Regional Sales Director

Job ID:42178
Location:Kuala Lumpur : Naza Tower : Plat 
Position Category:Business Development
Position Type:Employee Regular

Who are LRQA?

LRQA stands for dedication to clients, market firsts, and deep expertise in risk management. We’ve grown to become a leading global assurance provider, bringing together outstanding expertise in certification, customised assurance, cybersecurity, inspection and training.

While we’re proud of our heritage, it’s who we are today that really matters, because that’s what shapes who we and our clients can become tomorrow. By staying true to our shared values and combining decades of collective experience, we support our clients in building a safer and more sustainable future.

LRQA currently operates across 50 countries, has more than 2,500 colleagues, generates £315m in revenue, and supports more than 60,000 clients across a diverse range of sectors and markets.

Role Purpose  

As a Regional Sales Director you will sit on the Commercial LT and be responsible for driving double digit annual sales growth across the region, focusing on maximising sales to our growth and target accounts, in line with our sector strategies and Full Potential Plan initiatives.

In addition, you are accountable for increasing our expansion sales to core clients and winning new clients through outbound prospecting and the rapid conversion of all leads into the business, using LRQA sales methods and processes, across your region.

You will be comfortable with frequent regional travel, as you demonstrate leading from the front, supporting your team in client meetings, the tactical implementation of sector strategies in your region and the relentless focus on new and expansion sales to our growth, target and core clients.

The traditional assessment business has matured, and from analysing the market, we see a large commercial opportunity for IS business activities to grow annually by more than 10% in the region and therefore you will have strong technical knowledge and demonstrated experience, leading in this field. You will be liaising with clients externally as a known commercial leader for the region.

You will be well positioned to work on shaping account plans to achieved expected sales budgets and will foster a professional, collaborative team environment, where working together to exceed client expectations is the norm, not the exception.

As a leader and senior team player, you will ensure your regional sales team focuses on the client requirements, the LRQA opportunities and overall business objectives, rather than a granular approach to sales territories, products and remits.

You will not be tied by targets and objectives, but rather lead your team to big thinking, solution sales and over-achieving, through vision, clarity of regional tactics and holding managers and reps to account.

Key responsibilities

• Be responsible for proactive expansion sales in your region, from our growth accounts, in line with target expectations, through the development of account relationships and a problem-solving attitude to business development, using the LRQA portfolio of products and services to do so.
• Own the target account penetration strategies for LRQA in your region, driving relentless focus and action plans to build a sustainable pipeline of LRQA products and services, working with colleagues in other departments and BU’s to ensure success.
• Be responsible for the implementation of our sector strategies across the growth and target accounts in your region, including the expansion of your account footprint and revenue, through your annual plan.
• Be an ambassador for One LRQA, working with colleagues from other functions and disciplines, to remove barriers to success.
• Lead a high performing team, getting ahead of under-performance and proactively working on development plans and performance improvement plans to ensure you have a team of achievers at all times
• Ensure account plans for growth and target accounts under your remit, are well defined and hold the team to account for their actions to deliver.
• Contribute fully to global bids as needed, ensuring the best team works on each opportunity from start to finish, regardless of hierarchy and position in the company.
• Ensure the regional adoption of all LRQA ways or working, from bid decision processes, to commercial notice requirements and sales methodologies.
• Work closely with your managers, SAMs and the commercial SME team members, ensuring the right content, thought leadership and commercial support is proactively provided to all sector strategic and growth accounts in your region, in a meaningful and actionable way.
• Play an active role on the Commercial Leadership Team, working with colleagues to ensure all business objectives are met and sector strategies are prioritised and implements in your region.
• Ensure the right focus on outbound activity to core clients, maximising LRQA’s expansion sales opportunities across our portfolio of services and that the Inside Sales team have a sustainable and active pipeline to deliver a minimum of 20 quotes and/or 10 wins per rep per month.
• Provide management reporting and information as required, including sales and revenue figures to target, delivery requirements and value-added services, along with KPI status if appropriate.
• Pursue Continuous Professional Development and maintain a high degree of discipline, industry knowledge and awareness, undertaking coaching and mentoring activities to the sales and marketing teams as required.

Technical / Professional Qualifications / Requirements

• Educated to degree level in an appropriate subject relevant to the business.
• Has a proven track record of selling and supporting client accounts, with a good knowledge of Inspection products and services
• Exceptionally well organised, a ruthless prioritiser with high attention to details.
• Can demonstrate a strong commercial acumen with recent examples of developing and delivering successful value propositions for global clients/brands as part of the sales team
• Demonstrable client facing sales leadership, with examples of leading a team to winning new business in different markets across the region
• Ability to communicate fluently in English and a minimum of one other language widely used in businesses in your base region.
• Able to travel frequently, to regional office and client locations
• Experienced in preparing and delivering proposal presentations to C Suite audiences, with recent examples.
• Demonstrable experience in managing complex customised proposals and bids, across the LRQA portfolio.
• Demonstrable experience in working proactively and collaboratively across diverse teams to achieve growth strategies and targets.
• Knowledge of standard IT programmes, including Salesforce and comfortable in using proprietary software for business processes.
• Sector specific experience in one of our core sectors, either from 3yrs+ of sales focus or from a previous role inside the sector

Diversity and Inclusion at LRQA:

We are on a mission to be the place where we all want to work and we are passionate about embracing different perspectives because we understand the value this brings to our business, our clients and each other. We are all about creating a safer and more sustainable future and our inclusive culture is right at the heart of our business.

Together our employees make our communities better and we want you to be part of our diverse team!

LRQA is a leading global assurance provider.  The integrity and expertise we bring to our partnership with clients support their journey to a safer, more secure and more sustainable future. (Group entities).

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