Slrs Senior Sales Lead
il y a 4 semaines
**Role Purpose**
To secure additional business for the organization by developing, qualifying and closing new business or extending existing contracts, for medium complexity opportunities within a defined sales territory/account with specialized for a particular portfolio items. Sales campaigns of importance include those focusing on Fast IT, Hybrid IT and Digital. Generates commercial value to the organization by leading and closing portfolio based deals for new customers or in an existing accounts. Could grow Fujitsu’s “Share of Wallet‟ within designated accounts actively selling the Fujitsu Technology Solutions Portfolio leading to commercial benefit to the organization.
As a Regional Sales Manager (Hybrid role) you will be responsible for all Accounts (customer/partner) - apart from Large corporate customers assigned to Direct Sales Account Managers - in a dedicated region
**Key Accountabilities**
As a Regional Sales Manager,
You are responsible for driving new business opportunities within mid-market clients, whilst growing existing client relationships
You position Fujitsu as the supplier of choice within your accounts (customer/partner)
You meet and exceed your individual sales quota (revenue
- and margin in a specific region)
You sell Fujitsu’s Product Business Portfolio together with channel partners in a specific region
You establish and grow a fast and successful (sales-) network (customer/partner)
You develop strategies with your customers that help them solve their business challenges and optimize their IT landscape and drive the sales cycle to success
You will meet the client’s requirements and be responsible for collaborating with the relevant internal and external teams to deliver successful sales proposals
You negotiate and lead on deals end-to-end within the defined portfolio
You will observe and analyse the market
- and competitive situation and derive suitable measures
You articulate and promote Fujitsu’s value proposition to become a trusted advisor within your customer base
You take control of opportunities and accurately forecast their business objectives and outcomes (forecast
- and pipeline management in SFDC)
You network within the client’s business and influence key decision makers, typically at C-level and lead on solution development and price negotiations
You take ownership and accountability for strategic account planning, including potential winning tactics of your top 25 accounts (customer/partner)
**Key Performance Indicators**
- Achievement of sales targets as measured by sales orders, margin and total bid expenditure.
- Availability and accuracy of timely and accurate sales forecasts and sales pipeline information.
- Campaign effectiveness as measured by compliance with governance processes.
- Quality of data, proposals and pipeline.
- Win rate.
**Qualifications**
3+ years of relevant sales experience in mid-market or channel sales
Proven track record of positive sales performance
Demonstrated pipeline management, sales, customer relationship and account management experience essential
Bachelor’s degree in marketing or business administration;
Strategic thinking, results-oriented with analytical skills (sales data)
Excellent Presentation
- plus oral, written and interpersonal communication skills
Intermediate to advanced level of experience with CRM reporting (preferably SFDC)
Proficient in Microsoft Office
Expertise in digitalisation topics (IoT, Industry 4.0 etc.)
Initiative to act beyond specific job responsibilities to achieve objectives
Ability to prioritise and effectively manage time to optimise the time spent in achieving objectives
Work well in a team with people from a variety of different backgrounds and cultures is essential for the success of the role
Commit to always treating everyone (from clients to co-workers to vendors to business partners) with the ultimate level of respect
Dutch is your native language, good proficiency in English and French
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