department
Vanzari
Job Objective:
This is a senior sales position,
with a wide transversal role, working with the external and internal partners
to identify value-added ICT revenue drivers, consolidating relationships and
traditional revenues streams with the existing customers while expanding
customers base by leveraging traction and trust upon the ICT services.
Operational responsibilities :
Business Strategy:
- identify ICT business opportunities, negotiate and
close deals, enhancing ORO B2B's market position and extensive knowledge
on ICT.
- maintains up-to-date knowledge of industry trends,
technical developments, financing opportunities and government regulations
that effect target market verticals.
- ideally become a recognized expert in the field,
including the representation of the company in industry events, community
and conferences
- provides feedback and information on market and
creative trends.
- identifies opportunities for campaigns, partnerships
that will lead to an increase in sales.
- using knowledge of the market and of the competitors
identifies and develops the company's value-selling propositions.
Primary role:
- to prospect and develop new business opportunities on ICT,
by growing, maintaining, and leveraging his network, organizing consultative
sessions and presentations with internal or external experts, based on a
thorough knowledge of the market, the solutions/services ORO can provide, and
of the competitors. Thus:
- related to the existing customers:
for a defined transversal portfolio of customers, grows and retains existing accounts
by ensuring regular and close strategic relationship with the customers'
decision makers, promoting non-standard and ICT solutions; in this respect,
project based, may co-manage the activities of the Key Accounts Managers/sales
managers.
- related to new customers: prospect
for potential new clients on ICT and turns this into increased business,
leveraging any new telecom business also to KAMs/BDEs.
- understands customer's operational
needs, business and IT strategy
- implement the ICT strategy by the
development and implementation of integrated systems in order to meet
organizational goals.
- contribute to define the ICT
strategy by having an awareness of emerging technology and aligning to business
requirements as appropriate.
- manage projects from single sites
through to global implementations in order to meet business requirements
- build and maintain trustful key
customer relationships, (co-)managing the strategic relationships with the
clients to ensure they stay satisfied and positive.
- assumes a leadership role in
driving the right account strategy and tactics with sales and operational teams
to ensure Customer Satisfaction as well as to ultimately assure pipeline
sustainability, including budget and resource management.
- project based, assures transversal
coordination with all stakeholders (internal: marketing, pre-sales, technical,
bid, purchasing etc, and external: partners, providers etc as per case) to
develop presentations and proposals that address the client's needs and
objectives and to ensure that prerequisites (including prequalification
or getting on a vendor list) are fulfilled.
- may act as a team leader and
provide leadership to the corporate sales team in special projects.
- provides support and messaging
input for ORO's corporate programs/ initiatives, as per case.
- handles objections and diversions
to a positive conclusion, using a variety of techniques to persuade or
negotiate appropriately, internally and/or externally, focused on solution
thinking.
- researches and develops a thorough
understanding of the company's people, capabilities as well as strategic goals
so that will continue to enhance the company's performance
Reporting
- submits regular progress reports and ensures data is
accurate, including in SFA. Forecasts sales targets and ensures they are
met.
- tracks and records activity on projects, mapped on
sales cycling and bid stages, as appropriate.
- presents business development OJT and mentoring to
sales and other internal staff.
Professional Knowledge:
- fluency in English
- MS Office
- driving licence, mandatory
Experience and Education:
- Bachelor s degree or equivalent
- Minimum 5 year experience in senior sales or business
development
- Minimum 2 years of experience in the public sector
- Knowledge of business and management principles and
practices
- Knowledge of basic economic and finance principles and
practices
- Knowledge of basic ITC services
Specific Competencies:
- Judgment and decision-making skills
- Business development
- Networking
- Public Speaking, Research,
- Sales Planning
- Identification of customer needs
- Market knowledge,
- Solution Thinking,
- Transversal coordination and cooperation
Specific Skills:
- Planning and organising
- Problem-solving
- Communication skills
- Prospect and negotiate
- Results orientation
- Customer focus
- Influence and persuasion
Other info:
- Field work: more then 80%
- Hiring manager: Cristina
Comsa
- Recruiter :
Zinovie Ernu
- Department: Business
To Business/Corporate Sales
