Commercial Leader Sales, North Asia

Company:

Description:

SUMMARY

As the Commercial Leader Sales North Asia, you will be responsible for growing our business through winning new, profitable Global Benefits Management clients.  This role requires full management of the complex, multi-million-dollar sales cycle, covering all aspects of the sales process, from pre-sale through to presentation, close, contracting and hand-over to Client Excellence. This role can be based in Hong Kong or Shanghai.

POSITION SCOPE

We will count on you to:

• Build and execute on a proactive sales strategy across North Asia.
• Drive increased revenue and profitability in support of MMBs growth targets.
• Execute sales disciplines and best practices.
• Identify external and internal referral sources and proactively partner with those “champions” to generate new opportunities.
• Work with internal stakeholders including global and local Client Managers, Consultants, Growth Leaders and CEOs to identify new GBM targets.
• Utilize information sources internally and externally to gather appropriate data to properly position MMB to succeed in the market.
• Lead regional sales opportunities, manage virtual teams of pre-sales, consultants, client managers and senior stakeholders, balancing local autonomy and the drive for region-wide programs.
• Participate in relevant internal and external events and conferences that enhance the reputation and increase opportunities for MMB.
• Provide market feedback to the company leadership regarding competitor offerings, prospect needs and generate product development ideas
• Manage the sales process and discipline for own opportunities, including development of core presentations, graphics and pipeline reporting, in line with GBM Commercial and Sales Team protocols, supported by an established pre-sales and Bid Management team.
• Monitor competitors and review MMB’s offering in light of competitors developments

What you need to have:

• You will be an accomplished sales executive with solid on-the-ground experience managing Greater China and/or North Asia markets. 
• A minimum of five years proven sales/ business development experience and demonstrable track record in consultative sales.  A proven track record of achieving sales targets.
• Prior experience working with large MNCs to sell and close complex, large value, multinational and multi-year contracts.
• Background/ knowledge in employee benefits is essential.
• Experience working with and selling to HR, risk and insurance sectors.
• Proven ability to manage and network in a global environment.  Strong gravitas and presence to influence and build collaborative relationships with senior stakeholders.
• Experience of working effectively in a cross-cultural/ cross-time zone environment for multiple stakeholders and audiences, including with virtual high-performing teams.
• Agile, resilient, persistent and driven personality.
• Comfortable working remotely and flexibly in a self-motivated and autonomous fashion while retaining close contact with the broader global team.
• Excellent communication and presentation skills.  Fluency in English and Cantonese/ Mandarin.  
• Open to travel across the region.
• Tertiary qualification in Business or Finance related discipline and/ or post graduate qualifications preferred.
• Computer literacy.  Proficiency working with Microsoft Office and Salesforce.

What makes you a stand-out?

• Experience within the global benefits space.
• Excellent negotiation skills and a proven track record of success in complex and lengthy sales cycle opportunities.
• Experience in working with senior management to align sales strategies and solutions.
• Excellent verbal and written communication skills.
• Strong influencing and negotiation skills.
• A strong team player, with laser focus on individual goal.