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| POSITION DESCRIPTION | TELECOMMUNICATIONS INDUSTRY MARCH 2009 |
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Principal Sales Executive/Account Manager |
| Position Code: | 254 | | Career Level: | 4 |
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Responsible for
Achieving an agreed revenue target by identifying and gaining business from a select group of new and existing key clients and ensuring complete customer satisfaction when dealing with the organisation. |
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Reports To
Sales/Business Unit Manager, Sales Manager - Industry/LOB/Region/Market. |
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Supervises
No formal supervisory responsibilities, however employees in this role may mentor Sales Executives/Account Managers - Key/Large Accounts. |
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Main Activities
Working closely with clients to determine their existing and future communications needs and proposing suitable products, services and upgrades in order to maintain and grow revenue for the organisation.
Maintaining contact with assigned clients and acting as the main interface between the client and the organisation to ensure an optimal level of service is provided at all times. This may include interfacing with Executives/Account Managers/Sales Representatives in other divisions of the organisation or other countries to assist in closing sales on a broad range of international products and services.
Understanding the customer's objectives, buying criteria and decision making process and forming long term business partnerships in order to leverage revenue from the relationship and promote the organisation as a quality supplier with the aim of achieving "preferred" Supplier status.
Negotiating price and volume discounts in accordance with organisation's policies and liaising with Technical Support staff regarding technical and installation issues to ensure client retention and continued business.
Identifying and gaining new business through a sustained program of cold calling, mailing and following up referrals/sales leads and keeping abreast of competitor's Sales strategies.
Coordinating product demonstrations (where applicable) and the preparation of Sales proposals, tender/bids, contracts and Account Management plans.
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Key Skills
Outstanding negotiation and persuasive ability and excellent communication skills.
Sound product and industry knowledge coupled with the ability to deal with clients at an executive level and translate client needs into a complete solution.
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Internal Contacts
Marketing Staff, Customer & Technical Support, Research & Development Staff. |
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External Contacts
Customers, Suppliers. |
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Typical Experience
At least 10-12 years of experience selling Telecommunications services/products. |
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Other Comments
Employees in this role would be responsible for a small group of Key/Large clients. Employees would typically be selling solutions of a complex nature encompassing a range of off-the-shelf and customised voice and data technologies. The lead times on these sales and the revenue raised would often be significant. |
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