Regional Sales Manager Apac

4 weeks ago

Kuala Lumpur, Malaysia Transparent Intelligence Full time

At Lighthouse (formerly OTA Insight), we’re on a mission to reimagine commercial strategy for the hospitality industry. Our commercial platform simplifies data, transforming complexity into confidence with actionable market insights, business intelligence, and pricing tools that maximize revenue.

We successfully raised 80 million in series of B funding, we welcomed four companies to our organization and want to grow over 100 million in ARR in 2024. With more than 560 teammates illuminating the way, representing 34 nationalities living in 35 different countries of which 175 in Belgium alone, we are a fun, collaborative and committed team that works hard to achieve amazing results. Ready to take off and join this rocketship in revolutionizing the hospitality sector?

We are expanding internationally and are looking for a fulltime **Regional Sales Manager APAC**, based in Malaysia (Kuala Lumpur) or remote.

**What You Will Do**

As a Regional Sales Manager, you are primarily responsible for managing a team of about 10 reps who are able to consistently achieve quota.
- Develop a best in class sales organization and get the team of reps to maximize sales revenue and meet or exceed set target
- Develop specific plans with the reps to ensure sales growth both long and short-term
- Work closely with reps on deal execution and assist with the closing of key opportunities
- Assist the team by demonstrating own market knowledge and product expertise on demos with partners or prospects and join various calls with external parties
- Ensure that reps clearly understand the amount of funnel necessary to sustain success and work closely with reps on demand creation activities
- Measure and manage key business KPIs and ensure that reps are able to clearly understand the definition of success
- Run various team calls and other internal calls to ensure team alignment and clear expectations
- Run weekly forecast calls that allow for an accurate monthly and quarterly sales forecast
- In absence of Head of Sales for the region, liaise with the sales reps on specific pricing of customised deals by market
- Identify missing or out-dated processes that need to be developed or redesigned, and create best best practices to improve sales process by working closely with Sales Operations to make it easier for reps to sell
- Work closely with field marketing and corporate marketing to ensure a strong communication and collaboration between the two teams to maximize the performance of the lead funnel
- Work in other lines of business (marketing, product, sales operations, customer success, service delivery) to ensure the smooth sales processes, long term success of our customers, maintaining a high retention rate

**Where You Will Have Impact**
- Work with our in-house talent acquisition manager to recruit, hire and train new team members
- Foster your team’s growth through development planning, performance management, collaborative work, and real-time feedback and coaching that promotes individual success and long term retention.
- Focus on weekly one-on-ones that help sales reps develop in all areas of sales success and personal growth
- Work closely with Sales Operations and Sales Enablement Manager to identify slow ramping or low performing reps and develop individual plans to improve performance
- Be a culture carrier, understand and promote that values that have made Lighthouse a long term success
- Be a motivator, ensure that reps have a clear understanding of our vision, mission and values and that they exhibit them as they work with prospects and customers Be able to effectively and objectively implement performance improvement plans and ensure that reps have a clear understanding of their performance

**Who You Are**:

- 5+ years as a sales manager of at least 6 reps (AE/BDM)
- Leadership skills that motivate reps to go the extra mile for you
- Proven experience in working in international environment
- Successful track record of achieving quota as a sales rep
- Successful track record of target setting and helping a team of reps attain quota
- Proven experience with SalesForce, or other CRM systems and related sales tools
- Excellent analytical, problem solving and troubleshooting skills
- Strong overall business and people skills, including planning, presentation skills, sales skills;
- Excellent communication skills, including the ability to teach, coach, mentor and motivate individual reps and with others in the company
- Selling to the hospitality and SaaS industry is a strong plus
- You are fluent in English. Any other (South) East-Asian language is a plus

**About Our Team**

Join our dynamic Revenue team of over 130 sales professionals globally, represented in 24 countries, who are passionate about driving revenue and expanding our market share in the hospitality industry. As a large department with various roles, our team offers many opportunities for growth and career development. Our team works closely with cust

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