Market Intelligence: South East Asia

CAE is seeking a Regional Sales Director for the APAC region to be based in Kuala Lumpur, Malaysia. Please see an extract of the job post below.

“The Regional Sales Director opportunity will lead an experienced and regionally distributed sales team to grow CAE’s business simulator product and training services business with commercial aviation customers. Focusing on strengthening existing trust-based customer relationships at all management levels to better position CAE for growth. Align teams to capture new MarketShare and new customers to accelerate CAE’s growth plan in the one of the fastest growing aviation markets worldwide. Effectively lead a team of Sales professionals in developing regional commercial strategies and sales campaigns to a successful end.

Provide leadership, guidance and support for the sales team enabling them to achieve their targets on revenue, Order Intake, yield, retention and growth goals for their assigned territories and accounts.  Secure long term strategic partnerships with airlines.

The Regional Sales Director located in South Asia is a member of the APAC management team (Regional Location Kuala Lumpur, Malaysia) and is expected to provide strategic insights on the market, key campaigns, revenue opportunities, and will be a contributor to the management of the region and the development of the long-term strategic plan for region.

Leadership & Governance

• Ensure CAE values and culture are well instilled in sales team – namely integrity and customer trustworthiness
• Keep high engagement and motivation within the team
• Hire, Lead, motivate and assess the sales team
• Maintain good knowledge of the market; monitor and provide input on the competitive landscape
• Lead monthly Sales reporting activities
• Manage sales activity, revenue forecasting process, establish order intake, strategic planning
• Lead and provide direction to the regional sales team
• Maintain two-way interactions with sales operations functions to ensure resources and support on bid preperation
• Lead growth opportunities and participate in decisions around capex prioritization
• Implement and govern pricing strategy
• Provide coaching as necessary to team members
• Execute annual sales offsite to bring high energy to the team and to deliver the next 3 fiscal years strategy
• Fine tuning of the Sales Incentive Plan annually to ensure it’s align with the strategic objectives and focus to ensure it’s driving the correct behavior
• Participation regional JV board meetings and present sales performance to board members

Account Planning & sales activity

• Segment client accounts an prioritizes prospects
• Assign targets and accounts amongst regional sales managers
• Drive all commercial strategic planning for the south Asia region. Translate and communicate the plan to his team.
• Develop account strategies and apply customer segmentation appropriately for all customers
• Assign to staff all CAE customers and develop, refine and maintain an account strategy for each of their assigned accounts

Sales Activity

• Provide a strategic plan to measure and implement superior customer service, build relationships and ensure customer satisfaction
• Ensure cross-funtional sales team & SMEs are working together effectively
• Salesforce CRM management
  • Manage activity dashboard
  • Ensure CRM compliance for inputs and updates
• Manage wins/losses of team members and capture the lessons learned to improve sales moving forward.
• Proven track record in sales and sales leadership
• Lead the industry tradeshow strategies (APATS, Singapore Airshow, etc..), attendance, and activities as assigned for any specific event.”

To learn more about the role and to apply please use the CAE Career’s page.

Source: CAE
Photo Credit: CAE