Sales Account Manager

2 days ago

Petaling Jaya, Selangor, Malaysia Johnson Controls, Inc. Full time

What you will do:

Drive Sales plan with the Sales leader to agree on potential major opportunities and accounts in his/her own focus area (territory, sector, etc.).

Qualify major opportunities to be pursued, drive consistency between Sales strategy (value proposition messages, relationship approach, competitive differentiation) and manage presales effort (solution design, pricing and costing, delivery of proposal, planned project management). Drive pipeline growth till closure of deals.

Own overall communications and relationships for each account (whether assigned or new logo). You will generate business development activities that are relevant to this market segment and will play a lead role in devising account strategies to promote Sensormatic Solutions in these forums. You will be a key face of the Sensormatic Solutions relationship to the clients you engage, covering multiple key stakeholders within the organization, including relationships at Executive level.

As a senior key contributor to the country sales team, you will be expected to present your deals and accounts in the Monthly reviews, Account Reviews and accurately forecasting sales. You are expected to champion the latest Sensormatic solutions and offering, and potentially be able to coach the sales teams on pursuing specific solutions within our portfolio.

How you will do it:

  • Penetrate existing assigned Sensormatic Accounts (including key accounts and global accounts), as well as hunting on a targeted list of new logo accounts.
  • Compliance with the Sensormatic Solutions sales methodology and practices.
  • Supports overall responsibility for Client Relationship at the company's executive level. Plans, directs and leads sales and marketing activities to continually reflect customer trends, market fluctuations, and changes in business practices/technology.
  • Impacts customer business strategy and sells solutions across the company solution portfolio.
  • Establishes and articulates innovations and growth opportunities for customers and the company.
  • Ensures client satisfaction and broadening of offerings with potential new customers.
  • Leads the strategic direction of the account by establishing and articulating client satisfaction goals in relation to client expectations.
  • Serves as an advisor to develop vision, innovation, and industry expertise.
  • Establishes relationships proactively and grows customer intimacy.
  • Communicates with cross-functional groups and builds strategic relationships with client teams.
  • Provides significant industry expertise and client business acumen. Sells higher value services to the customer, enabling competitive advantage for them in the marketplace.
  • Provides thought leadership and capitalizes on cumulative industry, product, and company-specific experiences.

What we look for:

  • Bachelor's degree in related field or equivalent combination of education and experience.
  • Minimum 5 years' experience of relevant solution & consultative selling experience.
  • Strong interpersonal skills and a pleasant disposition in front of customers as well and internally.
  • Proven track record of hunting, developing, negotiating and closing complex solution deals, in the B2B/enterprise sales, achieving or over-achieving given sales targets.
  • Ability to develop and pitch value propositions and presentations to customers.
  • Experience with key account management skills and selling skills/methodologies (SPIN etc).
  • Experience in one or more of the areas is a must: technology (telecommunications, mobility, printing), IOT (smart sensors, asset, traffic, inventory or building management etc), IT (networks, security, cloud, unified communications etc), software (ERP, applications etc), systems integrations, managed services or BPO outsourcing.
  • Understanding of the Retail Industry and its leading brands (and ability to reach out to your network) is preferred but not mandatory.
  • Possess business, commercial and/or financial acumen.
  • Acts as a Strategic Partner, Trusted Advisor for key customers.
  • Some familiarity with project management methodologies but not mandatory.
  • Some familiarity of managing indirect or channel partner sales but not mandatory.
  • Ability to lead across functional teams in order to achieve customer objectives and sales targets.
  • An excellent communicator (verbal and written) both internally and externally, in all aspect of the role.

What we offer:

  • Competitive salary in a MNC environment.
  • Comprehensive benefits package.
  • On the job/cross training opportunities.
  • Encouraging and collaborative team environment.
  • Dedication to safety through our Zero Harm policy.
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