Account/ Sales Manager 営業

Job Purpose The purpose of the Strategic Account Manager is to provide account management services to a defined portfolio of large, high profile regional accounts such as Chemical, CPG, F&B. The primary goal of the role is to meet revenue objectives and maximize the use of AVEVA solutions and services within these accounts.

Responsibilities:

• Meet and exceed revenue and order targets supporting the sub-regional business.

• Prepare, maintain and execute a comprehensive Account Business Plan, which outlines your strategic and tactical approaches for achieving your targets.

• Plan and organize all related sales activities starting from prospecting through to closing business in line with the Framework of ONE AVEVA.

• Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management. • Analyze your ongoing performance against your plan to develop monthly reporting including long term account strategies with both current and proposed activities, customer visits, revenue status, and revenue forecast.

• Maintain and develop the customer pipeline in accordance with the stage gate forecasting protocols and maintain all activity within AVEVA’s CRM solution.

• Ensure sales documentation/contract to support revenue booking are duly signed.

• Retain existing accounts and expanding solutions utilization by developing long term relationships with Executives and key decision makers.

• Sales enablement activities for specific solution areas partnering with Solution Strategy and Sales Excellence Teams

営業
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• You will possess professional direct sales or sales support experience (at least 5 years) in a sales organization.

• You must be passionate about the customer’s business and must be able to investigate and uncover their most important problems to solve, matching AVEVA’s solutions to them where appropriate.

• You will possess sales or sales support experience (at least 5 years) with IT solutions and the business processes associated with the industries served by AVEVA and likely to have worked for an IT solutions provider, EPC, Owner Operator, or technology consultancy.

• You will be able to make cold call by him/herself and generate new leads from pure new client or new business unit in existing client.

• You will be able to develop new opportunities by him/herself and work for existing client engagements through the entire sales cycle.

• You will be skilled and experienced operating at a range of levels from end user to senior decision makers within our target customer base, aligning their business problems with our technology solutions.

• You will have sound commercial and analytical skills to help identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities. You will be experienced in assessing commercial and legal risk and taking steps in negotiations to minimize / mitigate same from our business undertakings.

• You will have strong accounts management skills and be a confident negotiation

• You will have a positive and determined approach to researching and analyzing new business opportunities and then marshalling the resources to pursue and close the business.

• You will be personable, a strong team player and be able to conduct challenging business and commercial conversations with customers in a positive manner.

• You will preferably be degree qualified or have a professional qualification