Editor: In 2004, Edwin Sim established Human Capital Alliance, Thailand’s Premier Executive Search & Senior Advisory Firm. Between 1997-2003, Edwin Sim was Managing Partner of Korn Ferry Thailand. This article was first published by the Nation in April 2003.

K I Woo reviews comments made at a recent seminar by The Economist Intelligence Unit entitled “Sustainable 21st-Century Business.” Part one of a two-part series.

In Thailand, as elsewhere, businessmen are under constant pressure to ensure their business is sustainable in the 21st century. They are flooded daily with high-priced business solutions developed by numerous international companies.

Chavalit Tsao, the Chairman of IMC Pan Asia Alliance, a shipping company with global operations, including Thailand ’s Unithai Group, said his companies had tried almost every business solution coming down the line during his 25 years in business.

” ’In Search of Excellence’, ’Seven Habits of Effective People’ and now the ’Balanced Scorecard’ and ’Six-Sigma’ – you name it, we’ve looked at it and probably tried it,” he said.

A fourth-generation shipping tycoon, Chavalit took over the family business from his father a little more than a decade ago. Recognized across the global industry, Chavalit is currently Chairman of the London-based International Association of Dry Cargo Ship-owners.

At a recent seminar in Bangkok entitled “Sustainable 21st-Century Business” co-sponsored by The Economist Intelligence Unit and Korn Ferry Thailand, Chavalit acknowledged that although every successful company was compelled to try the latest management techniques, his experience still indicated that few solutions were capable of guaranteeing an organization would be sustainable throughout the 21st century.

Chavalit said that during the 1990s boom, business leaders faced an almost irresolvable dilemma. “No one was just doing business: they were only speculating. Anyone can throw a dart and hit an elephant,” he said.

That period, he said, led to tremendous cultural changes in Asia . People became much more materialistic, running around with three mobile phones, buying land and speculating on shares. “Leaders had to analyze how and where they were leading their people,” he said.

The social costs were tremendous. “Perception became more important than truth, legality became more important than justice, and actions that were bad suddenly became good,” he said.

To resolve his dilemma, Chavalit said, he decided to look closely at cultural issues. He endowed his East West Cultural Centre and began research on 3,000 years of management history in China .

“In both an Asian and a Western context, we wanted to see if we could draw something from the wisdom of the past,” he said.

Chavalit said that based on his study and interpretation of Chinese culture he would respond to the question of sustainability with the following formula: achieving sincerity, finding a holistic and interdependent dynamic balance, and the creation of harmony.

“This is the process, the means and an end,” he said.

Chavalit said that in his opinion, any actions that ultimately created harmony were sustainable. “Those are your key productivity-indicators,” he said.

Conversely, activities that do not create harmony are not sustainable.

“Business is inherently a social enterprise: it’s about serving human needs and receiving a return or reward, which is part of the system’s design,” he said.

With globalization, business has grown immensely and has a much more important role in shaping culture. Chavalit said that at the end of the day businesses, governments, and non-governmental organizations had to work together as three pillars of social development to ensure that markets and cultures were operating properly and delivering happiness to everyone.

“The business sector is the most powerful and most able to mobilize and deploy resources,” he added.

Modern businesses can also learn sustainability by following the ancient belief of cycles, he said.

“In the ’Yijing’ ’The Book of Changes’, a classic of Chinese philosophy, everything grows, matures, dies, and then renews,” he said.

At the same time, the “Yijing” emphasizes that if everybody plays his or her role, then everybody is rewarded, Chavalit said.

“Heaven and earth are all-giving,” he said.

As for the companies under his control, Chavalit said he wanted to develop a living organization, something that would grow and renew itself.

He said that to achieve sustainability, one must be guided by principle – exercise self-restraint if the market does not itself encourage restraint. Be financially motivated – because that is how the system is structured. Be commercially oriented and technically sound.

A living organization, Chavalit said, must look at more than just efficient key productivity-indicators. Company leaders must closely consider issues such as internal motivation, people orientation, process rationality, and leadership guidance.

“The whole thing must be built on the concept of growth, relationship and the concept of self,” he said.

In Thailand, as in other Asian countries, expatriate managers should be aware of the dangers of becoming too deeply rooted in the local working culture.

Hired for their “international skills,” foreign executives usually expect a spell in a country like Thailand simply to broaden their experience and add sparkle to their CVs.

