Overall, Purpose of the Job
The Business Development Manager, Japanese Client Segment is responsible for identifying and developing new business opportunities to achieve new business growth and increased market presence to meet and exceed sales targets for Japanese clients in Indonesia.
Key responsibilities
- Develop and implement successful strategies to drive business growth for Japanese client segment in Indonesia across all product and service lines.
- Develop and own a New Business Plan and continually evaluate progress within the Japanese market segment against pipeline objectives, revenue, and profit targets.
- Identify, qualify, and develop new business opportunities to support growth in the region, achieve and exceed sales targets, expanding our client base and developing new markets.
- Ensure sound understanding of value proposition of all company’s products, solutions, and services and how this translates into delivering positive people and organisational outcomes for our clients.
- Scope, project manage and commercialise the development of RFPs (request for proposal) and client proposals.
- Support the growth of cross-border sales and client initiatives through pro-active international co-operation and coordination with Japanese sales team as well as other regions.
- Work collaboratively with SMEs to shape market or vertical factors, to enhance client traction and deliver impactful sales performance for your region.
- Support with the development and delivery of business development and marketing strategies and initiatives as may need to be designed or refined for country pursuit plans.
- Maximise business development opportunities with other channel partners including insurance brokers, insurers, travel management companies, and other partners in the region.
- Maximise cross and up sell opportunities with existing clients.
- Maximise business development opportunities with existing clients across borders internationally.
- Proficient with all company systems and processes, in particular, Salesforce and CPQ.
- Ensure all client activity and updates, sales administration, sales forecasts and reports in the Salesforce are accurate, reliable and timely.
- Ensure sound understanding and value proposition of all the business products and services.
- Understanding of key market competitors and able to differentiate our services against them.
- Proficiency in using social media and Linkedin and/or related media for Japanese client segment to build pipeline and professional brand as expert in our field.
- Professionally represent the company, including at client and industry specific functions and participate in conferences and exhibitions to increase brand awareness and engagement.
About you
Required Skills and Knowledge
- Experience in dealing with Japanese client segment in Japan and overseas.
- Previous experience in a B2B professional services sales environment or start-up which achieved scale.
- Demonstrable record of leveraging consultative selling skills to successfully meet & exceed targets across multiple business lines/geographies/products and services.
- Experience in developing executive/C-suite level client relationships with an ability to identify key cross functional stakeholders within a client’s organisation.
- Experience with managing complex commercial negotiations, leading bid, and tender processes.
- Experience leveraging and collaborating with internal subject matter experts (SMEs) to support with development and delivery of more complex and higher yield sales opportunities.
- Ability to manage pipeline, identify key prospects and convert them into business opportunities.
- Excellent communication skills, written and oral.
Competencies Required
- Consultative Selling Skills
- Influencing and Negotiating
- Manages Sales Cycle
- Planning & Organisational Skills
- Customer Focus
- Networking
- Action Oriented and Resilient
- Collaborative
Required Work Experience
- Track record of success in exceeding new B2B sales targets
- Demonstrated ability to develop, maintain and manage a complex pipeline of sales opportunities.
- Experience of scoping, managing and executing RFPs.
- Team player – evidence of working collaboratively across teams which are geographically dispursed.
- Overseas working experience for 2 or more years is preferred.
Required Qualifications
· Bachelor's degree or master's Degree in a relevant field is preferred but not essential.
Required Languages
· Proficient verbal and written Japanese and English.
Travel /Rotation Requirements
Regular travel to Client sites, team meetings and for training/development session