Sales Director, Asia Pacific 亚太区销售总监

1. Strategic business relationship development / new business development:

· Development of targeted global & regional strategic business relationships at senior level within companies, on a long-term basis over an extended sales cycle

· Assures quality responsiveness and strategic approaches to new business development.

· Makes required number of weekly face-to-face sales calls and cold calls

· Manages toward growth and ongoing contact with key prospects.

· Directs the efforts of sales events and promotional activities.

· Ensures thorough prospect identification and market penetration for major accounts in target areas.

· Develops prospect list of qualified leads and performs preliminary research to identify clients’ need and goals

· Develops creative and cost-effective plans to meet clients’ objectives. Provide recommendations to corporations on improvement travel program/strategy via analysis of opportunities within their budget, policy, supplier base, processes, payment & expense management

2.Sales wins / closure:

· Meets or exceed individual and divisional sales goals and gross profit margins. Maintains high close and win rates as assigned by SVP/EVP/Regional President

· Drive profitability of new business sales in region aligning with a Global, Regional and Local focus

· Drive customer presentation, negotiation and closing and implementation

· Directs, coordinates, supports and reports on sales across the region. Ensures the accurate use of CRM tools, SOPs in regard to Sales, Account Management and Implementation.

· Makes sales presentations, prepares proposals in conjunction with other members of the sales and sales support team and follow through to closure of sale

· Oversees the development of proposals, presentations, contracts and other marketing-related collateral materials. Meets all deadlines.

3.Internal alignment:

· Utilizes and adheres to the sales process as outline by Sales Leadership

· Coordinates pricing and service configuration functions with the appropriate Sales Leader, controller and sales person.

· Assists in the coordination of contract negotiations and renegotiations, signing off on all contracts before submittal to the president for signature.

· Maintains detailed records and files documenting new prospect, sold accounts, lost bid, and no bid actions as requested by senior management. Forecasts opportunities with 100% accuracy. Utilizes company provided system to document sales activity

· Adheres to BCD Travel’s travel and entertainment policy. Maintains expense budget.

· Supports Company and regional initiatives.

4.Industry awareness, networking and updates:

· Updates new and existing clients on products and industry changes as needed

· Stays abreast of industry trends and technology product lines.

· Maintains a good working relationship with account travel managers and keeps accounts appraised of travel trends and updates within the industry.

· Identifies competitive threats and emerging problems and offers swift solutions to preserve the integrity of relationships.

· Coordinates, or participates in, client and prospect functions/activities (tradeshows, conventions, client forums, and etcetera) as necessary to provide consulting services and to improve client / prospect knowledge of company products and benefits.

· Projects a favorable image of BCD Travel at all times

· Assumes and performs other duties and responsibilities not specifically outlines herein, but which are logically and properly inherent to the position.

二.Education / Knowledge / Experience:

· Minimal Bachelor degree with business focus preferred

· Minimum of five (5) years of sales and marketing experience, preferably in the travel, meetings and incentives, or technology industries and in international arena

· Strong negotiation skills

· Strong network of travel industry contacts desired

· Experience in closing and implementing large market/global clients

· Proficiency in MS Office (Microsoft Word, Excel, and PowerPoint & Outlook)

· Proficiency in Social Networking

· Willingness to travel extensively

· Highly developed oral, written and professional presentation skills; capability of identifying customer needs, including public speaking and presentations

· Ability to establish and maintain rapport with all levels of management; modify communication style for different customers; able to persuade and overcome objections; manage ongoing client relationships

· Ability to set priorities, establish goals and plans; time management; efficient processing of paperwork; meeting management;

· Ability to comprehend, learn, integrate, and explain the industry/company technical products so they can be understood by prospective buyers

In-depth knowledge on Travel and meeting & incentives industries and supporting technologies, product pricing and financial analysis