Summary:
Manages sales directly to end-users of the organization’s products or services in a large specified geographic area, or is responsible for a specific industry or product segment on a national or geographic basis.
Duties & Responsibilities:
Statement of Overall Accountability & Responsibility:
Meet & Exceed Sales Targets. Develop a healthy pipeline.
Build, Develop, Motivate a best-in-class sales force.
To lead, plan, manage, and coordinate the operation of the Sales organization.
Perform the role of a Client Relationship Manager managing key Executive (COO, CTO, CEO) relationships with Operator and Network Equipment Manufacturers.
Setup appropriate Channel(s) to drive penetration and growth
To manage the training, coaching and motivation of employees and partners to successfully deploy the Company employment policies and procedures. To lead the development of the Company’s strategic marketing plan.
To take responsibility for the business forecasts, assist in formulating business budgets and ensuring that sales budgets and profit forecasts are achieved.
50% or more customer facing time.
Collaborate with Business Units and other Functions to ensure we do good, profitable business and establish the best Customer experience.
Conducts performance assessment of all sales staff, implements an appropriate incentive scheme, initiates professional development schemes and prepares managers for greater roles of responsibility
Site Lead for Viavi Japan office
Core Competencies:
Conceptual thinker who can understand complex multi topology network environments and provide appropriate test recommendations. Strong Wireless / Service Assurance background.
Extensive experience in leadership and people management skills
Ability to manage company sensitive information
Able to mentor sales team
Superior verbal and written communication skills. Superior interpersonal skills with the capacity to build rapport with customers/clients.
An innovative and proactive approach
Highly developed time management skills with the ability to manage and deliver business solutions
Strong business acumen and ability to do business case and market analysis
Visionary and solution-orientated. Strategic thinking and alignment.
Excellent negotiation skills.
Ability to solve complex problems and make decisions
Flexible and adaptable to change
Core Experience:
Tertiary qualifications combined with proven experience in marketing and sales within telecommunications or data communications industry, with a Wireless Industry background.
Demonstrated advanced skills developed in areas of corporate sales, management, business planning and time management
In depth knowledge of market competitors within specified sales territories, selling strategies, sales personnel and product differentiators
Experience in working with key account managers to direct customer business strategies to align with Company business strategies
Ability to predict competitive moves in sales situations and effectively counter these moves
Experience in performing root-cause analysis and propose solutions to identified problems
Knowledge of practice methods needed to attract, motivate and retain a successful sales team
Able to accurately understand clients needs and develop appropriate solution packages
Mastery over a large variety of product specification and applications
Strong client relationship and account management skills.
Ability to articulate technical concepts in detail to any audience
Computer Literate in Word, Excel & Lotus Notes
Superior communication & negotiation skills in both English and Japanese language
Ability to independently plan and organise own activities – ability to cooperate with colleagues and managers to effectively prioritise and deliver what is expected.
Qualifications:
Business and/or engineering related degree required.
Minimum of 10-15 years of experience related to sales development and management with a history of success in a high technology environment.
Proven…