Regional Landscaping Lead

(Please note that we are advertising the same role in multiple locations given the location flexibility)

1) What to Sell 

Accountable for the Solution portfolio / product mix 

• Define which products are core to the solution portfolio 
• Articulate how each of the products brings unique client benefits 
• Ensure portfolio profitability is understood & improved over time  

Commercial ownership of pricing rate cards & commercial policies 

Close partnership with Global Product Leadership function: 

• Identify the solutions with the highest revenue opportunity 
• Ensure APAC markets needs are met in product development roadmap 
• Provide APAC Markets teams visibility to product plans and timelines 

Identify white space in the portfolio / unmet client needs and seek partner / acquisition programs to meet those needs (where we will not build) 

Accountable for the Portfolio Operating Plan (with the correct mix by solution) 

2) How to Sell 

Build a strong community around the portfolio / expertise 

• A community that learns adopts & activates with speed 
• A community that is formed with Sales & Delivery teams  
• Cross country client opportunities / Best practice sharing 
• Define the WOW to guarantee regular connections within local sales leaders & Market leaders 
• Maintain central Knowledge Management drives to enable your communities 

Build and execute the Go To Market plans for the solutions: 

• Campaign calendar & content  
• Commercial Decks / Proposal Decks 
• Improve Demo Scripts 
• Create and coordinate TL and Webinars (with Inside Sales support) 
• Market kit Product adaptation to APAC: Rate cards Commercial Policies and Discounts Communication kit (power pages onepagers detailed product presentation etc). 
• Joint coordination with the Inside Sales teams for external and internal campaigns 

Ensure that the Sales teams are enabled with bestinclass product / solution / sales training materials  

• Seek for consistency across APAC Markets 
• Ensure Power Position sales decks & pitch perfect examples available  
• Develop automated gift of content tools (in partnership with Inside Sales) 
• Define the training product plans for APAC teams (in partnership with Inside Sales) 
• Execute and coordinate the internal & external training plan (in partnership with Inside Sales) 
• Work with Inside Sales team to translate these materials to eLearning where appropriate 
• Share competitive analysis 

Be directly involved in sales pitches & keep a close touch with clients: 

• Lead / heavy support to major RFPs and or multimarket RFPs 
• Continuous support to local sales leaders in the definition of the best solution for client specific needs 
• Direct involvement with HQ clients: grow build impact relationship and revenue 
• In charge of the coordination of APAC markets for global RFPs 

Connect with Commercial teams in other regions to identify opportunities to apply in APAC 

Ensure strong visibility to revenue performance / outlook / $risks & opps for your product portfolio on an continuous basis 

3) How to Operate 

Strong alignment with Product & Delivery COE organization  

• Ensure product activation & quality consistency across APAC 
• Critical to align how & where new product activation will be tested and scaled through the Delivery COE organization 
• Connect with APAC Delivery team leader to define prioritizations if necessary delivery gaps & opportunities define rules and ways of working 

Accountable for new product activation and scale  

Rolemodel talent management excellence and support talent retention  

Qualifications :

• English level: advanced oral and written 
• Strong analytical skills and insight generation 
• High Negotiation Problem Solving & Communications Skills 
• Teamwork: Ability to work with others on tasks and activities without necessarily being the leader even when these are not directly related to their interests or objectives. 
• Influence skills good level of relationship / networking internal and external 
• Self motivation: Ability to work towards a goal without depending on constant recognition from your immediate boss. 
• Selfstarter with solid organizational and planning skills. 
• Experience leading teams or solutions and segmentation.
• High level of energy motivation drive enthusiasm initiative commitment and professionalism. 
• Good understanding of the clients needs 
• Able to effectively communicate in a crosscountry environment 
• High understanding of the respective industries & retailing in both modern and traditional trade environments 

Remote Work :

Yes

Employment Type :

Fulltime