Vice President Sales – APAC

at  Kapsch

Kapsch TrafficCom is a market leading, global provider of Intelligent Transportation Systems (ITS) in the segments of toll collection, traffic management, safety and security, smart urban mobility and connected vehicles. Kapsch TrafficCom’s end-to-end solutions cover our customers’ entire value creation chain, from components and design to the installation, operation and through-life support of mission- and revenue-critical systems.
Our core business is to design, build and operate electronic toll collection systems for multi-lane free-flow traffic. With our end-to-end solutions, we cover the entire value creation chain of our customers as a one-stop shop, from components and subsystems to their integration and operation.
We have an exciting opportunity for an experienced Sales Leader to join our diverse and inclusive, professional team in Melbourne on a permanent full-time basis. This role will lead the Sales team and be responsible for business development and strategy, overall sales, including both direct and channel sales, bid management and offer calculation, to promote and support the organization’s solutions, and to manage, lead, coach and support direct reports.
This role provides strategic and operational leadership in achieving sales targets and growing the APAC Region. This includes building a capable sales organization that is both proactive and responsive to the needs of our customers, as well as overseeing new business development and delivery of effective solutions to new customers. This role forms part of the Senior Leadership team and contributes to the overall strategic and operational success of the Company.

SKILLS AND EXPERIENCE

• Proven track record of 10+ years in senior leadership roles with at least 5+ years’ focus on APAC region being highly desirable;
• Extensive experience in business development and sales within a multinational technology organization;
• Critical understanding of market trends, competitive landscape, and regulatory environment within APAC;
• Demonstrated experience in successfully leading dispersed and remote teams of international professionals;
• Demonstrated skills in developing and executing budgets, strategies, activities, and KPIs to achieve business outcomes;
• Degree qualified in Business, Engineering, or Technology;
• Strong customer focus and proven ability to win new business;
• Experience in managing Bid/Tenders Team or having worked closely with them, highly desirable;
• Excellent verbal and written communication/ presentation skills;
• Agility in the use of modern work systems (MS Suite, SAP, Workday, or the like);
• An inspiring leader who is organised and collaborative with the ability to commit to the values of the business.

OVERALL RESPONSIBILITIES:

• Lead and manage a team with accountability for their performance and results.
• Leads professional employees and/or supervisors (usually 5-10 people)
• As people leader responsible for deploying resources, performance evaluation, pay reviews, and hire/fire decisions.
• Adapts departmental plans and priorities to address resource and operational challenges.
• Foster an inclusive and supportive work environment, making decisions guided by policies, procedures, and the business plan.
• Will be primarily responsible for delivering the following key result areas within the entire APAC region:

SPECIFIC RESPONSIBILITIES:

• Provide strategic and operational leadership in achieving sales targets in the APAC Region.
• Develop and drive new business development activities for the region.
• Build a capable sales organization that is both proactive and responsive to the needs of our customers.
• Attend and represent the business in various industry meetings and trade shows.
• Manage the Sales budget, forecasts, and regular reporting.
• Develop, implement, and review KPIs, budgets, and performance metrics.
• Conduct regular team meetings to review sales pipelines and ensure sales opportunities are maximized
• Manage and be accountable for sales costs including gross margin and local overhead costs.
• Work collaboratively with other functional departments of the business in delivering our brand of Customer Service.