Mgr Am 6

1 week ago

Kuala Lumpur, Malaysia Telekom Malaysia Full time

Responsible for retaining, and growing market share customer through execution short, medium and long term sales action plans so as to ensure sales and business targets achieved.

Area of Responsibilities

1. Developing New Business Opportunities

1) Work towards revenue realization and maximize profitability in achieving TM ONE’s revenue goals.
2) Execute activities in accordance with strategies and account plans to achieve revenue growth and profitability.
3) Implement and manage sales forecasting and account planning. Establishes high levels of quality, accuracy and process consistency in planning, forecasting & executing.
4) Plan, manage and accountable in meeting or exceeding the sector's revenue target by formulating sales strategies and monitoring its implementation.
5) Manage, establish and ensure great continuity of close working relationship especially with the key personnel of very large, high-profile customer accounts in closing strategic opportunities, meeting customer expectation and contribute to a high level of customer satisfaction.
6) Conducts opportunity assessment for all accounts (existing and new) and defines overall account strategy.

2. Understanding Customer’s Requirement / Ecosystem

1) Managing strategic customers and necessary stakeholders who are involved in decision making and getting involved at the operational level at the relevant ministries/agencies.
2) Provide customized total business solutions requirement to customers’ needs and expectations.
3) Strategically develop collaborative opportunities between stakeholders to leverage on strengths in providing the best solution to the customer and organization.
4) Capture market demand trend and lead the market requirements by producing excellent and immediate response to customers (e.g. business proposals, tender and bidding) to secure new sales/contracts.
5) Implement strategic business processes to ensure effective deliverables in order to meet the customer's requirements within the stipulated timeframe and highest level of service quality.
6) Strategically develop collaborative opportunities between stakeholders to leverage on strengths in providing the best solution to the customer and organization.
7) Develops understanding of customer processes and decision drivers, deep understanding of current and future customer needs.

3. Negotiating Contracts

1) Full involvement in agreement and contract preparation until completion and submission of documents to relevant parties as required by internal processes.
2) Prepare and obtain LOI/LOA (Detail commercial term and condition).
3) Agreement signing execution.

4. Analysis and Reporting

1) Develops sales force skills by attending trainings and coaching session.
2) Consistently update leads, opportunities, and sales progress within Sales Force as well as ensure all processes are attended to.
3) Update sales leads and activities in SFDC.
4) Sales pipeline monitoring.

5. Project kick-off meeting

1) Coordinate project kick-off meeting with internal and customer.
2) Sales handover to account management.

Job Requirements

1. Minimum 3 years in Sales, marketing or related areas

Success Competency Requirements

1. Service Excellence

Enhances A Customer - First Culture

2. Unity & Teamwork

Promotes Teamwork

3. Cultivates Stakeholders Collaboration

Build Collaborative Partnerships

4. Catalyzes Change

Pursues Innovation And Change

5. Embraces & Nurtures Talent Mindset

Proactively Develops Self And Others

6. Strives for Results

Strives For Improved Results

7. Strategic & Entrepreneurial Mindset

Adopts Entrepreneurial Mindset

Functional Competency Requirements
- Market and Industry Knowledge

Identify strengths and weaknesses of key competitors, using this intelligence to identify risks and opportunities in the market
- Market and Industry Knowledge

Maintain an understanding of emerging developments, challenges/needs, market benchmarks and best practices for ways to improve existing products, services and solutions
- Sales Analytics

Analyze sales analytics reports to understand effectiveness of current sales strategy against the competitive landscape and sales trends
- Sales Analytics

Perform detailed analysis utilizing analytical techniques (e.g. cluster analysis, text analytics, classification etc.) to test research hypotheses, identify patterns and develop initial reports
- Account Planning and Forecasting

Identify potential sales strategies and develop account plans based on an understanding of customer needs and prioritize time based on the account's value and the likelihood of success
- Account Planning and Forecasting

Predict and quantify accounts / opportunities that will provide future revenues for the company
- Account Planning and Forecasting

Analyze and evaluate sales performance for each territory to understand strongest and weakest territories, best-selling products, and successful sales techniques
- Account Planning and Forecasting

Analyze compet

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