy to food and infrastructure, our solutions turn opportunities into business value. We work with our customers and harness the power of our ecosystem to deliver solutions across the asset and operations lifecycles. We use collaborative innovation to empower people and industries, enabling the planet to thrive.

There are 4,500 of our people in more than 40 countries who challenge themselves and each other to create and improve the transformative technology our customers need. With our help, industries across the world can make a positive difference to the lives of people everywhere.

We take pride in our core values and the diversity of our people, valuing the unique experience and expertise that people from different backgrounds bring to our business. At AVEVA, we’re all about Limitless possibilities. Are you?

Region & Sales Area:
APAC

Job Purpose
To plan and lead the sales team for APAC providing the line management and coaching necessary to meet the business plan for the specific market.

The DBS Regional Sales Manager will be responsible for the account and prospecting strategies to ensure maximum penetration and growth of AVEVA’s portfolio within their defined region to support pipeline development and top line revenue growth in the markets we serve.

A key focus is to maximize the efficiency and effectiveness of the sales team by helping them to execute their Account Manager Business Plans, improving their selling skills and monitoring and reporting performance.

Dimensions
This role is part of a Regional team where you will work closely with local marketing, technical sales and the delivery organisation to build and close business within the region. It is a Senior Manager role, leading a team of direct reports in the sales function.

This role requires the ability to lead and develop a highly talented sales team. You will support your team to discover, develop and nurture new opportunities by coaching their skills and opportunity development.

It is an expectation that travel to clients, partners, prospects, AVEVA offices etc. (including overseas) will be a normal requirement of successfully executing this role.

Principal Accountabilities

  • To meet and exceed revenue targets for APAC. Develop and expand APAC sales pipeline.

  • Lead, manage, and provide vision to the Regional Sales team for the delivery of business development and sales related activities.

  • Communicate status, plans and campaigns regarding all aspects of Sales and Business Development, and to support the monthly quarterly and reporting process.

  • Produce monthly reports outlining both current and proposed activities, customer visits, revenue status, and revenue forecast.

  • Track and reinforce measures of sales force effectiveness (i.e., adherence to strategy, tactical implementation, program planning proper use of funds, reach and frequency on targets, etc.) in order to meet regional and corporate sales objectives.

  • Ensure sales team is passionate about learning to develop their selling skills, understanding of the nature of the customer’s problems and an ability to reframe these problems to the solutions AVEVA provides.
  • Work with Regional colleagues on Global accounts to help develop the global business.

  • Develop long term relationships with Executives and key decision makers of targeted companies. Become a trusted advisor to clients, and to lead and mentor others to do the same.

  • Comply with the Framework of ONE AVEVA for all policies and other written and verbal communication from the management.

  • Maintenance and development of the customer pipeline in accordance with the pipeline recognition rules, and maintain activity within AVEVA’s CRM solution, and ensure sales documentations to support revenue booking are duly signed.

  • Work with Corporate and Local Marketing to develop and execute Sales Campaigns and Lead Generation activities

Important Working Relationships
In addition to maintaining strong working relationships with all regional Sales, Marketing, Solution Strategy, Global Business Development, the Sales Manager will maintain a close working relationship with the regional Technical Sales Management Team to ensure effective collaboration on opportunity development.

Knowledge, Skills & Experience Required

  • You will possess experience (12 years) in a sales, account management and/or business development role ideally selling software solutions serving into Oil & Gas, Chemicals, EPCs and Shipbuilding Industries. You will have at least 5 years’ experience in a sales management role.

  • You will be passionate about coaching sales individuals to understand the customer’s business and investigate and uncover their most important problems to solve, matching AVEVA’s solutions to these problems where appropriate.

  • You will preferably be degree qualified or have a professional qualification.

  • You will have proven experience employing and developing account manager teams with low staff turnover and significant positive revenue impact.

  • You will have sound commercial and analytical skills to help identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities.

  • You will have a positive and determined approach to researching and analysing new business opportunities and then marshalling the resources to pursue and close the business.

  • You will have strong communication skills in all forms – written, oral, email, presentation, and have strong English language skills.

  • You will be personable, well balanced, determined and a first class coach of people.

Sales Competencies Required

  • Managing and Developing Others: Plans, directs and monitors the activities of other managers or team leaders. Handles complex employee relations issues. Leads, guides, coaches, develops and evaluates junior managers. Carries out appraisals and career development discussions. Acts as a role model for the Company values and behaviours. Shares expertise with colleagues and others; offers mentoring and guidance. High level of cross functional collaboration and communication. Ensures account planning and sales processes (including CRM) are adhered to.
  • Leadership: Consciously adopts the appropriate leadership style to suit the situation. Puts in extra effort to support the team or teams and enable them to deliver. Empowers others to make and take decisions, supporting where necessary. Translates the overall direction and strategy into something meaningful and tangible for teams. Communicates the strategy across organisational levels and functions in a way which is meaningful and clearly understood.
  • Managing Change: Champions change projects which have an important and strategic impact on the organisation. Acts as a role model for change by demonstrating commitment to embedding change in the organisation and encouraging continuous improvement. Creates and supports an environment that responds proactively to change by rewarding acceptance of innovation and tolerating risk taking. Is prepared to take risks and propose creative ways to maximise the organizations offering. Thinks through and considers the long term cost/benefit implications of change and their contribution to the organisational strategy.
  • Strategic Focus: Leads the development of long-term strategic aims and objectives. Communicates strategic aims and objectives. Understands competitor’s strategies Ensures department, team and individual objectives are aligned to strategic objectives. Able to understand detail but also to operate at an overview level when dealing with issues that affect a number of areas. Willing to challenge long held organisational paradigms.

AVEVA is an Equal Opportunity Employer and we take pride in the diversity of our employees, valuing the special experience and expertise that people from different backgrounds bring to our business. The ability to develop ground-breaking technologies is one of our key assets and our people make it happen.

Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.

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