GTM Country Manager

GTM Country Manager - Japan - Tokyo

Ebury is a hyper-growth FinTech firm, named in 2021 as one of the top 15 European Fintechs to work for by Glassdoor and AltFi. We offer a range of products including FX risk management, trade finance, currency accounts, international payments and API integration.

As a Country Manager at Ebury, you will be responsible for overseeing all operations within the country, ensuring the growth and success of Ebury’s services related to payments and collections, business lending, and FX risk management.

The role will be responsible for hiring and managing a team of salespeople, establishing sales objectives, implementing sales programs, and maintaining and improving sales performance through training, managing and developing the team members.

Responsibilities

• Work with the wider business to establish and develop the commercial model to be ‘fit for market’
• Establish sales objectives developing annual sales quotas for the region; accurate forecasting of expected sales volume
• Implement regional sales programs for sales action and training plans
• Implement and ensure adherence to company wide sales methodology and sales administration processes
• Lead and manage the Sales floor (through Heads of Desk/Head of Sales and Head of Dealing) and manage related support staff by recruiting, selecting, orienting, and training, counseling and disciplining where needed; planning, monitoring, and appraising job performance against quota and other metrics as needed
• Work closely with Marketing, Corporate Development, and Product to ensure we are communicating the appropriate product messages, and to provide feedback for positioning and development of products and product positioning/messaging
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies
• Contribute to team effort by accomplishing specific results as needed
• Recruit as fast as necessary to keep pace with demand in region

Experience (Essential and Desired)

• Demonstrable track record of sales leadership within FX and other cross-border financial services (e.g. import lending, export lending, international payments and collections, cash management)
• Strong Financial Services experience and contacts network would be an advantage.
• Experience of working in a commercial bank (one or several) selling to mid size corporates. Coupled with experience in an environment different to a bank (this could be start-up vendor, FX specialist, cash management etc) is also preferred 
• Experience of the local market & “at-scale” recruitment

Competencies and Personal Characteristics

• Proven ability of bringing passion, energy and motivation to a sales organization
• Proven track record of exceeding sales quotas and market share goals
• First-class communication skills, able to win peoples' commitment and buy-in to a common vision and clearly stated goals
• Direct experience assuming control and able to set clear objectives and execute against them with a significant (but appropriate) degree of executive autonomy
• Demonstrable ability to mentor, manage and develop people
• Able to provide effective leadership and direction to the sales organization whilst ensuring smooth collaboration within the broader matrix
• Able to provide leadership and commercial support in the field; develops sales strategies, techniques and tactics based on customer feedback and market environment; presents key selling points, features, and benefits while focusing message on customer needs and expectations
• Able to build and leverage relationships at senior levels within SMB customers
• Skilled negotiator; negotiates or mediates discussions competently, making concessions while accomplishing goals and protecting interests
• Business fluent in English and Japanese 

#LI-MO1

#LI-Hybrid