WHAT DOES A COUNTRY HEAD DO?

Published: August 28, 2024 - The Country Head is tasked with achieving the company's yearly sales revenue targets for the market, emphasizing the development and growth of senior-level relationships with university stakeholders. Responsibilities include developing an annual strategic sales plan that boosts client acquisition and demonstrates adept leadership in managing the client acquisition cycle using various online touchpoints. Additionally, the role involves managing a high-profile client portfolio, implementing scalable communications, and interfacing with cross-functional teams to enhance product and service offerings.

A Review of Professional Skills and Functions for Country Head

1. Country Head / Country Director Duties

  • Sales Target Achievement: Achieve company yearly sales revenue targets for the market.
  • Relationship Building: Develop and grow senior-level relationships with university stakeholders.
  • Strategic Sales Planning: Develop an annual strategic sales plan for the company, leading to an increase in client acquisition.
  • Sales Leadership: Demonstrate leadership ability and share best practices on managing the client acquisition cycle through the use of phone, email, webinar, and other online touchpoints to drive sales.
  • Client Management: Manage a high-profile quota of existing clients and will be expected to deliver a personal revenue target.
  • Client Communication Implementation: Implement a regular series of scalable communications and interfaces with the client portfolio on the development of the portfolio through webinars and thought leadership seminars.
  • Market Insight Gathering: Gather and share market insights for product and service development.
  • Team Interfacing: Interface with marketing, logistics, and events teams.
  • CRM Compliance: Expect to be fully compliant with CRM requirements.

2. Country Head Details

  • Business Development: Build a business from scratch in the company of live teaching classes in Coding/Computer programming and Mathematics to school students from grade 1-12.
  • Teacher Supply Development: Build a strong teacher supply engine in collaboration with the Teacher Supply Lead to teach in all Portuguese-speaking countries.
  • Growth Hacking: Build a demand engine using growth hacking, driving multiple growth experiments.
  • Sales Team Setup: Set up pre-sales (trial classes support) and inside sales/Telesales teams.
  • Customer Service Establishment: Set up a customer service team to support Teacher and Student experience.
  • Revenue Management: Drive revenue through new sales and referrals and own daily/weekly/monthly revenue metrics.
  • Revenue and Supply Leadership: Lead revenue and teacher supply growth month on month.
  • Acquisition Channels Exploration: Explore new and cost-effective channels for student and teacher acquisition - organic & inorganic.
  • Global Collaboration: Work closely on a daily basis with the Global Growth CEO and team.

3. Country Head Responsibilities

  • P&L Management: Owns the country’s P&L with a responsibility for revenue and spend.
  • Sales Strategy Formulation: Formulate and execute sales strategies and plans to grow business in the country through various means.
  • Sales Target Achievement: Achieve agreed sales targets and outcomes for self and the sales team within schedule.
  • Industry Leadership: Demonstrate thought-leadership and industry expertise to customers.
  • Pipeline Management: Create, develop, and manage the pipeline of customers for the Philippines region.
  • Product Sales: Present, promote, and sell Anchanto software products using value, benefit, and price-led selling with existing and prospective customers.
  • Market Analysis: Analyze territory/market’s potential, track sales, and status reports.
  • Relationship Management: Establish, develop, and maintain positive business and customer relationships.
  • Lead Generation: Reach out to customer leads through various sales strategies - cold calling, events, referrals, networking, etc.
  • Pricing Strategy: Work on and suggest the right pricing for various customer segments.
  • Market Trends Awareness: Keep abreast of best practices and promotional trends for product target segments.
  • Marketing Initiative Participation: Work on marketing activities to help grow the business as well as visibility for the organization.

4. Country Head Accountabilities

  • Customer Needs Reporting: Share management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
  • Progress Reporting: Present weekly, quarterly progress reports to the management on the sales progress and overall business growth.
  • ROI Accountability: Ensure ROI is met to maintain a strong P&L.
  • Business Expansion Sharing: Share business expansion plans in the country.
  • Recruitment Management: Hire for essential roles and profiles to ensure smooth operations in the country including sales, marketing, support.
  • Team Work Allocation: Allocate work to team members and track progress, including leaves, discipline at the office, and work responsibilities.
  • KPIs Setup: Set up responsibilities and KPIs for different function teams (sales, marketing, support) aligned with the country targets.
  • Team Mentoring: Mentor team members and guide them in the right direction.
  • Performance Assessment: Assess the performance of team members.
  • Cross-Country Coordination: Regularly coordinate and exchange learning sessions with other country heads.

5. Country Head Functions

  • Resource Management: Managing overall resources towards business goals with efficient collaboration with all stakeholders.
  • Budget Management: Develop and manage budget and plan to ensure smooth project delivery.
  • Consultative Problem-Solving: Provide insight, consultation, and solutions to prevent/fix problems.
  • Project Oversight: Oversee all plans and schedules, as well as order fluctuation, payments, and operating expenses.
  • Safety Promotion: Promote safety programs to ensure safety on the site.
  • Team Development: Grow and develop team to maximize efficiency towards company's goals.
  • Strategic Leadership Collaboration: Work closely with the company CEO and other functional leaders to steer the growth of the business.
  • Profit & Loss Ownership: Own the P&L for company operations.
  • Team Building: Build and manage local team.
  • Product & Growth Strategy: Work alongside company leadership to guide new product and growth initiatives.
  • Culture Development: Help foster a company culture that places high performance, high integrity, employee wellbeing, bias towards experimentation, and sense of mission at its center.
  • Innovative Leadership: Demonstrate a passion for experimentation and continuous improvement to establish state-of-the-art practices at the company.
Relevant Information
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