Head of Sales

About the Role

Head of Sales leads ERP revenue growth, strategic deals, and market expansion in Thailand for ERP consulting services (Agentic AI-based Microsoft Dynamics 365, Business Central, etc.). The role owns end-to-end sales strategy from pipeline generation to deal closure, with a focus on manufacturing, BOI companies and digital transformation initiatives.

Responsibilities

• Define and execute annual sales strategy and targets (revenue, margin, pipeline) aligned with global/regional strategy and local market dynamics.
• Build and manage a high-performance sales team (hunters and account managers); provide leadership, coaching and hiring.
• Develop industry-focused GTM strategy for sectors such as Manufacturing, Automotive, Chemicals and BOI-registered companies.
• Drive new-logo acquisition and strategic account expansion across ERP implementation, localization (Thai e-tax, BOI compliance), proprietary IPs, and managed services/support contracts.
• Establish and maintain C-level relationships with client executives (CFO, COO, CIO) and lead complex, enterprise deal cycles: qualification → solution positioning → proposal → negotiation → closure.
• Collaborate with pre-sales/solution architects and delivery teams for effort estimation, risk alignment and value-based selling (ROI, efficiency, compliance).
• Manage and develop partner & ecosystem relationships, including Yokogawa Thailand, Microsoft Thailand and local/regional ISV partners (vertical solutions for Pharma, food processing, etc.).
• Own sales pipeline health, forecast accuracy, conversion rates and margin discipline; monitor sales KPIs and dashboards and control discounting.
• Represent the company at industry events, client workshops and executive briefings to position the company as a trusted digital transformation partner in Thailand.

Key KPIs

• Revenue: Annual sales target achievement (%)
• Pipeline: 3–5x pipeline coverage
• Win Rate: Deal conversion ratio
• Margin: Gross margin % per project
• Growth: New logo acquisition (# clients)
• Forecast: Accuracy variance (<10–15%)

Qualifications

• 12–15+ years in enterprise software/ERP and/or consulting service sales, with strong exposure to Manufacturing sectors.
• Minimum 5 years in a leadership role (Sales Head / Director).
• Strong experience with ERP platforms such as Microsoft Dynamics 365 (Business Central), SAP and Oracle, and consulting/project-based sales in the Thailand market.
• Demonstrated financial acumen including pricing, margins and P&L responsibility.
• Fluent in Thai and English.

Skills

• Strategic thinking and execution, complex deal negotiation and stakeholder management (C-level).
• Team leadership, coaching and building go-to-market capability.
• Value-based selling focused on ROI, efficiency improvements and compliance/localization requirements.

Additional Information

• Reporting: Reports to Managing Director.
• Direct reports: Senior BDM, Account Manager, Pre-sales (dotted line) and S&M Assistant.
• Compensation: Base salary + sales incentive with performance bonus linked to revenue, margin and strategic deals.