What they do not imagine is that the host country might dull their ambition, alter their managing style, and even tie them down. Yet this happens regularly, and sometimes a promising international career is derailed.

Razor-keen MBAs soon find themselves questioning their own logic, checking aggressive instincts and opting for, in Thailand’s case, the softer local style.

The victim may not realize what is happening until it is too late. He or she likes the place and decides, to get beneath the skin of the culture. Time passes and he or she is no longer the bright newcomer bubbling with the latest ideas from abroad.

Soon they find themselves accepting a smaller expatriate package of benefits; then they discover they must compete for jobs with cheaper local talent who, ironically, easily trump their knowledge of the country.

“My strong advice is to be very careful about spending too long in a place like Thailand. You can be trapped,” says Edwin Sim, managing director of Human Capital Alliance, a Bangkok consultancy.

“It takes only two or three years for multinationals to set up a business platform in a country; after that local professionals can run it. In my last nine years recruiting in Thailand 99 per cent of my clients were looking for locals,” adds Mr.Sim.

Until the 1997 crash Thailand was a hot emerging market that regularly reported double-digit growth, so there were reasons for supposing that Thai-specific knowledge would be valued. Executives who have made that gamble may now wish they had opted to become experts in China, which is shaping up to be a global giant on all counts. Thailand is pleasant but its economy frightens no one.

Managers who succeed in Thailand are often those who have been able to adapt themselves to a complex culture where confrontation is frowned upon, where powerful vested interests must be carefully navigated and where a lack of boldness in employees must be overlooked. Yet these conscientious people may find, when they finally look up, that they have lost the will, or the ability, to engage in the rougher entrepreneurial environment of more important business centres.

“The career books are full of glib advice about moving around. The reality is different. Real people do click with a culture, do have ambition sucked out of them,” says George Morgan, former head of the foreign stockbrokers’ association in Thailand and now an independent analyst and investor.

“Companies all over the world also like to bring in young blood that is cheaper, hungrier and more willing. The consequences for the expat can be drastic. It may be more difficult to slide sideways in an alien environment,” he says.

Expats who have chosen to work in Thailand appear united in thinking nothing wrong with choosing a less glittering career path as the price of shunning international mobility.

“If working in completely different culture doesn’t change you then I’d say it was a complete waste of time coming,” says David Lyman, chairman of Tilleke & Gibbins, a large independent Thai law firm.

“If you stay long enough you find that when you go home everything seems duller. Your friends seem more provincial. Suddenly you miss your new home,” says this American citizen who has not worked in the US for four decades.

What everyone who has worked in Asia seems to agree upon is that even in a world of ever-increasing surface uniformity the region remains difficult to understand. Yet even executives who step outside the expat bubble to try to explore their territory will not be saved if their performance does not match their local knowledge.

Lots of foreign managers lost their jobs in Thailand last year, according to Anthony Ainsworth of headhunter Richard Glynn: “There are lots of manager out there on fat expat package riding on thin profit margins. They are very vulnerable when cost-cutting time comes around.”

Ultimately, every executive will be judged by results and any management style will be acceptable if it is in the company’s favour, says Mr. Ainsworth. An “international” career can be partially protected by not surrendering to destructive local ways. “Executives should fight like hell for their own values and standards. Different should not mean worse,” he says.

Age is a factor. Younger, less encumbered executives appear less prone to being trapped than middle-aged managers who have already tasted something of what the world has to offer and may be tempted to extend their stay. Location is also important. Executives in busy centres such as Hong Kong or Singapore are less likely to fear that their value in the job market is sliding.

But executives of any age will find themselves affected by an exotic new environment. American consultancy Revel Miller found that 40 per cent of repatriated managers left the parent company within three years because they struggled to reintegrate or were frustrated over a lack of recognition.

Individual managers can protect themselves by keeping good communications with their parent company.

To be on the safe side experts advise ambitious executives to restrain foreign work tours to two or three years at a time and keep a beady eye on their ultimate objective. If they expect to do their most important work in London then they should spend more time there or in similar centres rather than in Thailand.

Human Capital Alliance’s Mr. Sim said: “The secret is knowing where you want to be ultimately and to work backwards. Choosing a soft lifestyle with an Asian flavour is fine if this is really where you want to end up.”

Although Thai financial institutions have seemingly weathered the current global economics storm, many highly paid professionals, especially in the fixed-income sector of international financial institutions, haven’t been so lucky.

