Sales Director - APAC
About us:
JATO Dynamics is a global company and the leading provider of automotive market intelligence. With an insight into over 50 overseas markets, we deliver the world's most complete, accurate and up-to-date automotive data and insights, creating significant competitive advantage to our customers.
Role Overview:
The Sales Director is responsible for the day to day management of their direct reports, creating the right environment for target achievement and customer satisfaction.
They will support the end-to-end commercial relationship with the customer whether new business or renewal, with their main focus being on new sales, growth of existing customers through upselling and cross-selling, as well as any contractual issues, pricing and quotations.
The Sales Director will work closely with the Head of Global Sales - Automotive, to agree on strategy execution to achieve wider Vertical and Corporate objectives.
Key Responsibilities:
- Ensure annual, and where applicable, quarterly revenue and sales targets are achieved and exceeded.
- Work with their team to execute the individual account management strategies to achieve and exceed the customer growth & retention targets for defined area in line with Gross and Net Retention KPIs for JATO.
- Responsible for defining, executing, and developing a coaching programme for all members of the account team (physical and virtual) to align the sales approach and consistency in value proposition to the customer.
- The Sales Director operates at senior levels within customer organisations as needed to influence decisions and will be responsible for driving net new revenue and customer renewals within their existing customer accounts.
- Support marketing campaigns to drive customer attendance at marketing and sales events increasing awareness of JATO capabilities.
- Collaborate with key internal stakeholders, to provide proactive insights on usage/application of JATO products to help influence the right purchase outcomes at the level of decision maker in the customer organisation and ensure optimal customer experience, to deliver long-term sustainable account growth.
- Review all accounts and required engagement frequency to bring visibility of account status, including any issues/threats that need to be fixed to secure retention/renewal.
- Work with SDR & MDR teams to co-ordinate leads and prospect within owned accounts, agreeing ownership and ensuring actions are owned.
- Work with Marketing to act as “brand ambassador” for JATO to raise, and increase interest in our company, its products, and services to increase engagement, and adoption of the product with external customers.
- Utilize own network and JATO sourced prospects to build a solid go-forward pipeline of business development opportunities. Prospects and develops relationships with potential customers to qualify and penetrate an account and develop a strategy to demonstrate JATO’s “value proposition”.
- Working across JATO Teams (Customer Success, Finance and Revenue Operations), create and communicates team reports showing key account status and success metrics, quarterly results and forecasts, customer volume, customer engagement KPIs, to inform the Head of Global Sales and senior management of commercial progress and forward outlook.
Key Requirements:
- Bachelor’s degree as minimum or equivalent.
- Solid experience in business development roles, split between new business development and account management or equivalent in a commercial support role.
- Proven track record of achieving annual targets.
- Demonstrable track record of retention and winning net new business in existing accounts.
- Proven track record of building, leading and motivating high performing teams.
- Consultative selling mindset Excellent communication and influential skills.
- Gravitas and ability to communicate and interact at senior management level.
- Proficient knowledge of
- Microsoft Dynamics CRM (or similar, as an example Salesforce)
- Microsoft Office Suite - Word, Excel, PowerPoint, OneNote, Outlook
- Sales Technology – Outreach, etc.
JATO Dynamics is a global business and our success is attributed to the diversity, skills and experiences of our colleagues across the world. We are proud to be an equal opportunity employer and are committed to equal employment opportunity regardless of race, sex, age, gender identity, sexual orientation, religion or belief, disability, marital status or veteran status.
- Department
- Sales
- Locations
- Tokyo - Japan
- Work Location
- Hybrid
Sales Director - APAC
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