Sales Director APAC

As a Sales Director APAC at Gresham, your key responsibilities include coordinating sales, business development, and account management strategies to achieve revenue growth. You'll drive the sales cycle from initial contact to deal signing, maintain relationships with clients, and execute territory sales plans. Additionally, you’ll engage in market analysis and build profiles of prospective clients, focusing on understanding their needs and strategizing to present Gresham's solutions effectively.

To excel as a Sales Director APAC at Gresham, you should possess significant previous sales experience, particularly with global enterprise deals in the financial services sector. Strong negotiation skills, the ability to manage large territories, and a consultative approach to client interactions are also essential. Exceptional communication and interpersonal skills are crucial, as is a self-motivated and organized mindset.

In your role as Sales Director APAC at Gresham, you'll be crucial in conducting market analysis. This involves studying industry trends, evaluating competitor strengths and weaknesses, and identifying new growth opportunities. You will also assist in building prospective client profiles, understanding their current systems, and predicting their future software needs, which will inform both your sales strategy and Gresham's product offerings.

As a Sales Director APAC at Gresham, you will work within the company's consultative sales methodology. This approach emphasizes understanding client needs and delivering tailored solutions, thereby facilitating more meaningful conversations and driving higher conversion rates. This methodology supports your efforts in achieving sales targets and building lasting client relationships.

The Sales Director APAC position at Gresham offers an attractive benefits package, including hybrid working arrangements, generous annual leave, access to a wide range of online courses through Udemy, a discretionary company bonus, and support for home office setup costs. These benefits are designed to promote work-life balance and professional development.

When answering this question, be sure to highlight specific roles and achievements in the financial services sector. Discuss how you've successfully navigated complex sales cycles, built client relationships, and closed significant deals. Providing quantitative metrics, like sales figures or percentage targets achieved, will strengthen your response.

Discuss your strategies for relationship building, such as networking at industry events, leveraging social media, and using referrals. Emphasize your ability to establish trust and credibility and share anecdotes of successful relationships that led to revenue growth or partnership opportunities.

Reflect on your experience with various sales methodologies, such as consultative or solution selling. Explain why you find a particular approach effective, perhaps due to its focus on understanding client needs and fostering long-term relationships, and how it has benefited your sales performance.

Share your negotiation philosophy and tactics that have proven successful. Emphasize the importance of preparation, understanding the other party's needs, and seeking win-win scenarios. Use a specific example to illustrate a negotiation challenge you faced and how you overcame it.

Discuss the tools and methods you utilize for market analysis, including competitor analysis, customer feedback, and market trends. Mention how you translate data into actionable strategies that align with business goals and help in identifying growth opportunities.

This is your chance to shine! Describe the context of the deal, your approach to securing it, and the impact it had on your previous company. Use specific metrics to showcase the deal's size and significance.

Talk about your strategies for territory management, such as segmenting the region based on potential, establishing routines for outreach, and utilizing CRM tools for tracking interactions. Highlight your organizational skills and ability to prioritize high-value clients.

Discuss the key factors you consider, including market potential, client needs, competitive landscape, and resource allocation. Explain your process for continuously revisiting and adjusting the plan based on performance and market changes.

Share your process for proposal creation, emphasizing how you tailor each proposal to address the specific needs of the client. Discuss the importance of clearly articulating value and ensuring that the proposal aligns with their strategic goals.

Explain how you use industry events to network, learn about market trends, and showcase your solutions. Share how participating in such events has opened doors for valuable connections and potential partnerships in your previous roles.