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Sales Director Job Description Major Accounts

Job Summary Sales Director Major Accounts



This position will be responsible for selling the complete portfolio of products, applications and services into customers and service providers. There will be a focus on both new business sales and up selling into existing accounts in the region to secure target revenue.


Main responsibilities-Sales Director Job Description


Grow the existing customer base with key customer and establish new business within target customer utilizing the full resources available in the organisation, through new product sales to existing customers and the sale of all products to new customers



Follow Global business plan as directed by senior management, particularly the VP Sales EMEA


Develop and maintain a regional sales plan and strategy for achieving the quarterly targets through individual account plans and target solutions.


Help to build and maintain a strategic account plan for key accounts


Maintain the sales forecasting system, tracking opportunity developments to ensure an accurate weekly forecast for the region.


Achieve regional business goals in line with company target


Manage the relationship between customers and partners in the region to promote high levels of customer satisfaction >80% as measured by Marketing surveys.


Identify and develop new business based upon a high level understanding of the customer’s business strategy, their requirements and the applicable products.


Keep product management updated on the possible product demands


Understand existing customers concerning product licenses owned (type of license, limit in terms of number of subscribers, or capacity, period of license audit), contractual commitments from both a customer point of view and company, maintenance and support arrangements



Ensure there is a valid contract in place for all the existing customers. Maintain copies of all legal contracts with the customer including Non-Disclosure agreements, letter agreements, license agreements, supply contracts, support contracts.


Escalate within the customer organization non-payment of invoices.


Provide early warning to Management and Customer of operational delivery problems.


Understand and identify products that existing customers have purchased from other related suppliers and the level of satisfaction plans for these suppliers and their products.


Identify and win business with new customers


Manage requests from new and existing customers for information and quotations for new products and services and deliver pricing and bid proposals. Report all potential bid activity to the VP Sales EMEA and ensure we have the correct staffing level for the opportunity


Co-ordinate bid production with assigned Pre-Sales Consultant. Prepare internal bid review cost/price analysis sheets and follow the Mavenir bid and approval procedure. Identify key bid success criteria, customer’s expectations in terms of price, delivery time frame and compliance against requirements. Manage these proposals through to receipt and response to questions, signature of contract and/or receipt of purchase order.



Maintain relationship with key operational staff assigned to projects and bids.


Forecast the pipeline of potential orders from customers in order to help the business manage headcount and cash flow by maintaining the Sales Forecast.


Analyze the mobile messaging and network security market place in the region, both from a view of mobile operator requirements and the actions of competitors, and feed this information back to Marketing and management.


Knowledge, Skills and Abilities-Sales Director Job Description


Qualifications and Experience:


Essential:


  • 8-10 Years experience of account management and sales skills

  • 5 years + experience selling experience to the mobile market

  • Strong knowledge and relationships with key technical decision makers

  • Experience of International sales and the associated travel demands

  • Strong technical understanding of GSM/3G/IP networks

  • Fluent English speaker


Desirable:


  • Degree educated

  • Conversant in German and or French



Skills and Competencies:


Essential:


Knowledge of mobile messaging - SMS/MMS/IP Messaging


Core sales qualification skills


Track record of consistently exceeding quota


Demonstrable understanding and ability to build sales pipeline on the business & technical issues faced by C-level managers in mobile operators


Strong awareness of the cultural issues and market drivers in region.


Strong interpersonal skills


Detail oriented


Desirable:


Knowledge of IP Voice solutions


Knowledge of LTE networking architecture



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