POSITION PROFILE Country Lead, Vietnam
Location, Remote, Vietnam
Reporting, Vice President Sales, Asia
Fiserv is a global leader in financial services technology solutions. With more than 12,000 clients worldwide, Fiserv creates and delivers experiences for a digital world that's always on.
The company provides solutions that enable today's consumer to move and manage money with ease, speed and convenience.
For more than 30 years, Fiserv has been a trusted leader in financial services technology, helping clients achieve best-
in-class results by driving quality and innovation in payments, processing services, risk and compliance, customer and channel management, and insights and optimization.
The company's clients include banks, thrifts, credit unions, securities broker dealers, leasing and finance companies, and retailers, among others, providing solutions through these areas :
Account Processing Systems
Electronic Payments Processing Products and Services (Including, but not limited to, electronic bill payment and presentment, card-
based transaction processing and network services, automated clearing house (ACH) transaction processing, account-to-account transfer products and person-to-person payments)
Internet and Mobile Banking Systems
Document and Payment Card Production and Distribution,
Check Processing and Imaging
Source Capture Systems
Lending Products and Services
Risk Management Products and Services
Post-trade processing systems
Fiserv is a member of the FORTUNE 500 and has been named to the FORTUNE Magazine World's Most Admired Companies® for four consecutive years.
As part of Fiserv’s growth strategy in Asia Pacific, the company has gone through organizational transformation and structuring in the last two years.
It has now reach a pivotal point where they are focusing on growing its reach in several Southeast Asia markets. Indonesia is one of the key markets for such opportunities and growth.
The Country Lead will take control of accounts and on-going client engagement :
Lead the large engagements and participate in pre-sales and post sales opportunities.
Customer satisfaction program (CSP).
Develop, lead and close sales initiatives within the existing account base against set targets.
Support and manage the account retention efforts, thereby growing revenue.
The focus will be on building revenue through a strong incremental revenue opportunity pipeline and growing the brand and presence of Fiserv to a position of leadership in the region.
DUTIES AND RESPONSIBILITIES
To create and execute new business opportunities for the company and met / exceed targets established for the region.
Engage with customers at the Executive level of prospect organizations to understand their overall strategy and key business drivers;
strive to develop a roadmap with the customer; promote Fiserv, and to introduce its solutions and to match those solutions where ever possible across its entire enterprise operation.
Develop a capable marketing and sales organization in Vietnam.
Cultivate and maintain strong business relationships with the highest level of management with key clients, key vendors and key consultants.
Lead business development activities within any existing accounts you cover across the region, managing the client relationships and meeting the revenue targets on both licenses and professional services.
Maintain ancillary responsibility for Business Relationship Management in the period following the implementation of the Fiserv solution.
You will be expected to proactively drive the growth of the organization within existing client base, to position Fiserv as a market leader in the Asia Pacific retail banking solutions market.
Work closely with pre-sales consulting teams to drive sales in the assigned accounts.
To participate in the creation, update and communication of the regional five-year strategic plan.
Actively participate on business strategy committees in the development and implementation of broad company policies.
Provide direction and input to the Product Management, Product Marketing and Product Development Groups on annual product plans and new product roll outs by analyzing the changes and advances in technology to anticipate the market trends.
Locate, investigate, and perform due diligence on new partnerships and resellers in the region, where necessary.
Direct and support the preparation and presentation of sales proposals to account prospects across a broad range of markets.
Organize, direct, and motivate the sales organization, to encourage each member to optimize their potential in acquiring new and profitable clients.
To supervise and support pricing analysis of client prospects to ensure maximum revenue for the Company / Division.
Maintain a comprehensive analysis of the competition to identify opportunities and increase market share.
Participate, as required, in industry related trade shows / conventions.
Monitor and report on the performance of the Sales organization per the monthly reporting policy, to include wins, losses, pipeline status, competitive updates and telemarketing activities.
Administer all new contracts per company legal, audit and accounting policies.
In accordance with the corporate Human Resources policies, effectively manage the human resources function maximizing the potential and productivity of all staff.
CUSTOMER SATISFACTION AND BUSINESS RELATIONSHIP MANAGEMENT
Work with relevant Asia Pacific managers to ensure that client needs and satisfaction are met.
Maintain and build the relationship of existing accounts at all levels.
Responsible for the client's overall Fiserv satisfaction rating, i.e. Annual Service Quality Survey.
Provide Fiserv liaison point for all levels within the client organization (Strategic and Operational) from CEO to Service Centre contact.
Act as a conduit for the escalation of all client issues (covering all aspects of client's business operations) to the Fiserv Management Team.
Manage maintenance contract of existing client base and collection of any on-going or outstanding revenue of the account.
Work closely with the Sales Consultancy team and the Delivery Consultants to ensure the most effective delivery of projects and the highest possible client satisfaction &
Provide direction and input to the Product Management, Product Marketing and Product Development Groups on annual product plans and new product roll outs by analysing the changes in customer needs and requirements.
REQUIRED QUALIFICATIONS, SKILLS AND ABILITIES
A strong knowledge of the new technologies and banking trends emerging in the financial data processing industry.
Ability to convey an ROI value solution from a business and technical perspective. Previous experience with communication and delivering presentations to C-
Level executives is critical.
Strong organizational skills. Excellent human relations skills, including written and verbal communications and group presentation skills.
Must possess superior skill in sales and negotiating techniques.
Must be able to organize activities and handle multiple projects simultaneously with effective and timely follow-up on each.
Possess a positive attitude while operating under pressure, and be an independent problem-solver.
Must be a strong team player in a high-performance team.
Excellent skills in interviewing / information gathering, group facilitation, and verbal / written communication.)
PREFERRED SKILLS AND ABILITIES
It would be useful if the candidate could display knowledge of Retail Banking industry, CRM and Business process outsourcing would be an advantage.
Also, it is important to understand that although Fiserv has traditionally been a core provider in ASPAC, this is a multi-product selling role.
Self-reliant & quick to learn.
Adaptable & comfortable executing a range of different activities.
Excellent networking skills.
The ability to recruit staff and monitor performance.
EDUCATION AND EXPERIENCE
Minimum 10 years of relevant experience with a successful sales track record in the region in the software solutions industry.
Ability to communicate with senior management to discuss issues and provide solutions to their needs both at a high level and across the banks staff.
Experience of outsourcing would be an advantage as would business modelling.
It is essential candidates understand this role requires a patient and mature personality as there are often long sales cycles with complex negotiations involved.
Masters of Business Administration or equivalent from a recognized institution is preferred.