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Business Development Manager, SEA
2 weeks ago
Collinson is an equal opportunity employer and welcomes everyone to our team. We strongly encourage people of any colour, race, ethnicity, gender identity, sexual orientation, neurodivergence, family status (including pregnancy), age, individuals with disabilities and people from all backgrounds, cultures and experiences to apply. If you need reasonable adjustments at any point in the application or interview process, please let us know.
In your application, please feel free to note which pronouns you use (For example - she/her/hers, he/him/his, they/them/theirs, etc)
Collinson is the global, privately-owned company dedicated to helping the world to travel with ease and confidence. The group offers a unique blend of industry and sector specialists who together provide market-leading airport experiences, loyalty and customer engagement, and insurance solutions for over 400 million consumers.
Collinson is the operator of Priority Pass, the world's original and leading airport experiences programme. Travellers can access a network of 1,500+ lounges and travel experiences, including dining, retail, sleep and spa, in over 650 airports in 148 countries, helping to elevate the journey into something special. We work with the world's leading payment networks, over 1,400 banks, 90 airlines and 20 hotel groups worldwide.
We have been bringing innovation to the market since inception – from launching the first independent global VIP lounge access Programme, Priority Pass to being the first to sell direct travel insurance in the UK through Columbus Direct and creating the first loyalty agency of its kind in the travel sector with ICLP. Today we still invest heavily in innovation to ensure that we continue to deliver superior customer experiences.
Key clients include Visa, Mastercard, American Express, Cathay Pacific, British Airways, LATAM, Flying Blue, Accor, EasyJet, HSBC, Chase, HDFC.
Our mission is focused on doing good beyond profit, which for us means we seek out opportunities for our people to share in our success and that we give back to the communities and people within which we work.
Never short of ambition, the success of our business is delivered through the diverse and talented team of over 1,800 global colleagues.
The Business Development Manager, Southeast Asia will be responsible to target, sell and contract Collinson solutions in Singapore, Malaysia, Philippines, Thailand, Vietnam and Indonesia. The individual will be expected to personally identify sales prospects, create the right client engagement and manage these, ultimately closing the sale. By the very nature of our clients' requirements, the incumbent will be skilled in leveraging the wider organisation and external strategic partners to create winning sales propositions & bid teams.
Key Responsibiltiies
Support the Director of Business Development for South East Asia with the Business Development activities in SEA region with a primary focus on the financial services, insurance and travel sectors but with specific opportunities in other select industries.
Accountable for your individual territory business development target and achieve pipeline, and gross margin metrics.
Identify target key decision makers and influencers among qualified prospects and build commercially viable relationships via networking and proactive dialogue/engagement
To develop deep and wide relationships within B2B targets where decision makers and influencers can be extensive.
To deeply understand prospect business needs and challenges.
To design and articulate complex business solutions into saleable solutions for both new and existing clients that meet the needs of targets.
Nurture and optimise strategic partnerships to support commercial goals.
Project manage client opportunities in conjunction with the Business Solutions and South East Asia teams.
Deliver on administration and reporting processes to support efficient working, including Salesforce updates, Bid Qualification processes, commercial, legal and operational sign off.
Represent Collinson at key industry events.
Demonstrable self-starter who can close out solutions contracts of significant scale.
Knowledge, skills and experience required
3+ years in B2B loyalty, travel or customer engagement selling. SEA experience is preferential.
The DNA of a solutions salesperson who craves to understand the customer in depth, their business environment, and their business needs deeply before even starting to talk about Collinson.
Be passionate to find new opportunities and 'close' new business.
Proficient with Microsoft Office.
A proven track record of exceeding targets.
You will be required to learn and follow the Collinson group's sales methodology, but previous reputable sales training is a benefit.
A high level of discipline in opportunity qualification – recognising that qualifying out is as important qualifying in.
Strong commercial orientation.
Have an engaging personality and business network. Experience in dealing with bank/travel industry is beneficial.
A real can do will do attitude. Does not recognise boundaries and thrives in an environment of opportunity, confidence and hunger for growth.
Sets and achieves very high levels of performance and continually strives for personal improvement in all that they do.
A good team player and thrives on being challenged.
Will take accountability for action and takes deals through to closure and ensure a clean transition to the delivery and in-life team.
An equally strong influencer internally as externally to ensure that the internal organisation and stakeholders are brought on the sales journey.
High standards of personal presentation.
