Regional Business Development Director - APAC

Description

• Accountable for ensuring compliance with company standards, audit requirements, company policy and procedures for self and own team (including quality, health and safety, security, IT and information security).
• Working with the SVP of Business Development & Sales, the Growth Solution Leaders and the Marketing team, to develop and then execute their strategic sales plans to achieve or exceed the pipeline and sales targets for their region.
• Act and behave as an influential and knowledgeable regional expert, building and maintaining strong knowledge of the assigned region, and providing deep insights into the present and future of the regional market and the targeted/key clients and prospects within it; regularly disseminating such information (via territory plans and similar) to the wider Ricardo organisation; converting intelligence into market/client strategy and tactics.
• Representing the Company at relevant industry trade shows, seminars and associations to promote Ricardo and establish credibility as an industry/market leader.
• Defining, quantifying and selling value (benefits) associated with Ricardo offerings in a way that effectively differentiates Ricardo from competitors in the region, and drives pipeline growth.
• Supporting a timely and accurate generation of reports as appropriate and requested, ensuring CRM tool is updated and reflects pipeline, and understanding the importance of it for the success of the wider business.
• Being the “voice of the customer” to help identify gaps between the regional market requirements and corporate capabilities and communicating those to Growth Solutions to enhance value propositions.
• Leading, motivating, mentoring and growing the regional business development & sales team to maximise individual and collective performance, whilst also achieving personal quota.
• Working with the SVP of Business Development & Sales to set and monitor KPIs, provide the business with a robust OI forecast, manage lead qualification and pursuit process to help improve close rates, and drive order intake to meet and exceed order intake goals.
• Ultimately owner of the regional order intake and accountable for delivering the volume of orders that is required by the business to ensure a successful P&L.
• Providing proactive, appropriate and timely support to marketing for creation of value selling and competitive differentiation, competitor intelligence, market intelligence, network information, promotional material creation, presentations, special events, advertising, and PR campaigns.
• Orchestrating and coordinating the Ricardo selling team in their region. This includes their direct reports of course, but also the Marketing and Growth Solutions teams, as well as relevant SMEs and stakeholders from the wider Ricardo business.

Requirements

• Very strong sense of ownership and accountability in achieving sector’s pipeline and OI targets, with an entrepreneurial mindset to grow the region as their own business.
• Strong but customer-aware negotiation skills; track record of building high-performing teams; ability to influence.
• Strong problem solving, analytical and listening skills.
• Very mobile and willingness to travel as needed, to best support the regional ambitions and plan for growth.
• Established network in the relevant sectors.
• Sound strategic thinker; possesses vision of what could be; ability to identify opportunities; ability to close deals efficiently; nimbleness in thinking; initiator of improvements.
• Lead and work well with people, in a team environment, and to communicate effectively both written & verbal.
• Extensive experience in business development in similar industries, including demonstrated ability in effectively delivered strategy and value selling, with a track record of achieving or exceeding sales targets.
• Excellent presentation and communication skills; ability to condense complex issues into succinct messages for both internal and external communication; astute stakeholder management, both internally and externally
• Previous experience of sales management
• Previous experience of leading and inspiring sales professionals to drive results
• Professional approach; exudes expertise and credibility.
• Strong business and commercial skills with an understanding of financial drivers and shareholder value; solid knowledge of industry-standard legal and business language, including familiarity with contracts, NDAs, IP, payment terms, proposals, pricing, margins.
• Master’s degree in engineering or business
• Ability to excel in a fast-paced, matrix organization
• Demonstrated ability to effectively multi-task.
• Ability to handle and maintain confidential information.

Benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance