Senior Manager - Regional Sales (stablecoin)

Senior Manager - Regional Sales

DP World is hiring Senior Manager - Regional Sales for its stablecoin-enabled payments solution, developed in collaboration with licensed third-party financial and technology partners to enable accessible, instant, and transparent cross-border payments.

The solution forms part of DP World's broader vision to modernize global trade settlements by leveraging blockchain technology to reduce transaction costs, improve transparency, and enhance financial inclusion across emerging markets.

As a Senior Manager - Regional Sales, you will be responsible for devising the sales strategy and ensuring adoption of the payment solutions, across both SMEs and large corporates within the region. You will oversee a team of Sales Executive personnel and sales personnel from the DP World Regional Logistics Sales team who will be converting key relationships and driving sales on ground. You will recruit, train, and mentor high-performing teams to achieve ambitious revenue and customer acquisition targets. Operating in a multi-geography environment, you will manage diverse market dynamics, regulatory requirements, and cultural nuances to drive DP World's payments business growth.

This role drives the regional commercial sales strategy for DP World's payments business, designing revenue growth plans, managing lead generation and funnel oversight, and ensuring high-volume deal closures. You will manage the performance and coaching of Sales Executive personnel and product training to the DP World Regional Logistics Sales team, ensuring pipeline execution, targets achievement, and regional KPI delivery on revenue, customer lifetime value, and market penetration.

Key accountabilities include:

• Design and implement the go-to-market strategy within the region to launch the payments business
• Develop and execute a high-volume sales approach tailored to each geography, ensuring efficient lead generation, pipeline management, and deal closures
• Anchor customer acquisition in new markets and help support in tailoring the platform to the given market in collaboration with the Product team
• Monitor and analyze financial performance, identifying areas for improvement and implementing strategies to enhance the bottom line
• Ensure direct involvement in conversion and selling of DP World's payments product to large businesses in the region with a possibility to cross-sell additional services in the future
• Generate large value leads and review leads generated by Sales Executive and DP World Regional Logistics Sales personnel, along with overseeing sales funnel execution across the region
• Fulfil sales targets formulated in line with overall company's targets and drive performance in line with commercial KPIs such as revenue, customer lifetime value, and market penetration
• Ensure performance reviews of Sales Executive within the region based on individual targets defined periodically across key components of the sales funnel, such as leads generated, meetings conducted, proposals sent, and conversions
• Maintain and use CRM to keep track of key leads and the rest of the regional sales funnel
• Lead the recruitment, onboarding, and development of high-performing Sales Executive team, fostering a culture of efficiency, collaboration, and results
• Track and present to management commercial KPIs such as revenue, customer lifetime value, market penetration, and return on investments for the region while implementing management's recommendations in the sales and onboarding process
• Communicate and collaborate with other decision makers within DP World (across Product and Strategy, Technology and Operations) to refine and align commercial objectives with company-wide goals
• Example KPIs for the role can include:
• Transaction volume from Leads Generated (Transactions volume on DP World Payment platform by customers acquired by the Senior Manager - Regional Sales and Sales Executive serving a region)
• New Customer Acquisition Volume (Number of new customers sourced for the solution in the region)
• Market Share Growth (Share of adoption of the payment solution vs competitors in the region)
• Lead-to-Conversion Rate (High quality leads ensuring high conversions in the region)
• Average Deal Size (Average transaction volumes and value in a defined period post customer conversion)
• Sales Executive target achievement (Achievement of sales targets for Sales Executive personnel across regions)
• CRM Data Accuracy and Completeness (Proper tracking of the Senior Manager - Regional Sales across Sales Executive personnel and for the overall region)
• Act as an ambassador for DP World when working; promoting and demonstrating positive behaviors in harmony with DP World's Founder's Principles, values and culture; understanding and following DP World's Code of Conduct and Ethics policies
• Perform other related duties as assigned

Qualifications, experience, and skills include:

• Bachelor's/master's degree in business, finance, marketing with 10+ years of experience in B2B sales, corporate relationship management, or business development within the payments or financial services space
• Proven track record with a reputation of meeting or exceeding sales targets and managing key accounts. Experience of doing the same in a high-growth, high-volume technology environment is preferred
• Exceptional verbal, written, social and interpersonal skills, with an ability to clearly communicate technical concepts to potential customers as well as expertise in building long-term strategic relationships
• Exemplary aptitude in pipeline management, showcasing the ability to effectively prioritize across a broad spectrum of commercial initiatives to optimize business growth opportunities
• Necessary acumen to use various tools and software to track sales and onboarding activities
• Proficiency in developing customer onboarding and product adoption benchmarks based on industry standards and SOPs in line with business requirements
• Deep understanding of clients' business needs and payment market dynamics
• Experience in managing multi-geography operations, including navigating regional regulatory requirements and collaborating with external financial service providers
• Proven ability to recruit, train, and lead high-performing teams in a high-growth environment