Job Description

Job Purpose: The Sub-Regional Business Development Director (hereafter "BDD") is responsible for effectively managing and motivating a team of salespeople (both global and local) across TMF's portfolio of services for Singapore and Malaysia.In addition, the BDD will be responsible for managing his/ her team's operational, behavioral and financial performance, as well as driving strategic initiatives while maintain their own quotas. The BDD will report directly to the Regional Director of Business Development (RDBD).Key Responsibilities: Financial Management and Cadence Meeting monthly, quarterly, and annual revenue targets as determined by the RDBD. Manage the team's pipeline to ensure pipeline is sufficient to achieve monthly/quarterly/yearly quotas. Ensure the team's accurate and timely input of deal pipeline and deal status into the CRM. Work with Sales Operations to ensure forecast accuracy. This includes ensuring full cooperation with Sales Operations process cadence and timely delivery of their team's fortnightly sales commitments. Management of country/regional expense budget including budget allocation and expense approval for the team.Sales Strategy Ensure all strategically important deals have their oversight and/or the involvement of the RDBD. Develop and continually update each team member's "Strategy on a Page" document to ensure each salesperson remains focused and executes against their plan and strategic initiatives. Develop and continually update country/geography specific "Strategy on a Page" documents aligned with TMF Group's initiatives and objectives. Develop and monitor sales intermediary calling plans for their country/geography, working simultaneously with local MD's to ensure comprehensive intermediary / network coverage. Work with regional marketing to identify strategic marketing initiatives, including but not limited to thought leadership materials and events, webinars, functions and campaigns for their country/geography. Develop strategies for sales improvement and also revenue growth opportunities including upsell / cross sell strategies to existing clients as well as product extensions into adjacent markets.People Management Implement country sales cadence including but not limited to team meetings, strategy workshops and team building activities. Promotes collaboration amongst the sales team and service line, ensuring their sales team exhibit the correct behaviors and implement sales practices in compliance with TMF policies. This includes interactions with Bid Management and adherence to the Gateway Process. Participate in BDD fortnightly team meetings with the RDBD, accurately reporting on deal pipeline, deal status, sales activity and strategic initiatives. Work simultaneously with the other BDD's and RDBD to ensure complete collaboration and cooperation across the entire APAC region. Work with the RDBD to ensure optimal performance management for all team members. This includes dealing with issues relating to non-performance. Work with the RDBD for performance and salary appraisals, including ownership of their team's LMS inputs. Management of their sales team's leave requests. Participate in the recommendation and selection of sales force talent.Key Requirements: Degree in Accounting/ Law/ Corporate Secretarial, with Sales experience. Solid network within the industry. A minimum of 15 years of relevant working experience in a commercial environment, Accounting or Law firms. Good network with leading Accounting & Law firms. Able to manage coordination of complex multi-jurisdictional proposals involving multiple business lines. General interest in international finance/capital markets and financial instruments. Entrepreneurial business focus, self-starter, attentive to details, team player with great interpersonal skills. Ability to provide leadership and guidance to a team. Able to "solution sell" with the ability to listen to your clients and understand what they really need rather than hard sell.
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