During the past six months financial institutions that sold fixed-income derivative instruments have laid off people all over the region, including Thailand.

The Nation has learned that in addition to failed investment banks Lehman Bros and Bear Stearns, financial institutions such as Goldman Sachs, Standard Chartered Bank. Citigroup and Deutsche Bank have laid off many highly paid bankers in South Eas6t Asia since the global economic crisis exploded in late September.

In Hong Kong, many bankers with children were sent home right after Christmas and international school wait lists have dwindled down to almost zero.

Here in Thailand, the redundancies of highly paid fixed-income finance professionals have created a crisis in that employment sector.

But many Thai “Main Street” businesses are seeing it as a once-in-a-generation opportunity to hire much-needed finance professionals.

“Large Thai public and private companies are now fighting to get these top finance professionals on board,” said Edwin Sim, CEO of Human Capital Alliance.

Sim said that normally highly paid finance professionals with as much as a decade or more of experience working for top international banks would be hesitant about joining large local companies.

Although the world economies are currently going through a rough patch, Sim said that most large Thai company operators believe that globalization will continue when economies inevitably recover.

“They realize that to operate successfully and sustainably in the coming decade all companies must be able to develop efficient capital structure that will allow them to compete globally,” he said.

These capital structures, Sim said, require the expertise of finance professionals that have honed their skills with the world’s top financial institutions. “Thai companies realize that the current economic crisis has created a “perfect storm” for them to attract individual high level financial professional with these unique skills,” he said.

At the same time, many of these experienced finance professionals, Sim said, are now finally able to get off a decade-long financial institution wage-bubble that made many of them “hostage” to their jobs, with work weeks that often surpassed 60 to 70 hours. “The money was great and many were willing to sacrifice their quality of life,” he said.

However, the current global economic crisis is forcing many finance institution professionals to rethink their futures. “Many firmly believe that the Thai economy is on the cusp of being one of the region’s most dynamic economies.

They want to get on board now and reap the benefits by helping Thai companies become global players,” he said.

During the past decade, Sim says, many Thai companies strengthened their corporate governance and risk-management initiatives as a result of the 1997 Asian crisis. Consequently, they have much more sustainable operating platforms, which closely follow international standards.

“Top finance company professionals are now attracted because they can see that many companies are now adopting corporate strategies that include sustainability as a core issue,” he said.

These companies, Sim adds, now have a much broader understanding of the industrial system in which they operate, including a broad range of relevant factor, trends, forces and interactions.

“Thai companies now are willing to pay for high quality people with a deep system-based understanding of how the global economy, environment, society and geopolitics interact and affect organizations,” he said.

Perhaps, just as importantly, Sim said, many Thai companies are now in a position where they can accommodate these professionals’ compensation and lifestyle requirements.

Human Capital Alliance Inc. Thailand, Singapore - In the never-ending quest to improve shareholder value, most Nation Top 1000 companies are constantly looking for ways to optimize their processes and procedures.

To help them achieve their overall goals, consultants have been swarming all over Thailand offering the latest cutting-edge business processes and procedures. Armed with these strategies, Top 1000 companies hope to continue being dominant players in this market and at the same time become global-class competitors.

Apirak Jatukanyaprateep , a partner of consulting services at Deloitte Touche Tohmatsu Jaiyos Co Ltd said that his company has been helping many Top 1000 Thai companies revamp their organization with Business Process Reorganizations (BPR).

“To optimize shareholder value, many companies now realize that they must conduct extensive BPRs to ensure that their business processes and procedures are at optimal global standards,” he said.

A company’s operational efficiency he said has become a major determinant of global competitiveness. “Companies must have processes that allow them to deliver global quality products and services at the most competitive prices,” he said.

Finding effective leaders is also critical for building a sustainable Nation Top 1000 company. As the Thai economy continues expanding, top-flight managers capable of effectively leading Top 1000 companies are in constant demand.

Edwin Sim, CEO of Human Capital Alliance Ltd said that his company is often asked by Nation Top 1000 companies to find new leaders that are capable of taking the company to the next level of competitiveness. “The executive structure of Top 1000 companies has changed immensely in the past decade,” he said.

Many multinational companies, Sim said have in the past decade gradually localized their senior management. “Many companies today recognize that leaders who grew up in a local environment and have attained the necessary large-company business leadership skills have a much greater chance for success,” he said.

