Vice President of Sales & Operations, Asia Pacific  

Based in:             Sydney, Australia

Reporting to:     President & Chief Operating Officer   

Your role in our Future

At Quadient we count on our executive team to solve complex business problems with creativity and passion, always looking to learn something new. We are seeking an VP of Sales & Operations to join us in this mission, with a focus on sales execution, operational efficiency, organizational development, and partner management. Together with other members of the executive team, you will execute the current corporate strategic plan, focusing on expansion to new customer segments and partnerships, while ultimately strengthening go-to-market operations. You will also be instrumental in creating future strategic plans with the goal of boosting revenue streams.

The ideal candidate is passionate for our company’s mission and a motivational leader, a self-starter able to execute and implement change, a player-coach, strategic, highly analytical and metrics driven. Serving as a key member of the executive team, the VP Sales & Ops will be a significant contributor to our culture and will hold a crucial role in management and leadership.

The key objectives of this role are to lead and manage the Quadient APAC region Sales & Operations team with clear vision and go to market strategies to deliver double digit year on year profitable growth.

The leader will be fully accountable of the region P&L and day to day management of Sales, revenue, and EBIT. A continuous adjustment of the cost base to the current market conditions will be important to keep a strong EBIT ratio.

The VP of Sales & Operations will be responsible for building and developing consistent high-performance sales, pre-sales and services teams across all territories/countries in order to significantly scale our business, either through direct or certified partner channels and for growing the customer reference base in both “on premise” and “SaaS” based solutions to drive strong brand recognition of Quadient solutions in their territory.

The VP of Sales & Operations is equally responsible for short and mid-term planning of growth for their business lines. Together with the team, they maintain strong customer retention goals for Quadient customers/partners and drive the direct selling and partner strategy to support the achievement of financial goals and customer project delivery.

As Senior Leaders, they are the guarantor that the company’s values are adopted in their regional business line, “collaborating like crazy” with business lines, other departments of the operation and support functions.

What you will do

Planning

• Collaborates with the Business Line & Operation’s management to define and communicate goals and objectives to their team and to develop strategies for achieving these objectives
• Works with the Business Line and Operation management to create annual sales, maintenance and services plans that support the strategic direction set by the Business Line; submits annual plans to the Operation’s management for approval

Sales management

• Provides strong sales management/leadership with regular face to face contact with prospects, customers, partners and sales teams
• Supports and drives new campaigns for lead generation and pipeline management
• Leverages executive engagement in key customer opportunities and strategic accounts.
• Providing weekly, monthly and quarterly inspection of Business KPI’s to drive accurate forecast to COO
• Works closely with the sales and pre-sales team to implement Quadient sales methodology
• Ensures that all sales, pre-sales and services activity is accurately captured and managed in salesforce.com in a timely manner
• Manages the human resources of the department according to authorized personnel policies and procedures that fully conform to current laws and regulations
• Ensures that high levels of customer satisfaction are maintained at all times in line with customer satisfaction targets and net promoter targets for the given operation and business line.

Financial management

• Works closely with Finance and other business units to ensure that they meet operational cost targets.
• Ensures that the department delivers profitable growth in all aspects of the business.
• Manages sales, pre-sales and service staff to achieve financial commitments and targets
• Manages resources within budget guidelines according to current laws and regulations

HR management

• Promotes a culture, that reflects Quadient values and encourages high reward and recognition.
• Responsible for the recruitment, development and evolution of a high-performance sales, pre-sales and service team
• Co-ordinates development and training of sales, pre-sales, professional services, employees together with the HR department
• Responsible for development initiatives, performance plans, skills matrices and annual appraisals for each department’s employee

Local marketing and PR

• Works closely with local Field marketing to ensure that content and programs support the achievement of financial objectives
• Serves as the primary spokesperson and representative for their business line within their region
• Assures that their department, their programs, and services are consistently presented in a strong, positive image within Quadient and to customers
• Acts as a liaison between their department and the wider Quadient community, building relationships with peer organizations when appropriate

Your profile

Qualifications characteristics

• 10 years + experience of sales management experience in the given business line
• Proven success in managing remote sales teams and local country partners in On Premise and Cloud based software solutions
• Strong experience in Operations with cross functional management experience and industry relationships
• Fluent in English, with other European, Arabic languages as an advantage.

Personal characteristics

• Able to act as an entrepreneur: driven, show initiative, being an inspiring and charismatic leader to effectively lead, develop and inspire a high performing team through change
• Strong interpersonal skills both internally and externally with customers.
• Strong decision-making capabilities and results oriented
• Able to create a dynamic and open company culture based on HI’s values
• Willing to travel
• Strong oral and written communication skills, effective presentation skills

Must Haves:

• Multi-channel Selling (Direct & Partners)
• On premise & SaaS Success
• Value based selling
• Matrix management