Job Description:
Sales strategy implementation & customer understanding
– Develop and understand specific market environment
– Develop comprehensive customer/prospect understanding: account mapping, customer needs, current systems, relationship with the competition, risks and opportunities, etc. and work closely with Business/Practice managers to update account information
– Support Business / Practice Managers and marketing by providing input for product strategy and marketing (new product trends and market demands, competition activity, market prices
– Prioritize activities with accounts following defined sales approaches per segments
Sales and account management :
– Responsible for a set of accounts and/or territories to be maintained/developed within a defined commercial territory for a broad range of products
– Manage and retain existing customers
– Responsible for cross-sell, up-sell and new sales at existing accounts – with a broad network of customers counterparts
– Identify business development opportunities for prospects in his region
– Responsible for new sales at prospects
– Build excellent professional and personal relationships with customers
– Responsible for satisfaction and retention at existing customers
– Create and report leads and opportunities within existing accounts and prospects. Manage and update pipeline in the CRM tool
– Create and update detailed account plans
– Manage bid, quoting and offer process requiring the help of sales support administration when needed. If required by the type of solution sold, work collaboratively with Business / Practice managers to identify needs and define the offer.
– Negotiate within defined limits and escalate price decisions to Senior Vice President / Vice President – Commercial outside limits
– Ensure customer compliance with contract terms
– Monitor customer satisfaction throughout implementation and delivery process and intervene in case of major issues
– Manage and develop sales and account managers competencies in the region (coaching, shadowing,…), whenever applicable
– Develop and maintain prospect and customer list based on strategic marketing data and other sources for sales leads in our CRM system
– Maintain up-to-date knowledge on Company’s products, roadmaps, competition, pricing, market share, and key product differentiation
– Work to increase awareness and interest in Company’s solutions in assigned territory
– Support the Finance Department to ensure invoices collection
Sales target achievement
– Achieve sales targets for your customer portfolio
Provide inputs to Senior Vice President / Vice President – Commercial and Sales Controller for the creation of sales forecasts and the measurement of KPIs
Education:
University degree in Business and/or Engineering
Experiences & competencies
Singapore /Malaysian Citizen/Resident
Strong sales background of at least 6 – 7 years experience, oriented toward both account management & business development
Former sales experience within the airline industry (airline, travel agent or GDS) or in a company providing software/information services will be an advantage.
Good organizational and management skills
Good negotiation and interpersonal skills
Numerate and accurate
Highly reliable and motivated.
Result-oriented and customer focused
Ability to stay focused on goals and objectives
Excellent communication skills
Excellent team worker
Capacity to work in a multi-cultural environment
Proactive, taking the initiative to explore issues and to generate new ideas and approaches
Ability to work with multiple teams internally and externally
Salary: Not Disclosed by Recruiter
Industry:Accounting / Finance
Functional Area:Sales , Retail , Business Development
Role Category:Channel Sales
Role:Regional Sales Manager
Employment Type: Permanent Job, Full Time
Keyskills:
Regional Sales Strategic Marketing Business Development Sales Strategy Commercial Sales Region Cross Selling Target Achievement Strategy Implementation Bidding
Desired Candidate Profile
Education:
University degree in Business and/or Engineering
Experiences & competencies
Singapore /Malaysian Citizen/Resident
Strong sales background of at least 6 – 7 years experience, oriented toward both account management & business development
Former sales experience within the airline industry (airline, travel agent or GDS) or in a company providing software/information services will be an advantage.
Good organizational and management skills
Good negotiation and interpersonal skills
Numerate and accurate
Highly reliable and motivated.
Result-oriented and customer focused
Ability to stay focused on goals and objectives
Excellent communication skills
Excellent team worker
Capacity to work in a multi-cultural environment
Proactive, taking the initiative to explore issues and to generate new ideas and approaches
Ability to work with multiple teams internally and externally
Education-
UG: B.Tech/B.E. – Any Specialization, B.B.A / B.M.S – Management
PG:Any Postgraduate – Any Specialization
Doctorate:Doctorate Not Required
Company Profile:
Accelya Kale Solutions
Accelya Kale Solutions Limited is part of the Accelya Group, a leading solutions provider to the Airline and Travel industry. Formerly known as Kale Consultants Limited, the company became part of the Accelya Group in 2011.
As part of the Accelya Group, we help over 200 airline customers streamline their financial processes. We also help them gain insights on business performance using decision support tools and data analytics.
Recruiter Name:HR