Territory Manager

Executive recruitment firm Monroe Consulting Group Philippines is recruiting on behalf of a global leader in industrial software. The client's cutting-edge solutions are used by thousands of enterprises to deliver the essentials of life - such as energy, infrastructure, chemicals and minerals - safely, efficiently and more sustainably.

Job Summary
We are looking for a high energy software territory seller with an excellent track record of delivering results in the market segment for Philippines by working closely with the marketing & channels teams. You will be accountable for delivering the sales targets for the Philippines territory segment. You will report to Territory Sales Manager, SE Asia.

You will join a high-performing cross-functional sales team focused on growth with purpose. We aspire to double our business in three years in a sustainable way through go-to-market excellence, thought leadership, customer centric innovation and a focus on talent. Your immediate peers will be functions like channels, marketing, lead development and pre-sales. You will also work closely with enabling and supporting functions. We work as one team to win in the market while trying new things and having fun along the way.

The job offers a permanent WFH and day shift schedule.

Key Job Responsibilities:

• Sales Excellence in acquiring new business in assigned territory.
• Deliver and exceed sales targets for the Philippines territory segment.
• Focus on key growth metrics - new logos, Flex / SaaS by hunting and prospecting new customers.
• Designing and executing sales and market activities to drive new logo growth.
• Demonstrate high quality rigorous sales processes (the company's way of selling, MEDDPICC qualification, funnel management and forecasting)
• Work closely with marketing, lead development and channels team to actively promote the company in the given territory segment in Philippines.
• Leveraging marketing campaigns, demand generation & triaging of leads across direct and indirect channels
• Plan and organize all related sales activities starting from prospecting through to closing business in line with the the company's Sales Process.
• Develop and own strategy to deliver desired objectives from given territory segment and contribute to overall market strategy.
• Proactively driving new logo opportunities and opportunities to upsell / cross sell.

Key Job Qualifications:

• Experience
  • Between 7 to 10 years of (software) sales experience; preferably 4-6 years in a hunting role.
  • Experience in working closely with marketing and channels (for e.g., on demand generation, channel development).
  • Track record of meeting / exceeding targets within assigned territory segment.
  • Experience with oil & gas, chemicals, power, marine, EPCs and manufacturing industries in Philippines preferred.
  • Degree Level in Engineering, Business, Information Technology or relevant background in Power, Energy, Oil and Gas, Chemical, Process Industries, Manufacturing or Engineering Industry.
• Skills
  • Time management and prioritizing key opportunities / prospects.
  • Ability to design and work with marketing / demand generation to develop area of focus to drive pipeline generation. Leverage and orchestrate with partner teams to increase their scalability to reach customers.
  • Consultative selling through value and managing through sales process. Identifying territory opportunities through strategic planning and execution of developed plan.
  • Forecasting accuracy for management reporting and maintaining a healthy pipeline.
  • Analyze your ongoing performance against your plan to develop monthly reporting including long term account strategies with both current and proposed activities, customer visits, revenue status, and revenue forecast.
  • Strong (oral and written) communicator with presence and ability to engage with across various levels.
• Behaviours
  • Entrepreneurship and persuasive by navigating within company, customer and partners to achieve the right outcome.
  • Develop persistence and detailed follow-up.
  • Be an agent of transformation and ability to convince internal stakeholders to change sales approach or sell new solutions.
  • Self-starter with high-energy, independence and proactive.
  • Demonstrates sense of urgency, ability to handle multiple priorities & collaborate with multiple stakeholders.
  • Quick learner who can adapt well in a fast-paced environment by listening, absorbing and quickly applying lessons learned from all inputs.
  • Resonates with culture focused on Impact, Aspiration, Curiosity and Trust