IDC Hiring For External Title Head – Business Development at Singapore Full Time

• Integrated Marketing Programs (inclusive of research-based content marketing and events)
• Sales enablement/education programs
• Thought leadership programs
• Account based marketing programs
• Customer engagement programs
• Custom Analytics
• Buyer Behavior
• Business Value
• Partnering & Channels

Market Strategy & Competitive Analysis

This includes the following accountabilities:

Sales Management:

Bookings and Target Achievement

• Achieving the IDC Asia/Pacific annual bookings plan month-by-month, quarter-by-quarter through launch, sell-in and upsell/cross-sell of IDC services to existing and new clients.
• Providing weekly, monthly, and yearly detailed forecasts and budgets to the Sales Leadership team and other members of the IDC management team as required.
• Establishing a sales pipeline that will enable sales targets of existing and new accounts to be met each month.
• Establishing account plans that ensures a high call rate of client contacts that result in a strong pipeline
• Monitor and manage the sales pipeline of the team to ensure the pipeline in the CRM system is updated regularly.

Process Implementation & Management

• Establish guidelines and measurement to ensure adherence to the existing IDC sales process and stages, while reviewing the said process for improvements and enhancements where feasible
• Conduct ongoing sales internal consulting, business analysis, and projects in all commercial functions.
• Develop country sales strategies, policies, and standards within the overall IDC context.
• Ensure that you are continuously updated on new services launched and educating your sales team on these programs/ services. Actively monitor launch of these programs in the market through the sales team.
• To manage and run the collaboration efforts with other country/regional business units within the IDC organization
• Review country sales policies and practices for effectiveness: pricing, segmentation, structure, profitability, and growth

People Management

• Coaching and mentoring of new sales staff and on-going development of existing sales staff to ensure they are exceeding their objectives
• Recruit, develop and maintain a motivated sales team of competent managers and staff
• Evaluate sales staff performance of direct reports, and manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets
• Provide a motivated & inspired leadership environment in order to drive top line growth.
• Review & revise basic fundamental policy around recruitment, training, compensation, structure, incentives, and rewards.
• Implement a performance management process, and manage staff turnover
• Determine organization structure, roles and responsibility, and performance targets for the function.
• Develop a culture of quality, service excellence, flexibility, and cost consciousness.
• Develop team spirit and multitasking capabilities within the team.
• Plan, organize, and direct an efficient and effective function.
• Develop IKOs/KPIs with team members and monitor individual performance.
• Identify training needs and opportunities to develop a highly skilled functional department
• Develop a positive “can do” attitude, eager to take on ever-increasing challenges for the business.
• Manage employee satisfaction with influence evidenced throughout the organization
• Manage unplanned staff turnover, employee development, succession planning, and employee accountability and performance.

Business Development:

• Integrated Marketing programs Specialization
• Present IDC (and joint IDC+IDG) capabilities to existing customers and prospects.
• Support IDC account managers to increase client penetration through expansion of custom solution practice areas and capabilities
• Educate and enable IDC sales to develop sales pipeline and forecast reports
• Work with internal stakeholders to build and/or fine-tune new products and services

• Business Development and Client Management:
• Lead the Sales Team, locally and regionally, in closing business
• Work with the Sales Team to develop strategic selling initiatives and account plans
• Develop network of clients and meet with clients to develop business opportunities
• Work with the analyst teams and consultants to develop proposals, new products and services

• Analysis and Research:
• Participate in consulting/custom research projects regionally
• Support final presentations and wrap-ups with clients
• Keeping current with industry trends and new research

• Program Management:
• Engage in project development with IDC clients, business development ownership & oversight
• Engage with relevant stakeholders to develop pricing and payout structure
• Be the voice of customer and support the team to bullet proof deliverables
• Coordination of internal resources on project fulfillment

Client Engagement

• An important part of the job is supporting your team by meeting and understanding their client / prospect portfolio.
• This role requires the ability to constantly network throughout client companies, often within divisions that are ‘unchartered territory’, developing current relationships to yield access to future business opportunities. Research and attendance at major industry events will also be necessary.
• Negotiate with global and major regional accounts.
• Maintain a consistent brand image in the country and regional market
• Take ownership of customer relations, represents the voice of the customer, and interact with other functional leaders to ensure a favorable customer experience.

Management Team

• As member of the Asia/Pacific Sales Leadership team, bring Custom Solutions perspective to country and regional strategy and decision making.
• As member of the regional Sales Leadership community, assist in setting policy, processes, and strategic direction.
• Develop near-term and medium-term IDC Sales plans on a 1-3-5 year timescale for the country.
• Involvement in the creation of products and services for the company in cooperation with the Country Manager, the research managers, IMP team (integrated marketing programs and events) and the consulting team.
• Active collaboration and participation in initiatives and commercial opportunities with other business units within IDC’s network in Asia Pacific or globally.