REGIONAL SALES LEADER, KOREA - HPE FINANCIAL SERVICES
The Regional Sales Leader ( RSL ) is the chief representative of HPE Financial Services (HPEFS) in Korea and is responsible for leading the business to achieve maximum results across multiple metrics for Korea.
He / she must build strong relationships with HPE, HPI Business Units and key business partners in the country while aligning closely with HPEFS regional and global strategies.
This position will manage the activities of individual contributors, whether direct or indirect reports, with accountability for large multi-
region account / deals (s) in different location(s) which has significant impact on business unit results and organizational strategy.
A successful RSL builds business plans that balance priorities with responsiveness to local business or market realities and effectively develops the skills and abilities of his / her team by aligning the team to HPEFS strategies.
Having the professional tenacity to drive positive results in the near term, the RSL must have the ability to effectively train, coach and motivate their team on all appropriate areas of the business.
As a senior leader in Korea, he / she might be call upon from time to time to represent HPEFS Korea for regulatory activities.
Within HPE Financial Services, the RSL effectively lead teams to coordinate and collaborate with other functional areas of the business (Portfolio, credit, customer delivery, HPE relationships, etc) to deliver positive business outcomes.
With knowledge of the HPI and HPE sales process and a strong understanding of the HPE Financial Services sales compensation plan, this role achieves balanced performance from all team members via a disciplined focus on pipeline management and forecasting.
세일즈 팀 리딩 및 매니징
Financial service / solution 영업 및 국내 대기업 대상 영업 활동
Translates business unit goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control
Synthesizes input from functional resources, geography management and account teams to assess proposed strategies for comprehensiveness & feasibility
Builds well-targeted business plans & strategies for allocating resources and driving sales activities to achieve margin
Advocates business practices & priorities that reflect HP's long-term business interests & solution selling orientation
Transformation leadership is essential to bring the sales culture changes required to meet company’s strategic initiatives.
Actively manages business plans to meet KPIs, such as volume , profitability & ROE, and advance the business interests of HPE / HPEFS
Aligns tactical account plans with overall corporate "big picture" strategy
Systematically tracks, measures and reports progress-to-plan using appropriately sensitive tools, methods and processes
Effectively adapts to - and shifts priorities to accommodate - changing business goals, requirements or opportunities
Forecast / budget control
Tracks & manages rolling forecasts and budgets to ensure timely and accurate roll-ups
Manages & troubleshoots aggregate, complex budgets to ensure accurate roll-ups monthly / quarterly / annual
Controls / contains costs & expenditures within budget / allowance parameters through effective monitoring & creative management of cost-drivers
Ensures that upper management is appraised of business performance responsively and as required to support business planning & decision-making
Applies influence and organizational savvy to advance sales opportunities externally, with clients, and internally, within HPE
Capitalizes on corporate status / position to facilitate entry to potential opportunities, generate customer interest in HP's offerings and establish consultative relationship
Expedites HPEFS internal approvals and buy-in through "internal selling" to key decision-makers
Troubleshoots threats to effective selling or order fulfilment to minimize their impact on the business
Develops employee performance to ensure individual and group excellence
Provides consistent, effective coaching & feedback to teams, individuals and reports
Models effective selling skills to ensure authenticity and effective transfer to practice
Focuses attention on teaming and team dynamics to develop well functioning account teams that effectively leverage individual strengths
Actively monitors, identifies and addresses sales & resource capability gaps within area-of-control
Differentiates the sales capabilities and experience required to sell and builds targeted career paths that capitalize on individual strengths
Anticipates new skill requirements from changing industry or market indicators
Builds & maintains aggregate workforce readiness within area of control
Contributes to enduring executive relationships that establish HFEFS' consultative professionalism and promote its total solution capabilities at the highest levels of the client's organization
Applies understanding of C-level (CEO, CFO, CIO, COO) concerns, metrics, and decision making to sales planning
Ensures that proposed solutions address benefits and needs of interest to CEOs, CFOs, and CIOs
Ensures adequate preparation and contributions of account team members at senior-level management meetings
Builds strong relationships with other Business Unit leaders to advance cross-business collaboration for successful business outcomes
HPEFS Sales Productivity Tools / Processes
Systematically applies HPE sales planning & productivity tools / processes to manage work
Uses HPEFS sales processes, systems and sales automation tools appropriately to promote consistent, efficient and systematic sales processes planning, price quoting / configuration, order tracking, etc.
Uses sales tools, contacts and collateral effectively to gain customer commitment and advance the sale for HPE / HPEFS
Uses the HPEFS Customer-Driven Sales Methodology
Approaches problems in a rational manner using sound strategies that ensure comprehensive understanding and effective resolution
Gathers the most critical problem-related information and uses it to assess impact on planning or milestone completion
Synthesizes the insights of colleagues, management and other resources to accurately understand all dimensions of a proposed solution
Identifies alternative strategies before committing to action
10 15 년 이상의 IT financial service 영업 경력자
국내 대기업 대상 비즈니스 경력 및 네트워크 보유자
Proven ability to lead, inspire and direct a large and diverse organization.
Commands respect of a diverse audience from executives to team members.
Experience of the Sales and Marketing functions, with emphasis on consultative selling, channel management, partner management and business development
Strong analytics, measurement and metric orientation
Strong influencing, communication, and presentation skills
Executive presence, business acumen and the ability to build strong executive relationships
Excellent collaboration, consensus-building, teamwork and interpersonal skills, particularly cross boundaries
Strong customer and solutions focus
Ability to work effectively in diverse, foreign and multi-cultural environments.