Sim added that today many young Thai business professionals are spending their formative business years developing skills and relationships overseas. “In the future, many of these young professionals will be heading major companies in Thailand ,” he said.

With Thailand continuing to hold its own as a foreign direct investment destination, Sim said that although most new companies that come into Thailand may initially build their operating platforms with overseas senior managers, almost all of them have a general plan to quickly localize their operations. “In the past decade, Thailand has developed many capable senior managers who are cross-culturally sensitive and possess the skills to operate global class companies,” he said.

These companies, he added are constantly seeking advice from executive search consultants such as HCA. “In an expanding economy, top-flight senior managers are always in demand,” he said.

Another important subject Thai businessmen discuss today is how best to handle change and remain competitive.

On a recent visit to Thailand, Carl Stern, Co-chairman of Boston Consulting Group told The Nation that keeping our organizations vital and competitive has become a perpetual battle. “Companies have to reinvent what they do and how they do it almost constantly,” he said.

Leaders who run businesses today, he said can never relax and if they want their companies to be vital, they themselves must also be vital. “If they are able to secure some competitive advantage, it will also paint a very large bull’s-eye on their backs,” he said.

Consequently, leaders must never become complacent because today’s business environment, Stern said is increasingly unforgiving. “It has become mercilessly efficient, yet also faster and more complex as globalization and rapid changes in supply and demand take hold,” he said.

According to Stern, in the past many leaders believed a company could enjoy a profitable long-life if it could gain competitive advantage during a business’s growth phase and held on to it while the business matured. “Today we know that when a business matures several things happen,” he said.

Market segments today, he said are increasingly becoming finer and the resulting segmentation allows competitors to attack maturing and often successful businesses. “It very difficult for one competitor to serve all segments,” he said.

As a result, Stern said business has turned into a never-ending fight for survival. “You now seldom see an end-game that includes a long period of stable competitive relationships for mature businesses once growth has slowed. Today you can never have it nailed,” he said.

Consequently consultants such as BCG are always asked to provide cutting-edge solutions that can even help revitalize successful companies.

One of the most difficult tasks for any leader is guiding the organization through today’s ever-continuous changing business environment. Stern said that there are many overriding reasons why companies find it difficult to change. Surprisingly, many companies, he said simply misperceive the consequences of any on-coming threat.

“How could Sony as a leading TV brand miss the whole flat-panel revolution,” he asked. Sony, he said believed so much in it market-leading Trinitron TV that it didn’t believe anything better could be built. Stern said Motorola completely missed the digital age because its engineers really believed that the market didn’t know what was best for itself.

Some organizations, Stern said are able to perceive a threat but don’t have the capability to respond. “The change is so overwhelming that they simply don’t have the heart for it,” he said.

Companies that want to succeed in today’s fast-changing competitive environments, Stern said must engage their employees early. “You need to enlist the whole organization to be alert to change,” he said.

Secondly, companies must know how to separate the wheat from the chaff by focus on one or two critical challenges each year and then focus the organization’s attention on them. “Doing this well, requires constant focused communications on one or two issues,” he said.

With the Thai economy expected to continue growing at record levels during the next several decades, consultants such as BCG, Human Capital Alliance, and Deloitte along with many of their cohorts will undoubtedly continue to offer Thai companies ever-changing cutting-edge products to ensure they maintain their competitive edges.

Recruiting Leaders for Corporations

A critical business challenge is recruiting outstanding professionals who deliver superior individual and team performances. At Human Capital Alliance, our Leadership Executive Search Unit recruits the most talented professionals for our clients’ top management teams.

This unit focuses on “C-level” positions including: Chief Executive Officers, Chief Operating Officers, Chief Marketing Officers, Chief Sales Officers, Chief Technology Officers, Chief Information Officers, Chief Financial Officers and Chief People Officers.

Our clients value our global-class expertise, unrivalled local experience and vast network of carefully cultivated relationships to recruit top-management team-leaders. At Human Capital Alliance, we work in partnership with our clients to attract the best talent and with our candidates to ensure best career decisions.

Global Class Approach

The Human Capital Alliance executive search approach begins with an in-depth consultation with the client. We are a partner that truly knows Thailand’s executive talent market.

Our approach encompasses understanding your business, corporate culture and expectations. We learn what drives your organizations’ success and identify executives that will thrive in your culture.

With our global-class expertise, unrivaled local experience and vast network of carefully cultivated relationships, we deliver the best candidates for your organization by focusing on appropriate industries, companies and candidates.

