Commercial Director, APAC

1 month ago


Singapur, Singapore Hatch Asia Full time

The Challenges

Lead the region’s (APAC) commercial development to achieve growth and revenue targets. Develop the short, mid and long-term sales strategy to achieve revenue targets while aligning commercial relationships with potential clients. Engage directly with the largest prospects (customers) to understand their procurement processes and complexities within their supply chain. A key component of the job is building tailor-made business cases that demonstrate how the company is uniquely positioned to solve inefficiencies, identify opportunities and win business. Serve as the global liaison for big pitch opportunities by supporting high-value pitch meetings, commercial bid responses, and regional client growth initiatives. Partner cross-functionally with internal stakeholders to develop the go-to-market strategy including but not limited to developing and refining market-specific sales enablement materials, including pitch decks, thought leadership, and case studies. Partner with Global and local teams to define and size a quantified view of the market opportunity to make recommendations for further optimizing commercial resource planning.

What It Takes

To be an ideal candidate for this role you will have:

10 years of strong performance in an Enterprise SaaS B2B sales or Global Account Management Sales role with a strong network among decision-makers. An extensive network within the Shipping and Freight Forwarding industries. Value based selling technical background with experience in managing and demonstrating success in long (6-12 months) sales cycles. Ability to drive pipeline development through outbound campaigns leveraging professional network, market knowledge and strong presence at industry events. Deep understanding of the air and ocean freight forwarding and logistics marketplace (customers and markets) in the Asia-Pacific Region. Proven track record of professional success and target attainment while leading new business wins across the region or at a Global level. Demonstrated success navigating global RFP market research bid processes and leading highly consultative proposal and pitch presentations. Thrives in a fast, high-pressure, entrepreneurial environment. Ability to travel extensively.

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