Head of Sales ANZ

Purpose

IDEMIA is seeking to appoint a high-impact, high-energy commercial leader for the role of Head of Sales, T&T ANZ. Based in Australia (Country Location – Open), this role reports to Head of Global Sales, T&T. The Head of Sales will be a true commercial partner and a driving force in executing the growth plan, with responsibility over ANZ. S/he will lead a growing team of 2 sales staff and will provide leadership and coordination of all T&T sales and business development opportunities across ANZ.
The successful candidate will have solid understanding of the T&T market in general including border management, aviation, maritime and other extended market addressing people/passengers and object movement processing.
The successful candidate will be a “leader with view”, an independent thinker with strong executive presence and good T&T market recognition, both internally and externally. S/he galvanises teams with enthusiasm and passion for business and holds people accountable for agreed results.

Key Missions

It is expected that the person in this role:

• being responsible for all commercial deals and opportunities in the ANZ region through the local sales team
• has a solid understanding of T&T business across Government Sector (Border Management), Airport Transportation Industry, Maritime, Railways etc for ANZ.
• has strong existing C-Level relationships in key T&T markets across ANZ.
• has experience in selling advance security and passenger processing technologies technology and services across ANZ.
• leading the team to maintain and improve the company’s competitive position through business growth and development.
• appraising existing sales performance and coordinating marketing and sales efforts to achieve maximum liaison and full use of resources at all levels.
• negotiating and holding the commercial position for IDEMIA in ANZ.
• ensuring that IDEMIA’s capability is marketed and sold in accordance with budgeted objectives to obtain maximum profitability.
• participating and providing leadership in the development of new project proposals
• supervising the planning and development of company marketing and communications materials
• representing and promote the company at various community and/or business meetings.
• supervising the preparation, issuance, and delivery of sales materials, exhibits, and promotions
• establishing and implementing short and long-range objectives, policies, and operating procedures
• ensuring that all sales and marketing employees are trained to perform their jobs effectively, and select new staff as required in conjunction with Human Resources
• continuous improvement of the sales service function as required.
• Adhere to all company policies, procedures and business ethic codes. 

Profile & Other Information

In terms of the performance and personal competencies required for the position, we would highlight the following:

Commercial Acumen / Growth Orientation

• minimum 15 years’ experience in the marketplace selling technology solutions, and significant experience in a commercial leadership position.
• ability to develop strategies for the successful introduction and growth of the IDEMIA T&T service offering and implement these strategies.
• knowledge of structuring sales quota goals and revenue expectations. Experience in planning marketing strategies, advertising campaigns, and successful public relations efforts.
• has a deep understanding of the services and more specifically, the T&T ecosystem in ANZ.
• experience creating and selling solutions and services (not just products).
• knowledge of people, contracting, negotiating, and change management.
• ability to translate the client’s business needs into services.
• takes the lead responsibility for the identification, development and implementation of all sales and broader commercial initiatives across the ANZ region.
• cross functional leadership experience to include business development, sales and marketing.
• demonstrable success in driving sales performance and managing culturally diverse sales teams in complex settings.
• experience in setting stretch targets, implementing streamlined processes and systems to monitor and improve conversion rates.
• the ability to set clear and challenging goals while committing the organization to improved performance, tenacious and accountable in driving results.

Leading Teams

• lead, coach and develop sales staff to deliver against ambitious growth targets.
• possess the ability to build credible and long-term relationships with all stakeholders – internally and externally.
• create and lead a strong network of local sales leads across the ANZ region.
• ability to persevere in the face of challenges and exhibit a steadfast resolve and relentless commitment to higher standards.

Building Relationships and Using Influence

• effectively manage and influence people to ensure effective sales strategy implementation, follow-up and delivery are in place.
• proactivity, energy and efficiency will be key to this role, as will be personal warmth, emotional intelligence and an ability to inspire confidence and respect.
• strong communication skills needed to interface and own relationships at C-Level.
• ability to represent the company publicly with internal and external clients.
• naturally connects and builds relationships with others, demonstrating strong emotional intelligence and an ability to communicate clearly and persuasively.
• ability to inspire trust and followership in others through compelling influence, charisma, passion in his/her beliefs, and active drive.

Personal Attributes and Culture Fit with IDEMIA

• results driven operator, a “go-getter” who can roll his/her sleeves up and has high energy levels.
• global mindset, with extensive work experience internationally; must be highly comfortable in a fast-paced, international and very diverse setting.
• independent thinker with strong ability to use own judgment and initiative to solve commercially complex problems.
• ability to understand and identify with the client’s business situation.

Qualifications 

• T&T background is a must.
• Experience in biometrics preferred. 
• Bachelor’s Degree preferred. 
• Strong English language both spoken, and written