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· Coaching and Development
· Account Management
· Sales Team Performance
· Sales Leadership
· Interact extensively with Trade and Marketing team to ensure feedback from customers and knowledge of the market place is gathered, analyzed, discussed and action on.
· Develop and target business opportunities based on analysis coming from TNM team short, medium and long term
· Drive campaigning to support creation of a healthy pipeline For customers controlled by the account Manager additional responsibilities include:
Ø Qualifying opportunities using the qualification check list gates
Ø Presenting value proposition to Client
Ø Quoting to customer using the Quoting tool and the pricing guidelines
Ø Follow up/Negotiate on the Quote or tender
Ø Close business as won/lost and record reasons
Coaching and Development
· Improve the competencies within the channel organization through effective coaching
· Instilling the coaching framework within the sales organization
· Establish and review peer to peer coaching and periodically conduct quality checks on DAP's and Coaching Planning forms.
Account Management
· Maintains senior relationships with top channel accounts
· Make Joint calls with Sales executives in relation to the account strategy and account review as part of coaching.
· Establish/Approve Account Strategy and Account planning for large and key accounts, where applicable
Sales Team Performance
· Manages Sales resources (Selection, development and succession efficiently)
· Develops Sales Pipeline mindset through coaching and pipeline reviews
· Ensure optimal activity management and account Management to truly understand our customers and their needs
· Implement global Commercial Incentive programs (CIP) to incentivise and drive performance behaviour (SIP to follow)
· Manage forecasting/budget process to align with cluster goals
· Deliver sales result and achieve export CIF volume and revenue budget.
Drive campaigns to generate healthy pipeline and yield
· Give input to Trade and Marketing on relevant campaign ideas, target audience based on customer knowledge and competitor actions
· Receive opportunities from campaign team and from telemarketing. Follow up on these via your sales force and ensure Insight updated.
· Monitor progress and give frequent feedback to Trade and Marketing team to ensure learnings.
Develop and maintain sales strategy
· Develop an effective commercial strategy approved by the branch sales manager and to deliver on the targets.
· Leverages understanding of local business environment to support the development of sales strategy
· Sets clear and actionable strategy for the channel sales team and develops innovative plans to achieve goals in line with the ML global sales strategy.
Sales Leadership
· Attracts and retains strong talent through clear deployment of objectives, competency development, coaching and incentivising
· Acts as a role model and collaborates as a senior ML executive to promote the ML values and objectives in the sales organization
· Set clear sales strategy and direction
· Role model for Sales Leadership-Performance Management, Coaching, time Management, attracting and retaining talent
· Role Model for Customer relationship leadership including
· Ability to build trusted relationships across ML
· To Leverage internal and external relationships to expand business opportunities for ML
· Possess Strong business, customer and market understanding
· Sales process Management and possess a pipeline mindset
· PEX mindset and ability to visualize and interpret trends from reports and data
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发表于 2013-8-14 09:35:30
