SAS Institute Inc. Managing Director in Kuala Lumpur, Malaysia
The successful candidate will represent SAS’s interest and will be responsible for the full Sales of the MALAYSIA operation including growing and achieving both top and bottom line targets through the development and implementation of sound dynamic business strategies. You will report to the VP of ASEAN who is based in Singapore.
To manage Sales workforce, including Pre-sales, Sales; and through functional leaders for Professional services, solutions, marketing, HR and finance team.
Main Focus & Challenges:
The position is a member of the AP Leadership team; the overall job purpose of the role is as below:
Drive business growth and profitability.
Create ONE clear organization.
Establish strong regional co-operation.
Establish efficient business processes to enable delivery of large and complex cross-region projects.
Maintain and develop the SAS Institute presence on the very highest customer level (Board and C-level) in the MALAYSIA.
Set the strategy for the Country and implement through the Country Leadership team.
The CM will be responsible for the following:
Motivate and lead the company in order to achieve defined revenue and product focus, thereby achieving defined financial and organization targets on a quarterly and annual basis
Strategically develop business partnerships with company clients, with a view to gaining and maintaining trusted advisor status with them
Ensure that the region maintains a healthy and harmonious performance environment, in order to positively influence employee retention ratios, morale and productivity levels, that are measured on a regular basis
Plan, implement and execute a coherent sales, implementation and delivery strategy; clearly and succinctly communicate the defined strategy both inside and outside the company
In conjunction with the internal strategic alliances team, identify the necessary suitable industry business partners, so as to build and maintain strong contractual and business relationships with selected SAS partners
Ensure the appropriate financial, product, market, operational and related research initiatives are undertaken, by participating in appropriate industry sector forums and groups, and thereby providing appropriate information and intelligence to support the strategic planning initiatives
Utilize research data to develop integrated business analyses and projections for incorporation into the strategic decision making processes.
Ensure that all account plans are developed and maintained, and measure progress against the account targets on a monthly and quarterly basis
Ensure that there is the constant creation of a healthy sales pipeline in order to achieve regular new sales to new customers, and up selling to existing customers
Ensure that the concepts of value-based pricing and ROI-based selling strategies are applied, in order to significantly increase deal size while increasing the strategic value of SAS to its customers
Ensure that all financial targets for the Region are met, as set by the direct superior
- Recruit, select and manage the career and professional development of staff members in line with company policies and processes. Oversee the implementation and achievement of employment equity targets, learning and development initiatives, compensation and bonus planning, coaching and mentoring programs, performance appraisals and other administrative functions
To be successful in this role, you will have the following:
Qualifications & Experience
At least 20 years’ corporate working experience, with experience in a key account management or classical sales management role. At least 7-8 years of which should have been in a fairly senior position (General Manager or International Sales Director). Experience within a large international firm would be a definitive advantage.
Must have managed a staff complement of no less than 50 people, and have had the commercial experience of managing internal and external resources, including seven or more years of profit and loss management.
Must have a demonstrable track record of building long term relationships in both private and public sectors at the highest level (C-level and Board level), winning pitches, and ultimately, selling solutions in a complex environment with extended sales cycles.
Should have Malaysia experience (managed organizations and client relationships within the region).
Should ideally have significant work experience/exposure from within the ICT sector, particularly within the software, IT Services or Management Consulting environment.
Leadership Attributes & Behaviours
Very strong business acumen and commercial instincts - must be commercially literate, detailed, and able understand and develop the SAS business model.
Exceptional leadership ability – motivational, strong presence, with people management and influencing skills, exceptional active listening skills and a demonstrated ability to drive the effective implementation of procedures and policies to support operational business requirements across regional and organizational boundaries.
Skill in examining and re-engineering operations and procedures – must have strong management skills and a demonstrated ability to drive the effective implementation of procedures and policies to support operational business requirements across regional and organizational boundaries.
Experience in strategic planning and execution.
The highest degree of integrity and transparency in all activities.
Excellent communication skills; articulate, compelling, engaging and a highly inclusive manner. A good listener who seeks broad input and remains well informed.
A high level of professional presence and maturity, with the ability to interact effectively with all levels in a high-performance environment.
Emotionally mature and stable, relatively low on ego and highly resilient - A stable personality and balanced demeanour, even at times of high stress.
Familiar with a multicultural environment. Embraces diversity and demonstrates a deep understanding of MALAYSIA.
Driven to exceed expectations – competitive with high standards.
Ability to delegate responsibility while remaining accountable.
Enjoys working in an international and diversified corporate culture.
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Requisition ID: 20021077
Travel Requirements: 50%
External Company Name: SAS Institute Inc