Sales VP

SITA

  • Singapore
  • Permanent
  • Full-time
  • 1 month ago
Overview:WELCOME TO SITAWe're the team that keeps airports moving, airlines flying smoothly, and borders open. Our tech and communication innovations are the secret behind the success of the world's air travel industry.You'll find us at 95% of international hubs. We partner closely with over 2,500 transportation and government clients, each with their own unique needs and challenges. Our goal is to find fresh solutions and cutting-edge tech to make their operations run like clockwork. Want to be a part of something big?Are you ready to love your job? The adventure begins right here, with you, at SITA.PURPOSEThe Sales Vice President owns the development of the South-East Asia territory (Singapore, Malaysia, Thailand, Philippines, Cambodia, Laos, Vietnam) and is responsible for the full spectrum of sales. This would include prospecting, consulting, influencing, winning, and successfully expanding accounts; building relationships and partnerships, cultivating those relationships to maximize the potential of sales opportunities; achieving growth of the portfolio; and providing leadership for all existing and prospect accounts within the portfolio developing new business and expanding sales coverage in order to achieve profitable growth targets.The successful incumbent will be an influential and people-centric, technologically savvy seasoned executive with a track record of developing new enterprise clients while harvesting the existing relationships. You must have a finger on the pulse of the market and be up to date with the latest cutting edge disruptive as well as street-smart enough to spot trends in the air transport industry. You would need to have the ability to understand the areas in which clients need help and then execute on those. A successful individual in this role would have bias for action and build a consensus driven culture.The most critical responsibility for the leader in this role would be to delicately balance and successfully navigate through the complex relationships across the most critical stake-holders and players in the airlines, airports and government authorities in the region to further enhance and build SITA’s credibility and leadership as the most trustworthy solutions partner in the industry.The business is ~USD 110Mn in annual revenue with a NB ACV target of USD 50Mn for 2025 and poised to grow further. You must have deep understanding of the air transport industry and preferably have connections with the Airlines, Government Authorities, Airport Authorities, and other aviation industry bodies.This position is to be based out of Singapore. Singapore citizen or Permanent residents preferred.KEY RESPONSIBILITIES
  • Drive all sales (achieve and surpass NB ACV) and leadership activities to achieve the short-term and long-term objectives; formulate strategic direction for the team; lead, develop and coach the team to ensure sustainable and profitable growth.
  • Develop and implement a documented business plan that is in line with short-term and long-term goals.
  • Ensure achievement of committed (book and bill) revenue and progressive revenue growth.
  • Conduct ongoing Account Development Plans reviews to ensure full alignment, focus and quality on priorities, that all growth potential is identified and addressed; and that all resources are fully aligned and effectively collaborate in achieving their objectives.
  • Manage and build relationships with clients, access the CXOs of key accounts; become the trusted advisor/consultant for them; ensure customer loyalty, advocacy, and highest level of customer satisfaction.
  • Create opportunities to provide a unique or contrarian perspective during conversations; align unique insights to customer priorities and reframe the way customers approach their business.
  • Build sales pipeline for future growth with close collaboration from marketing for demand generation; ensuring qualified marketing leads are converted to sales accepted leads for pipeline growth.
  • Manage a high-performing team, effectively delegate, and allocate work, develop team and achieve highest alignment, morale and engagement; coach individuals to support their growth and development; support and participate in hiring process.
  • Identify resource needs from other functions (deal management), plan and engage resources, manage the team effectively.
  • Contribute to driving special projects as and when identified by the leadership.
  • Drive two-way communication; engage the customer by deliberately linking their business priorities to SITA's value proposition. Leverage individual value drivers; understand and influence wide range of customer stakeholders; facilitate conversation between stakeholders; proactively manage purchase decisions to shorten sales cycle.
  • Spot and communicate key economic drivers, macro- and microeconomic trends and also latest technological trends and local competitive intelligence internally to increase awareness and adopt to new situations, also externally, to clients to address potential new business opportunities.
  • Ensure full compliance in all internal and external dimensions of the business.
  • Support cash collection related activities by taking lead or resolving commercial issues that may cause non-payment.
  • Participate and contribute to the agenda and agreed plans as the member of APAC GEO Management Team
Build strong relationship with industry associations like IATA, ACI, CANSO, AACO, AAPA, CAPA, KPMG, FIA, Deloitte, EY, etc.
  • Drive through leadership initiatives and promote brand visibility together with Marketing.
DESIRED OUTCOMES
  • Within the first six months, build the relationships both internally in the organization as well as in the external ecosystem.
