About the Role
Role Purpose
The Sales Leader – SEA is responsible for driving revenue growth, market expansion, and customer acquisition across Southeast Asia. The role leads the regional sales strategy and execution for the organization's portfolio of products, solutions, software, and services, while building and developing high-performing sales teams across multiple countries.
The successful candidate will be accountable for achieving regional revenue targets, strengthening customer relationships, expanding channel partnerships, and delivering sustainable, profitable business growth.
Key Responsibilities
Key Responsibilities
1. Regional Sales Strategy & Business Growth
- Develop and execute the Southeast Asia sales strategy aligned with business objectives.
- Identify new market opportunities and drive penetration into targeted industries and customer segments.
- Establish regional growth plans, sales targets, and market expansion initiatives.
- Monitor market trends, competitive activities, and customer requirements to drive strategic decisions.
2. Revenue & Profit Accountability
- Own regional sales revenue, order intake, and profitability targets.
- Build and maintain a healthy sales pipeline across all markets.
- Drive forecasting accuracy and sales governance through CRM and reporting tools.
- Ensure sustainable business growth while maintaining pricing and margin discipline.
3. Customer & Account Management
- Build strong relationships with senior decision-makers and C-level executives.
- Lead strategic account development and multi-country opportunities.
- Drive customer retention, cross-selling, and up-selling initiatives.
- Act as an executive sponsor for key customers and major projects.
4. Team Leadership & Development
- Lead, coach, and develop country sales managers and sales teams across SEA.
- Establish clear performance expectations and accountability measures.
- Implement talent development, succession planning, and capability-building initiatives.
- Foster a high-performance, customer-focused sales culture.
5. Channel & Partner Management
- Develop and manage distributor, reseller, and strategic partner networks across the region.
- Establish partner growth plans and performance metrics.
- Drive joint business planning and go-to-market activities with channel partners.
- Ensure alignment of partners with company objectives and brand standards.
6. Strategic Sales & Deal Management
- Lead complex, high-value sales opportunities and negotiations.
- Oversee tender submissions, commercial proposals, and contract negotiations.
- Support country teams in closing strategic opportunities.
- Ensure compliance with internal approval processes and commercial policies.
7. Cross-Functional Collaboration
- Partner with Marketing on lead generation and brand awareness initiatives.
- Work closely with Operations, Service, Finance, Supply Chain, and Product teams to ensure successful project delivery.
- Provide market feedback to support product development and innovation.
8. Compliance & Governance
- Ensure compliance with company policies, ethical business practices, and relevant regulations.
- Maintain strong governance in sales operations, opportunity management, and customer engagement.
- Uphold anti-bribery, anti-corruption, and data privacy requirements across all markets.
Skills, Knowledge & Expertise
Qualifications & Experience
Education
- Bachelor's Degree in Business, Sales, Marketing, Engineering, or a related discipline.
- MBA or postgraduate qualification is an advantage.
Experience
- 15+ years of B2B sales experience, including at least 5 years in a regional leadership role.
- Proven track record of delivering revenue growth across Southeast Asia.
- Experience managing multi-country sales teams and channel partners.
- Strong exposure to enterprise solution selling, technology, automation, banking, retail, or industrial sectors.
- Demonstrated success in managing complex sales cycles and strategic customer relationships.
Key Competencies
Leadership
- Strategic thinking and business acumen.
- Team coaching and talent development.
- Strong stakeholder management.
Commercial Excellence
- Revenue growth and sales planning.
- Negotiation and deal management.
- Financial and commercial understanding.
Customer Focus
- Executive-level relationship management.
- Consultative and solution-based selling.
- Customer-centric mindset.
Personal Attributes
- Results-driven and entrepreneurial.
- Influential communicator and relationship builder.
- Adaptable and capable of working across diverse cultures.
- Willingness to travel extensively within Southeast Asia.
Success Measures
- Achievement of annual revenue and profitability targets.
- Sales pipeline growth and forecasting accuracy.
- New customer acquisition and market expansion.
- Customer satisfaction and retention.
- Team performance and employee development.
- Channel partner growth and effectiveness.