The Managing Director – Indochina, is responsible for overall performance of the Indochina territory, inclusive of Thailand and Vietnam. As the public face of SAP in Indochina, the Managing Director will be responsible for engaging with key stakeholders across customers, partners and press/media. They will lead the region with drive and tenacity, and will foster a passionate and customer centric culture that is focused proudly on Indochina.
With full P&L accountability, the Managing Director will execute the strategic plan in alignment with the 2020 vision. They will translate the strategic plan into tactics for Indochina, ensuring the prerequisites for operational excellence and contributing to the regional business planning process. Overall, the main target for the Managing Director is to drive profitable growth of Indochina. The Managing Director will drive sales success within enterprise and public sector. In addition, the Managing Director will build strong relationships with key partners (both multinational and local) to ensure customer success.
Key accountabilities include-:
I. Prepare Indochina for maximum operational success – short-, mid- and long-term
Take full and sole accountability for the Indochina P/L, the whole customer life cycle & full supply chain – across all LOBs
Define best-fit local ONE SAP GTM strategy & priorities (aligned with SAPs overall strategy, objectives and GTM) – incl. decision on how to best utilize shared services offered by supporting matrix functions
Design and ensure implementation of regions game plan- focus on the long-term growth objectives in parallel to managing quarterly operations
Ensure effective translation of high-level business (P&L) targets set for the region into operational budgets, HC planning, bonus plans, and individual target setting
Managing Director effectively leads and provides direction to teams and individuals – even when the formal authority may reside elsewhere in the matrix
The Managing Director should besides effectively aligning with stakeholders outside, also effectively leverage from the network inside SAP
Ensure discipline on execution across the region and fulfillment of SAP programs and processes
II. Drive effective execution
Ensure “Customer first” and delivery of value to Indochina customers – as ONE SAP
Protect and effectively build SAP reputation in local market
Build, develop, coach and lead a strong management team – across all LOBs
Ensure operational excellence – incl. effective utilization of shared services provided by supporting matrix functions
Be a role model as a manager and business leader
Additional Information
As a people manager, you are responsible for supporting the success of not only your direct reports, but the success of all employees within the larger team you are a part by helping to identify development opportunities and supporting team members to achieve their goals. You are expected to know about the members of your extended team and share insights with your peer managers. Look for opportunities to coach and recognize employees directly and provide just-in-time feedback so that employees can reflect on your input immediately.
To support you in this responsibility you can view relevant information via Success Map for your entire organization. This business execution tool supports you in leading the success of your organization by providing you with information to guide your direct reports in following through with their responsibilities. Act as a role model by coaching and recognizing your direct reports and providing just-in-time feedback and expecting the same of your direct reports.
Experience Requirements
Minimum of 10-12 years’ experience in a large, multi-national software/technology / consulting organization - developing and executing business plans and programs.
Long experience in managing a considerable amount of people, especially in a matrix organisation.
Familiarity and in-depth knowledge of the Market Unit – SAP customers and partners.
Proven track record in sales and sales management.
English: Expert
Local Language: Expert
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