When Human Capital Alliance is appointed, you can be confident our experienced executive search consultants will adhere strictly to time-tested Global-Class Processes.

We identify superior candidates because we optimize all parties’ interests and our personal hands-on service builds candidate confidence.

Successful executive search is a Human Capital Alliance, client and candidate collaboration.

Senior Analyst: Fixed Income/Capital Markets

Boston, Massachusetts

The Company

Our client is an independent research and advisory firm focused on business, technology, and regulatory issues and their impact on the financial services industry. With expertise in banking, payments, wealth management, capital markets, and insurance, the firm’s analysts deliver comprehensive, actionable advice to key market participants in financial services. Headquartered in Boston with a presence in Chicago, New York, San Francisco, London, and Milan, this organization works with its clients as a partner, advisor, and catalyst, challenging their basic assumptions and ensuring they remain at the forefront of industry trends.

The Job

As a Senior Analyst within the Securities & Investments practice, you will strive to become a thought leader and a trusted advisor to financial institutions and technology vendors. You will focus on providing actionable recommendations to our customers by producing research papers, interacting with clients and leading consulting engagements with a particular emphasis on fixed income; with the ability to cover cash as well as credit and interest rate products. Candidates must also be proficient with all of the OTC derivatives regulatory changes.

Senior Analysts are expected to excel in the followings areas:

• Producing high quality research papers on a monthly basis;
• Providing ongoing support to the financial institutions and technology vendors that subscribe to our research practice;
• Supporting the sales team in expanding our client base for our research and consulting practices;
• Securing speaking engagements on a regular basis at industry and client conferences and events; and
• -Becoming a source of reference for the trade and top-tier press in their domain of expertise.

What It Takes

The selected candidate will have:

The ideal candidate brings a solid industry expertise (10-15 years’ experience at a financial institution, in a management consulting firm or at a leading technology vendor); proficiency in technology and business strategies; proven written and oral communication skills; an ability to formulate original analyses and actionable recommendations; and proven quantitative analysis skills.

Candidates must be fluent in English. Fluency in another language, such as Chinese, Japanese, French, German or Spanish is a plus. A bachelor’s degree from an accredited college or university is required. An MBA is a plus.

Why Apply

Our client believes their success depends on the human and professional qualities of its employees. They seek well-rounded, personable individuals that can work independently with minimal supervision and also excel in a team-oriented environment. The company welcomes inquiring minds and provocative thinkers who, in addition to closely following their own sector, keep current with domestic and global social, economic and political trends and issues.

This organization has high expectations for the individuals they attract, and is committed to offering these individuals a professional and rewarding environment. Compensation consists of a base salary along with a bonus, which is based on performance.

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com

Technical Support Specialist

Waltham, MA

The Company

Our client is the world leader in solving critical documentation issues for enterprise-level organizations and governments, enabling them to operate more efficiently and profitably. The company offers a full suite of software, training, and professional services based off their international content standard for creation, management, and deployment of mission-critical content.

The Job

This position will require a high degree of independence working in a dynamic but small environment providing primary support-specialists technical support contact for customer base and within the company.

The Technical Support Specialist duties will include:

• Provide technical support to clients using IM software.
• Software installation and troubleshooting for end-users.
• Ensure proper documentation and solutions of all tickets/incidents.
• Assist with updates and support of e-learning programs.
• Database and list management.
• Assist with software testing and quality assurance and control.
• Learning Management System administration and updates.

What It Takes:

The selected candidate will have:

• Strong knowledge of MS Word including Styles and Templates.
• Telephone technical support including remote support tools.
• Solid working knowledge of Windows Operating Systems.
• HTML and web site development a plus.
• Strong written and verbal communication skills.
• Professional demeanor and likes interaction with people.
• Ability to solve problems and adapt to ever-changing priorities

Why Apply?

Our client is an industry leader who helps enterprise-level organizations and governments operate more efficiently and profitably. Our client offers a challenging opportunity, and an excellent compensation and benefits package in a business casual environment. Our client is an Equal Opportunity Employer M/F/V/D.

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com

Wallace Associates Inc Singapore Executive Management Recruitment

Technical Support Specialist

Waltham, MA

The Company

Our client is the world leader in solving critical documentation issues for enterprise-level organizations and governments, enabling them to operate more efficiently and profitably. The company offers a full suite of software, training, and professional services based off their international content standard for creation, management, and deployment of mission-critical content.