  • Establish credibility with the key industry organizations, government agencies, airport authorities, airlines and other primary stakeholders.
  • Build strong sales processes and systems to scale the company for future growth
  • Develop, mentor, and retain high-performing talent and build a strong outcome-focused team.
Qualifications:EXPERIENCE
  • 18+ years' experience in Business Development and/or Country Leadership role with successfully delivering on revenues within complex global matrix organizations.
  • Will have demonstrated an outstanding track record of growing business, managing sales in large and complex deals, including financial structuring, negotiations and closing. Proven successful experience in business development, pipeline management in large turnover environment
  • Expertise in Transportation Sector, including Air Transport Industry and beyond
  • Bring a relevant knowledge in Strategic and Business Challenges, Opportunities, Processes and Trends within the Air Transport Industry at large. Preferred experience in IT consulting, technology and/or outsourcing solution-oriented environment, with global technology consulting and system integrators
  • Team management Individual should have led and built a strong team of 50+ employees. A talent attractor and motivator, able to transmit her/his passion and drive and make other people s/he can influence go the extra mile.
  • Master’s degree, MBA or equivalent studies in IT/Computer Science would be a plus
CRITICAL LEADERSHIP CAPABILITIESDriving Results
  • Enables higher performance by incrementally improving approaches based on calculated risks and benefits.
  • Benchmarks own performance against industry best practices.
  • Proactively seeks to improve processes and implement best in class solutions, raising quality and productivity in a calculated way.
  • Identifies new processes and/or systems to improve productivity and/or make the business more efficient.
  • Experience in facilitating and driving account development plans
Collaborating and Influencing
  • Aligning him/herself with SITA; navigating the system and building trust with stakeholders.
  • Making clients and their needs a primary focus for actions; developing and sustaining client relationships.
  • At every stage of business building, having a collaborative approach and not working in a silo.
Commercial Acumen
  • Identifying and navigating market opportunities in the sector
  • Having a strong focus on quality and delivery in order to ensure client satisfaction, thus expanding current relationships.
  • Having a hands-on approach to execution. Leading the team from the front by being the subject matter expert and having a problem solving approach.
  • Excellent sales skills and sales leadership capabilities; exceptionally strong communication, negotiation, and consultation skills
  • Good understanding of competitors' business models, offering, strengths and weaknesses
IDEAL PROFILEThe Sales Vice President will bring strong strategic and analytical credentials coupled with highly developed communications skills; the ideal candidate will work effectively across the organization’s different cultures. You have the ability to exercise judgment in undefined environments and drive program and project success through a multiple stakeholder organization within a fast-evolving industry landscape.You should have cross-functional management skills, executive presence, and a track record of consistently delivering great qualitative and quantitative output.PROFESSION COMPETENCIES
  • Consultative Selling
  • Facilitation skill
  • Demand generation
  • Cross-functional experience
  • Leadership
  • Networking
  • Product to solution transformation
  • Managing virtual teams
  • Sales Leadership
  • Commercial Acumen
  • Financial Analysis
  • Ability to manage P&L
  • Problem Solving
  • Strategic planning
  • Accountability
  • Drive
  • Ethics and Integrity
  • Transformational leadership
  • Versatility
  • Agility
  • Performance orientation
  • Delivering insight
  • Conceptual Thinking
  • Coaching and Mentoring
  • Collaborative
  • Role modelling
Core Competencies
  • Adhering to Principles & Values
  • Creating & Innovating
  • Customer Focus
  • Results Orientation
  • Teamwork
  • Communication
  • Impact & Influence
  • Leading Execution
People Manager Competencies
  • Adhering to Principles & Values
  • Creating & Innovating
WHAT WE OFFERWe're all about diversity. We operate in 200 countries and speak 60 different languages and cultures. We're really proud of our inclusive environment. Our offices are comfortable and fun places to work, and we make sure you get to work from home too. Find out what it's like to join our team and take a step closer to your best life ever.🏡 Flex Week: Work from home up to 2 days/week (depending on your team's needs)⏰ Flex Day: Make your workday suit your life and plans.🌎 Flex-Location: Take up to 30 days a year to work from any location in the world.🌿 Employee Wellbeing: We have got you covered with our Employee Assistance Program (EAP), for you and your dependents 24/7, 365 days/year. We also offer Champion Health - a personalized platform that supports a range of wellbeing needs.🚀 Professional Development: Level up your skills with our training platforms, including LinkedIn Learning!🙌 Competitive Benefits: Competitive benefits that make sense with both your local market and employment status.SITA is an Equal Opportunity Employer. We value a diverse workforce. In support of our Employment Equity Program, we encourage women, aboriginal people, members of visible minorities, and/or persons with disabilities to apply and self-identify in the application process.

SITA