Business Development Manager, JAPAC Business Development Group

Description\:  As the Business Development Manager, you would lead a business development team of telesales specialists and/or graduates to drive and develop profiling, and lead to opportunity pipeline for the Oracle business across JAPAC.

Through agreed policies and go to market strategy, the Business Development Manager would lead the KL BDC team by providing best practice, running critical KPIs, communicating, training and coaching the team on profiling to lead to pipe development and prospecting processes.

This role is a critical leadership role, requiring business acumen, tireless pursuit of detail, and highly disciplined sales methodology as well as stakeholder management.

Coverage\:  AIA countries, in KL hub.

Management Responsibilities\:

• Leading the BDCs within the KL hub.  Key contact point for the KL BDC hub team.

• Running the business cadence for the KL hub.

• Participating in and driving the recruiting process for future BDCs within the team. 

• Responsible for hiring, coaching and managing the entire team.

• Ensuring robust coaching processes and one on one time with the team members

• Running the BDCs sales pitches and aligning to Sales Program documentation

• Signing off on all business criteria for profiling and lead to opportunities.

• Leading the day-to-day schedules of the team

• Ensuring all key milestones for the teams are met including yearly, quarterly and KPI reviews.

• Motivating individuals to succeed through impassioned leadership, coaching, creative sales incentives, and broadcasting of results.

• Contributing to incentive plans and SPIFFs to foster a competitive and collaborative team environment

Reporting and Alignment\:

·         Working closely with the sales leadership in the business re all profiling, pipe to opportunity won business.  

·          Maintaining partnership with sales stakeholders and ensuring visibility into BDG contribution

·          Aligning behind key GTM strategies including sales plays and marketing lead responses.

·          Facilitating close interaction with the sales program management team.

·          Facilitating close interaction with the marketing management team.

·          Ensuring lead to response times meet the relevant SLAs.

·          Ensuring that all pipeline and progression reporting is accurate and communicated widely.

·          Providing business insights and critical weekly updates to sales management.

·          Providing demand generation insights, and knowledge to drive better results and collaboration.

Product Knowledge\:

·       Understanding all key personas and business needs for the business portfolio.

·       Understanding the product solutions, key selling benefits and accessing knowledge resources.

·       Acquiring and maintaining a working knowledge of the complete capabilities of Oracle service offerings.

·       Working with Marketing, Sales Programs and GTM team to execute campaigns aligned to a pillar and/or region.

·       Ensure high engagement and follow through on all product-related campaigns.

Ideal Candidate\:

• Min 10 years sales people management experience




• Proven record of quota bearing role in inside sales.




• Intelligent, motivated and competitive with a “roll-up-the-sleeves” and “get the job done” attitude




• Excellent communication (verbal, written, and presentation) and interpersonal skills (outgoing and personable). Must know how to influence.




• Inspires a team focused and collaborative environment




• Passion for coaching emerging sales talent




• Excellent organizational, prioritization, and time management skills




• Ability to collect, organize, and display data in spreadsheet and powerpoint format.




• Business degree qualified.

Provides daily operations management of the inbound/outbound telemarketing call response and lead qualification functions. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages a team of telesales business development representatives for a territory/region. May manage through other managers. Provides daily operations management of inbound and outbound call response and lead qualification functions. Creates product, sales, and business function training programs. Coordinates marketing (direct mail, advertising, etc.) activities with Marketing organization. Participates as a team member in strategic and tactical planning for the division. Responsible for coaching, performance management, and career development of staff. Participates in the recruiting process and provides hiring recommendations to senior management. Manages budget. Provides support to marketing and sales programs.

Experience qualifying prospects and customers; understanding of the sales cycle process. Strong leadership skills. Strong Oracle product knowledge preferred. BA/BS preferred. Experience managing staff. Manage and control activities in multi-functional areas of sections. Ensure appropriate operational planning is effectively executed to meet business needs.