The Job

This position will require a high degree of independence working in a dynamic but small environment providing primary technical support contact for customer base and within the company.

The Technical Support Specialist duties will include:

• Provide technical support to clients using IM software.
• Software installation and troubleshooting for end-users.
• Ensure proper documentation and solutions of all tickets/incidents.
• Assist with updates and support of e-learning programs.
• Database and list management.
• Assist with software testing and quality assurance and control.
• Learning Management System administration and updates.

What It Takes:

The selected candidate will have:

• Strong knowledge of MS Word including Styles and Templates.
• Telephone technical support including remote support tools.
• Solid working knowledge of Windows Operating Systems.
• HTML and web site development a plus.
• Strong written and verbal communication skills.
• Professional demeanor and likes interaction with people.
• Ability to solve problems and adapt to ever-changing priorities

Why Apply?

Our client is an industry leader who helps enterprise-level organizations and governments operate more efficiently and profitably. Our client offers a challenging opportunity, and an excellent compensation and benefits package in a business casual environment. Our client is an Equal Opportunity Employer M/F/V/D.

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com

Wallace Associates Inc Singapore Executive Management Recruitment

Boston, MA

The Company

Our client is an independent research and advisory firm focused on business, technology and regulatory issues and their impact on the financial services industry. The firm was founded by leading industry experts in Banking and Securities & Investments. They bring together a team of business strategy, technology and regulatory experts to deliver comprehensive, timely, and actionable advice to financial institutions and technology vendors.

The Job

If you are looking for a challenging Business Development Sales career at a growing and influential organization , this position is for you. They are expanding the Business Development sales team to increase the exposure firms growing research capability

The Business Development Associate is an inside sales role with the primary objectives: targeting, generating and qualifying new pipeline opportunities for the company’s research and consulting work

Business Development Associates will engage with senior decision-makers to introduce the company’s decision support service. They are responsible for generating interest, positioning the company, qualifying the opportunity, and transitioning the opportunity to outside sales at the appropriate time.

This position provides opportunities for talented sales professionals to develop and advance into an outside sales role. The position reports to the Territory Director.

The Business Development Associate’s duties will include:

• Introduce the firm’s research to new clients in a range of financial service organzations
• Manage and execute territory outreach plan to target accounts and target buyer types
• Master the company’s value proposition, product offerings and CRM system
• Develop and drive monthly quota of discovery meetings for prospects to explore the company’s research capabilities
• Maintain and document all required information in
• Contact key senior-level executives to introduce 3C Software products and generate interest via phone and email
• Work with Senior Account Executives in ensuring proper coverage of assigned territory.
• Develop in-depth knowledge of industry segments through research and internal training

What it takes:

• Four year business or liberal arts degree
• 2-5 years of prior sales experience
• Technology industry or financial service experience a plus, but not required
• Excellent communication and interpersonal skills
• Ability to learn a complex set of services and apply them appropriately to the customer’s business issues
• Strong organizational skills and attention to detail

Why Apply?

This organization’s work influences significant strategic decisions and accelerates implementation of the most up-to-date technologies in highly sophisticated organizations. The company is a growing consulting, research and event firm that seeks to leverage its client base and intellectual property into development of a syndicated research practice. The company is looking for a driven, goal-oriented individual who’s willing to put in the extra effort to advance their income and career.

The company will support the right individual by offering new learning opportunities and solid internal career growth. Employees receive a range of benefits including health insurance, disability and group disability insurance, group life insurance, and a 401(k) retirement plan.

Business Development Representative- Opportunity/Lead Generation

If you are looking for a challenging Business Development Sales career at a growing enterprise solutions company, this position is for you. We are expanding our Business Development sales team to increase the exposure of 3C Software’s flagship product, ImpactECS for costing and profitability insight. This role is an integral part of our sales process. As a Business Development Representative, you will proactively execute business calls to determine interest in 3C Software product offerings and generate Qualified Appointments & Sales Opportunities (QSOs). This person closely partners with Senior Account Executives to move prospects through the sales cycle.

