Company Description
Insights is a Learning and Development company which aims to change the world through the power of self-awareness.
Across the globe our products help people see themselves and others in a new light, to spark stronger connections in our workspaces and beyond. It all starts within. We're always making sense of ourselves - evolving as we move through life. Discovering our own minds means we're committed to constantly expanding them. And we want to shout about it. We love what we do, and we have fun doing it. That's what makes the magic of Insights. We work in a space where everybody belongs, where you can be unapologetically you.
The purpose of the role is to drive sales growth within APAC, as well as to create a consistent sales and delivery experience for our customers across the globe.In this leadership role your primary focus will be to lead the commercial business in our largest market to ensure that Insights is recognised as a people development partner of choice.
You will actively support the deployment of Global Sales Strategy across APAC within the matrix model, championing the success of the cross-regional business units: Enterprise Clients; Key Accounts; and Partner Channel. You will be accountable for sales, revenue, financial and delivery metrics for APAC, the local execution of the Insights Global Sales Strategy, customer happiness, and sales team engagement.
You’ll work closely with the wider business to understand their processes and the impact they have on business performance, supporting their development activities to both continuously enhance the customer experience and drive growth.
Job Description
This role will be based in Australia and whilst we do have an office in Sydney you can work remotely. You'll have 7 direct reports in sales across Australia, Singapore and India, you'll also have responsibility for the end to end business throughout APAC and will become a local expert on your regions.
There will be occasional travel required across APAC and the possibility of a trip to the Head Office in Dundee.
What you’ll do to succeed:Qualifications
- Deploy the appropriate sales channels across Australia, Singapore and India
- Build, communicate and deploy a clear sales channel mix
- Achieve agreed revenue and territory gross profit targets within your regional clients
- Working cross-functionally, achieve and monitor key business metrics in areas such as:
- Marketing
- Sales process and best practice
- Customer happiness
- Account penetration
- Delivery excellence
- Financial and people measures
- Lead and coach aligned, motivated and high performing sales teams and be recognised as a people development partner by our clients
- Liaise with the Marketing team to build brand equity, awareness and create solutions business development opportunities that drives sales
- Drive front-end improvements as part of the customer happiness/customer voice programme in partnership with operational colleagues
- Build and develop our talent pipeline, providing opportunities for growth and development across the team
- Accountability for the budgeting process aligned to global strategy and relevant business plans and focus on deploying proper sales operational processes and reporting
- Forge strong partnerships across the Insights network and take a proactive approach to sharing best practice
- Strategy and Integration
- Working in partnership with colleagues in the Global Sales and Delivery functions, deploy the Global Sales Strategy in APAC:
- Deploy the Global Sales Process promoting best practise CRM and advising the Enterprise Processes and Systems Project on business requirements for our supply and demand chain
- In partnership with the Regional Directors across the business, serve as the senior leader in the territory for all country sales, strategy deployment and business intelligence.
- Collaborate with business partners in Finance and in the People Team to align best practice processes for the territory that are globally consistent and aligned with the Insights global business
- Deploy the Global Sales Strategy and act as a champion and advocate to ensure the successful set up of the 3 global sales channels as appropriate:
- Enterprise Clients
- Key Accounts
- Global Partner Channel
- Maintain strong awareness of how the wider company is supporting the customer and business growth:
- Understand where there are either issues or opportunities within current process that potentially impact upon customer happiness or business performance
- Liaise with appropriate stakeholders to influence business process change to correct issues or maximise opportunity
How you’ll do this:
- Fostering a strong collaborative approach is key to the success of this role.
- Cultivating a culture of high performance focused on delivering a legendary customer experience
- Demonstrating a capability in leading and developing high performing cross functional teams in the global learning and development sector
- Showing strong commercial acumen is key as well as proven negotiation skills.
- Leading with a high energy, positive approach and drive for results.
- Using or developing knowledge of the local learning & development marketplace and experience of L&D and/or consulting related industries
- Being an inspirational leader of self and others in a global matrix environment
- Be inspired by our purpose and values and brand
- Bring a global mind set and drive for consistent customer experience across the Insights sales and delivery process
- Role-model a collaborative approach to achieving results through the effective leadership of internal stakeholders
- Demonstrate a capability to contribute and drive the execution of strategy and ability to engage executive and senior leaders across different business units and functions.
- Possess a credible, confident, caring and engaging demeanour
What you’re great at:
- Strong sales background and track record of delivering results & commercial judgement
- Leadership role model: global mind-set, matrix management, collaboration and servant leadership
- Demonstrable experience and capability in implementing global strategy from a local level.
- Strong leadership, strategic thinking, operational management, influencing and negotiation skills.
- Collaborating and partnering with stakeholders in other countries/ regions and functions, representing voice of customers and commercial judgement
- Self-aware and committed to personal development & development of others
- Rigorous critical thinking and ensuring empowerment and accountability is in place
- Well-developed numeracy and literacy skills
- Execution and delivery against stretching strategic and financial objectives
- Driving a consistent global customer experience through an effective sales operations model
Additional Information
- We offer a competitive annual salary and a sales incentive
- Subsidised Health and Life Insurance
- 2-days Gift of Time to volunteer for local charities of your choice
- Flexible working arrangements
- Remote role with an office based in central Sydney city
Everyone is welcome at Insights. We’re dedicated to creating a space where you belong — that means accepting you for who you are now and supporting you on your journey towards whoever you want to become.
Our colourful solutions help people see themselves and others in a new light and we love encouraging our diverse global community to experience the transformational power of Insights Discovery. Through listening and learning, we will continue to foster the connections that matter to build a more inclusive culture.
It is in our nature to nurture. We have developed an organisation which puts care for our people, inclusion, belonging and wellbeing at the heart of our approach. We’re strengthened by a community where we work together to co-create a culture that celebrates difference and welcomes everybody.
We love learning. We want to be better tomorrow than we are today and we’re up for the journey. Unapologetically human, undoubtedly individual.
Colourful to our core.
Read more about inclusivity at Insights via the vacancy page on our website: https://www.insights.com/inclusively-insights/
