Manager - Sales

Wesco International · Singapore

As a Manager – Sales, You will create and advance the Asia-Pacific Converging Technologies growth motion by connecting customer business challenges to integrated technologies, software, services, expertise and partner ecosystems. You will support Asia-Pacific global accounts and the broader Global Account Management community while preserving account ownership. Global Account Managers own total account strategy, executive governance, commercial context and overall forecast. You will own Converging Technologies growth planning, demand creation, stakeholder expansion, opportunity creation, pipeline development, orchestration and customer and commercial continuity. Sales engineering teams own formal technical authority, while services and delivery organisations own feasibility and execution.

Responsibilities:

Develops and executes Converging Technologies growth plans across priority global accounts in Southeast Asia and Asia-Pacific, in alignment with Global Account Managers and regional leaders.
Creates demand before formal projects, specifications, tenders or requests for proposal exist through business-outcome discovery.
Builds relationships with executive, business, operations, facilities, security, technology, engineering and other relevant customer stakeholders, expanding access beyond procurement or a single contact.
Creates, qualifies, progresses and maintains Converging Technologies pipeline; communicates value, risks, next actions and credible forecast input to account and sales leadership.
Expands appropriate single-technology pursuits into broader solutions spanning intelligent buildings, security, access, fire, network infrastructure, wireless, professional AV, connected systems, software, data centres, AI-enabled platforms, infrastructure modernisation and services.
Coordinates country teams, sales engineering teams, services, delivery resources, suppliers, integrators, contractors and partners while respecting each organisation’s authority.
Partners with Global Account Managers to maintain clear account strategy, executive governance, account planning and overall forecast ownership.
Captures successful discovery methods, customer approaches and adaptable use cases for reuse across the region.
Builds the foundation for a future Asia-Pacific organisation by establishing coverage priorities, operating rhythm, talent requirements and scalable commercial practices; recruits, coaches, develops and leads resources as future headcount is approved.

Qualifications:

Bachelor’s degree in Sales, Business Administration, Engineering or a relevant field preferred; equivalent relevant commercial experience considered.
8+ years of progressive professional sales, business development or strategic account experience in connected technologies, infrastructure, systems integration or a related industry.
3+ years of multi-country enterprise selling experience across Asia-Pacific, including direct customer experience in Southeast Asia.
Demonstrated experience creating self-generated pipeline, engaging senior stakeholders, developing strategic account plans and creating demand before formal procurement.
Commercial fluency across opportunity qualification, pipeline progression, forecast contribution, profitable growth, solution mix and services attachment.
Business-level fluency across multiple connected-technology domains, with the judgement to engage technical and delivery specialists without assuming their authority.
Demonstrated ability to influence across countries, functions, partners and customer organisations without formal authority.
Leadership experience or clear readiness to recruit, coach, develop and lead a regional commercial team while remaining actively engaged in customer growth.
Experience in building automation, smart infrastructure, intelligent buildings, data centres, critical infrastructure, industrial automation, operational technology, connected systems, enterprise networking, systems integration, software or services preferred.
Fluent English required; additional Southeast Asian language capability is an advantage.
Ability to travel approximately 50%.

Working Environment: Outside Sales – Work is generally performed in an office environment, but employee may need to travel to customer sites or warehouse facilities. Driving may be required for an extended period of time with frequent stops and starts. Can be exposed to outdoor weather conditions.

As a Manager – Sales, you will provide strategic direction and progressive leadership to achieve sales and profit goals within a region, specific line(s) of business or channels. You will design and recommend sales and marketing programs and set short and long-term sales strategies. You will manage a single location with a total sales revenue of up to $50 million and manage a team of direct reports.

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