Responsibilities:

• Develop solid understanding of ImpactECS Cost and Profitability Management Solution
• Contact key senior-level executives to introduce 3C Software products and generate interest via phone and email.
• Set qualified appointments and product demos with decision makers and influencers to move prospects through the sales cycle.
• Manage leads and follow-ups using Salesforce.com

Requirements:

• Bachelors’ degree in accounting, business or technology related field
• 2+ years’ work experience in a lead generation or business development role (experience with solution or enterprise software sales is a plus)
• Strong PC skills including Microsoft Office suite and Salesforce.com
• Familiar with standard concepts, practices and procedures within enterprise software applications with emphasis in Accounting, Financial Planning and Analysis
• Knowledge of common ERP systems and modules is a plus
• Ability to work independently and within teams
• Attention to detail
• Strong written and oral communication skills
• Solid follow-through skills
• Self-motivated with ability to learn independently

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com

Boston, MA

The Company

Our client is an independent research and advisory firm focused on business, technology and regulatory issues and their impact on the financial services industry. The firm was founded by leading industry experts in Banking and Securities & Investments. They bring together a team of business strategy, technology and regulatory experts to deliver comprehensive, timely, and actionable advice to financial institutions and technology vendors.

The Job

If you are looking for a challenging Business Development Sales career at a growing and influential organization , this position is for you. They are expanding the Business Development sales team to increase the exposure firms growing research capability

The Business Development Associate is an inside sales role with the primary objectives: targeting, generating and qualifying new pipeline opportunities for the company’s research and consulting work

Business Development Associates will engage with senior decision-makers to introduce the company’s decision support service. They are responsible for generating interest, positioning the company, qualifying the opportunity, and transitioning the opportunity to outside sales at the appropriate time.

This position provides opportunities for talented sales professionals to develop and advance into an outside sales role. The position reports to the Territory Director.

The Business Development Associate’s duties will include:

• Introduce the firm’s research to new clients in a range of financial service organzations
• Manage and execute territory outreach plan to target accounts and target buyer types
• Master the company’s value proposition, product offerings and CRM system
• Develop and drive monthly quota of discovery meetings for prospects to explore the company’s research capabilities
• Maintain and document all required information in
• Contact key senior-level executives to introduce 3C Software products and generate interest via phone and email
• Work with Senior Account Executives in ensuring proper coverage of assigned territory.
• Develop in-depth knowledge of industry segments through research and internal training

What it takes:

• Four year business or liberal arts degree
• 2-5 years of prior sales experience
• Technology industry or financial service experience a plus, but not required
• Excellent communication and interpersonal skills
• Ability to learn a complex set of services and apply them appropriately to the customer’s business issues
• Strong organizational skills and attention to detail

Why Apply?

This organization’s work influences significant strategic decisions and accelerates implementation of the most up-to-date technologies in highly sophisticated organizations. The company is a growing consulting, research and event firm that seeks to leverage its client base and intellectual property into development of a syndicated research practice. The company is looking for a driven, goal-oriented individual who’s willing to put in the extra effort to advance their income and career.

The company will support the right individual by offering new learning opportunities and solid internal career growth. Employees receive a range of benefits including health insurance, disability and group disability insurance, group life insurance, and a 401(k) retirement plan.

Business Development Representative- Opportunity/Lead Generation

If you are looking for a challenging Business Development Sales career at a growing enterprise solutions company, this position is for you. We are expanding our Business Development sales team to increase the exposure of 3C Software’s flagship product, ImpactECS for costing and profitability insight. This role is an integral part of our sales process. As a Business Development Representative, you will proactively execute business calls to determine interest in 3C Software product offerings and generate Qualified Appointments & Sales Opportunities (QSOs). This person closely partners with Senior Account Executives to move prospects through the sales cycle.

Responsibilities:

• Develop solid understanding of ImpactECS Cost and Profitability Management Solution
• Contact key senior-level executives to introduce 3C Software products and generate interest via phone and email.
• Set qualified appointments and product demos with decision makers and influencers to move prospects through the sales cycle.
• Manage leads and follow-ups using Salesforce.com

Requirements:

• Bachelors’ degree in accounting, business or technology related field
• 2+ years’ work experience in a lead generation or business development role (experience with solution or enterprise software sales is a plus)
• Strong PC skills including Microsoft Office suite and Salesforce.com
• Familiar with standard concepts, practices and procedures within enterprise software applications with emphasis in Accounting, Financial Planning and Analysis
• Knowledge of common ERP systems and modules is a plus
• Ability to work independently and within teams
• Attention to detail
• Strong written and oral communication skills
• Solid follow-through skills
• Self-motivated with ability to learn independently

Applicants should contact our search firm:

Wallace Associates

positions@wallaceassoc.com