Regional Sales Manager – South Asia - Mumbai

Greetings from Pivotal!

We have following requirement in Singapore interested candidates can get in touch with us at surendra@pivotal.co.in || surendra@tsmspl.com || H/P: +65 9165 5825  ||H/P: +91 99867 39628

 Regional Sales Manager – South Asia

Our growing company relies on curious, dedicated and innovative colleagues to anticipate the future and provide solutions for a more connected, mobile and secure world. Company technologies and expertise help government agencies, enterprises and financial institutions in more than 150 countries serve and safeguard citizens, employees and consumers. Each year, our solutions secure billions of transactions — and every day, our technologies issue and manage more than 10 million secure identities. How do we do all of this? Together.
Join us. Together we’ll create solutions for a more connected, mobile and secure life.

Position Overview:  The Regional Sales Manager will be responsible for managing the sales of FII products both direct sales or indirect channels for FII only including Cardwizard to start with and also will manage high profile accounts, understanding and developing new business opportunities within these accounts.  The Regional Sales Manager will require an understanding of our customer’s expectations relative to:  selling environment/sales, operations, services, timelines, costs, and results. 

On successfully establishing this FII business, this person could enhance his role to include Central Issuance systems to banking customers in South Asia both direct and indirect channels included.

 The Regional Sales Manager will perform the accountabilities detailed below and other duties as assigned.

Accountabilities:

Customer Facing and Client Relationship (50%)

Key Actions/Activities

·         Establish and maintain client relationships and customer satisfaction strategies to achieve revenue objectives

·         Responsible for securing and renewing orders; coordinating and managing all aspects of the sale, including but not limited to: pre sales support, pricing, contracts, payment, delivery, warranty claims, escalated technical support issues as they relate to customer satisfaction

·         Act as main contact for channel partners assisting with inquiries, requests, and issues

·         Coordinate any training needs or events as well as provide marketing information such as product announcements and promotions for channel partner

·         Work with prospect banks  to define business plan/strategy and define go to market plan for FII solution

·         Monitor aging of customers’ equipment and recommend replacements as necessary

·         Monitor customers’ satisfaction with existing products and services

·         Responsible for Account conflict resolution

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Business Development and Strategy (30%)

Key Actions/Activities

·         Serve as the single-point internal resource, responsible for championing/executing our sales and service strategy

·         Business development and execution; sale of products and/or services which will include calls on prospective customers

·         Responsible for the creation of annual/quarterly business plans and reviews to ensure performance against plan and strategic imperatives

·         Work with Managing Director to develop project specific sales strategies and target new account and business development efforts within existing accounts to encourage new and repeat business opportunities

·         Provide competitive market intelligence to product marketing and management

·         Drive the company’s participation in industry trade and channel events in support of Company technologies/offerings

Product, Service, Market and Customer Account Knowledge (10%)

Key Actions

·         Knowledge of Company product and service applications and capabilities

·         Up-to-date knowledge of specific Company products & services

·         Knowledge of assigned customers’ organization, procedure, process and systems

·         Provide competitive account and market intelligence to product marketing and management

·         Actively participate with Marketing to create awareness of products and services within account

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Administration and Planning (10%)

Key Actions/Activities

·         Maintain sales and service expense/cost ratios in accordance with corporate guidelines

·         Provide timely and accurate revenue forecasts   

·         Sales absolutes and pipeline development

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Basic Qualifications:

·         Minimum of 12 years experience in account planning and account management

·         Minimum of 8 years experience in B2B sales of complex systems/solutions

·         Minimum of 5 years experience selling to, and negotiating with, Senior-level management

·         Experience working with/in, or selling to, Financial industries

·         Demonstrated business acumen

Preferred Qualifications:

·         Demonstrated exceptional communication and presentation skills, including the ability to clearly communicate business and technical concepts

·         Direct Service management experience or responsibility of Service deployment in relation to equipment sales

Other Information: 

Number of direct reports:            None

Number of indirect reports:        None

Revenue Quota Responsibility:                  TBD
Travel Requirements:  Up to 50% - Domestic  travel is expected