APAC Sales and Service Commercial Leader

at  KORNFERRY

Requisition ID
16787
Country
Australia
Location type
Onsite
State / Province
New South Wales, Singapore
City
Singapore, Sydney
About us
Korn Ferry is a global organizational consulting firm. We help clients synchronize strategy and talent to drive superior performance. Korn Ferry works with organizations to design their structures, roles, and responsibilities. We help them hire the right people to bring their strategy to life. And we advise them on how to reward, develop, and motivate their people. Our 10,000 colleagues serve clients in more than 50 countries.

Korn Ferry Digital is a scaled product business unit within Korn Ferry that develops and sells our suite of talent products and HR technology, supporting clients across six solution areas:

• Organizational Strategy
• Assessment and Succession
• Talent Acquisition
• Leadership and Professional Development
• Sales and Service
• Total Rewards

Our comprehensive talent suite leverages a combination of proprietary talent IP, talent data, analytics and insights to help customers understand their workforce and existing talent gaps, and deliver targeted talent interventions at scale using HR technology.
Job description
Within the Sales & Service solution, Korn Ferry Digital offers KF Sell, a market-leading CRM-embedded application that leverages Strategic Selling IP to support clients with real-time training and coaching with their sales opportunities. Much of KF Digital growth is driven by continued adoption, renewal, and expansion of KF Sell along with complementary coaching & talent offerings to support the effectiveness of the clients’ commercial teams.
OPPORTUNITY TO ENHANCE YOUR CAREER - It’s about exceeding your potential.
The APAC Sales and Service Commercial Leader is a pivotal role responsible for driving new business and revenue growth, underpinned by operational excellence across the Asia-Pacific region. Accountable for delivering on commercial targets, this leader devises and executes strategic sales plans to maximize sales opportunities while fostering a high-performance culture within the sales team.
They champion talent retention initiatives, ensuring the recruitment, development, and retention of top-tier sales professionals. By overseeing lead management processes and maintaining Salesforce hygiene standards, they drive efficient lead conversion and accurate forecasting. The role requires the leader to be hand-on with lead generation, market making activities and work with the team of 7 commercial sellers to drive pursuits directly interfacing with clients.
Ultimately, this role plays a critical part in shaping the success of the organization in the APAC market through lead generation, new business achievement, talent development, and operational excellence.

ACCOUNTABILITIES

• New Business Accountability - responsible for achieving and exceeding sales targets within sales and service for APAC Digital business of $11m USD for FY25 (May 2024- April 2025), develop and execute strategies to maximize sales opportunities and drive sales growth, and oversee conversion of Sales and Service renewal clients + actively engage pursuit team to ensure 80%+ conversion across the portfolio of $4m in renewals
• Lead Generation - develop energized go-to-market plan across priority markets with clear lead generation outcomes for ANZ, Singapore, China and Japan, work Marquee and Regional Account channel, Global Account Lead channel to drive proactive leads into such 80 accounts in APAC, and implement best practices and strategies to optimize lead generation and conversion rates
• Talent Retention - team of 7 commercial sellers, 1 Sales Solution Architect dedicated to the Sales and Service business in APAC directly reporting to APAC Sales and Service Commercial Leader, lead recruitment, development, and retention initiatives to ensure the current team is retained and engaged and recruitment efforts are always on identifying talent in the marketplace aligned to our key priority geographies.
• Collaborate with Consulting + Independent Sales Contractor channels - work closely with Consulting to develop the Sales Transformation practice for APAC, optimize the ISC’s channel in APAC with 16 counterparts to improve and optimize pursuits to accelerate close + improve deal size
• Performance Culture - cultivate a performance-driven culture within the sales team, setting clear expectations and goals, and provide ongoing feedback, coaching, and support to drive continuous improvement and excellence.
• Forecasting Management - provide weekly forecasting, qualitative feedback on customer feedback, trends and market shifts, and analyze pipeline data to develop strategy to achieve target and beyond ensuring management of the funnel.
• Salesforce Hygiene - maintain Salesforce hygiene standards to ensure data accuracy, completeness, and compliance, and implement processes and protocols to uphold Salesforce hygiene requirements and drive efficiency.

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

Proven track record of related competencies and work experience including:

• Strong managerial and leadership skills gained in a B2B environment
• Track record of success in leading sales in a similar business model
• Commercial drive and business acumen
• Client-centric outlook
• Must have the personal impact and influence to work effectively with senior individuals.
• Ability to deliver (through others) operational excellence.

The successful candidate will need the stature and presence to manage and lead:

• In a matrix environment that requires building and maintaining effective relationships with a range of stakeholders.
• Which works directly with clients or indirect through consulting. Thus, the ability to manage and influence this interface through relationships with consulting is very important.
• Understand a SAS and platforms/tools sales environment and be able to work within the wider Consulting business.

Please refer the Job description for details