Job Description
  • Malaysia

  • Full Time

  • Sales

  • At Anchanto, we know that the one of the keys to growth is a high-performing team. That’s why we’re seeking a skilled Country Head for Malaysia. The ideal candidate will have experience in B2B SaaS ecommerce product sales management, as well as skills related to strategic analysis and marketing. In this role, you will be responsible for P&L with a responsibility of revenue and spend for the country operations.
  • As a Country Head for Anchanto’s products (OMS – Order Management Software and WMS – Warehouse Management Software) focused on Enterprise segment, you will have the exciting opportunity to help promote growth and shape the future of SaaS products for eCommerce players in the Retail and Logistics sector. We will rely on you to partner with our sales and marketing department to conduct market research and develop a strategic business development plan.
  • This role will directly report to the COO of Anchanto

Some things you should know about us:

We have incredible technology and we’re adding new customers very often on our quest to solidify and expand our position as the premier B2B SaaS ecommerce product-based company. We have an amazing group of people working out of our headquarters in Singapore, and also across the 14 geographical locations we have a presence in.

Key Accountabilities/Responsibilities:

Sales Leadership and Business Expansion

  • Accountability and Measurable Responsibility of Y-o-Y topline growth for Malaysia territory, to be delivered through sales targets on self and on the sales team
  • Growth delivered through renewals, with possible upsells and cross-sells of existing customers, and through new customers signed
  • Sales Targets strategized, managed and delivered every quarter for self and the team
  • Sales Team management for proposition developments, pitch delivery, pipeline management, continuous development and outcomes of sales skills for the team
  • Create, develop and manage the Pipeline of customers for Malaysia with regular and direct involvement in deals in the top 5% percentile and CXO engagement
  • Present, promote and sell Anchanto software products using value, benefit and price-led selling with existing and prospective customers, through yourself and team
  • Establish KPIs with team and self to Map market, identify potential contacts and qualify them into sales qualified leads (SQL). Lead generation steps include cold calls, LinkedIn, emails, personal networking, events, etc.
  • Re-Analyze regularly Malaysia’s potential, track sales and status reports to tweak the strategy
  • Hiring for essential roles and profiles to ensure smooth operations in the country including sales, marketing, implementation, account management and support
  • Work allocation to team members and tracking the progress including leaves, discipline at office and work responsibilities
  • Demonstrate Leadership Coaching abilities by setting up responsibilities and KPIs for different function teams (sales, marketing, account management, delivery and support) aligned with the country targets and the other department matrixial reporting
  • Mentoring team members and guide them in right direction in a matrix environment and dotted-line management of non-sales team members
  • Performance assessment of team members
  • Regular coordination and exchange learning sessions other country heads

Thought Leadership:

  • Understand and be abreast the diverse eCommerce and logistics ecosystem in Malaysia
  • Be aware of Government Policies, Cross-Border eCommerce through relationship with bodies such as MITI, MDEC, MIDA etc
  • Demonstrate thought-leadership and industry expertise to potential customers with partnerships and referral networks delivered through case-studies, whitepapers delivered through current customers and partners
  • Establish, develop and maintain positive business relationships with customers, partners, digital agencies, media and relevant SI’s in Malaysia which include Hardware Suppliers, Last Mile Carriers, Web Development Agencies amongst others
  • Recognise new partnerships in surrounding systems like Account Tools, POS Tools, Webstores, and Service Enablers
  • Be aware of Malaysian governments digital initiative and grants to be used and opportunities for additional sales

Business Strategy and RTM:

  • Apply knowledge of company’s value proposition, customer and industry insight to increase company’s revenue and market share through marketing, sales pitch decks, events and content
  • Formulate and execute sales strategies and plans to grow business in the country through structured Annual plans laid out with timelines agreed with Executive Management and Internal teams
  • Keep abreast of best practices and promotional trends for Pricing, New Features and potential Integrations required by our products’ target segments
  • Collaborate with Internal Product, Marketing and Support teams in other countries to set our support and product expectations for successful revenue delivery
  • Working on marketing activities to help grow the business as well visibility for the organization
  • Share management with reports on customer needs, problems, interests, competitive activities and potential for new products and services
  • Present weekly, quarterly progress report to the management on the sales progress and overall business growth

P&L Ownership:

  • Complete ownership of the country budget on hiring, leasing of office space, events & marketing collaterals and allowance spend
  • Responsible to align with management all necessary discount and pricing strategies affecting cash-flows and margins
  • Ensuring sustainable and long terms ROI is met to maintain positive P&L in Malaysia

What we are looking for?

  • Minimum 3 years of experience working in a Senior Director, Regional or Country-Head Role
  • Overall 10-15 years of experience in business development role
  • Experience in selling B2B SaaS software products, eCommerce and Logistics
  • Tested Leadership skills in a fast-growth, multi-country SaaS environment
  • Steadfast Customer focus and business development mindset
  • Demonstrable Coaching skills to empower teams, with both direct and dotted reporting
  • Executioner, Go-getter, Startup mindset
  • Ability to work independently with minimal direction, while also functioning and contributing as part of a team spread geographically
  • Strong communication, documentation and presentation skills
  • Understanding and respect multi-cultural and multi-country work environment
  • Attention to detail and accuracy of deliverables by the team
  • Experience working in SE Asia region is plus
  • Specific experience related to Malaysia market and landscape in the eCommerce and Logistics industry is again a big plus

 



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