Apac Regional Head of Business Development

1 week ago

Singapore TMF Group Full time

**KEY RESPONSIBILITIES**:

- Provide an effective platform to grow the business through the maintenance and development of sales leads and opportunities, optimising Sales for TMF Group.
- Recruit, engage and drive the professional Sellers to ensure market and regional targets are met.
- Develop, transform and deliver sales strategies and methods, resulting in the real growth of the client base and the service lines revenue streams - both current and future.
- Enhance and professionalise sales initiatives through the development and implementation of improved methodologies to tap new business streams as well as generate direct sales initiatives for global service offerings.
- Develop and maintain effective relationships with Regional Heads, Service Lines Heads and Market Leaders and their teams in order to build consensus on sales strategies, plans and activities. Act as a role model for other sales professionals to ensure such consensus building across the whole sales team.
- Identify and nurture talent within the APAC sales team to build a professional sales function with individuals/ teams.
- Develop relevant business intelligence measures, metrics and statistics to capture knowledge and assess and monitor the impact of sales activity, pricing and related profitability and trends in the sales process to improve the effectiveness of sales activity.
- Build a culture of appropriate control in sales and commercial processes to consistently facilitate the smooth running of the business and the sales function, whilst also stimulating innovation and creativity.
- Develop and maintain relationships and make a strong positive impression on internal and external stakeholders. Cultivate effective business relationships with executive decision makers in key accounts in order to get the right exposure with external stakeholders to raise the visibility of what the business can do for clients.
- Build a culture which recognises the importance of developing business relationships based on trust and integrity. Gain access to key contacts amongst clients and intermediaries as a result of his/her reputation in the industry. Build strategies of win-win alliances with intermediaries, knowing when to cross refer business.
- Develop and implement sales and performance targets and measures as appropriate. Responsible for setting and executing sales strategy and targets, including forecasting and achieving annual, quarterly and monthly sales revenue against targets for the Trust & Corporate Services Sales Team.
- Understand the perspective of and consider stakeholder engagement as part of sales strategy. External stakeholder engagement needs to be market trend and issue-based, pro-active and measurable in terms of TMF Groups internal targets.
- Regular contributor to knowledge resources (i.e. internet/ intranet/ content) and attend trade meetings and industry conventions.
- Prepare budgets, and control expenses and monitor budgets for the APAC sales team.

**CAPABILITIES**:

- Fully understands TMF Groups' business lines, regulatory requirements and how the organisation is structured.
- Understands the financial implications of decisions on both the business area and Group 'bottom line.'
- Considers the economic and commercial landscape when designing and implementing strategy.
- Can articulate and demonstrate the impact (financial, etc.) of their team’s sales and activities on the business.
- Empowers people to take accountability and achieve results.
- Manage and direct staff, usually through direct reports, delegating work as appropriate.
- Support the up-skilling of the sales team through sharing of knowledge, best practice and coaching.
- Creates and communicates a clear and compelling vision for the business area to stakeholders and team members.
- Will ensure the team has a clear understanding of the team KPIs and will monitor performance against those KPIs.
- Will ensure the business area is appropriately staffed to meet demands in a responsive and efficient manner.
- Proactively builds a high performing, collaborative team.
- Understands what motivates individuals and uses this awareness to successfully drive individual and team performance.
- Engages and builds credibility with influential individuals both internally and externally, managing both internal and external strategic relationships.
- Mindful of cultural differences across a diverse organisation.
- Is highly articulate and able to communicate complex ideas in a simple, easy-to-understand manner.
- Manage stakeholders' expectations with regards to delivery, escalating concerns as appropriate.
- Will challenge constructively and make difficult decisions. Puts colleagues/ clients at the centre of everything they do to ensure a positive experience.
- Will consider business, industry, political, social and economic trends to drive strategy.
- Role model for the team, role modelling Group values and appropriate work ethic. Upholds the values of the organisation i

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