Senior Sales Account Manager

Only local external applications will be processed. Position is not open internally.

Location: Cabuyao Laguna, Philippines
Application deadline 2018-05-31
Position description Accountabilities -

- Lead sales projects
- Deliver Net Sales, Margin and other relevant metrics in the assigned area /country
- Manage customer relationships
- Specify new products, processes, standards based on organization strategy or set short – to mid-term operational plans
- Engage according to the sales process

Main Responsibilities -

- Lead and/or participate in sales projects in own responsibility area and report the progress to relevant stakeholders
- May manage and lead a sales team. (Setting targets and reviewing the performance of the sales team)
- Execute or/and define action plans
- Maintain and further develop present assigned customer relationships
- Identify and develop relationships with potential customers
- Organise and participate in relevant sales meetings with customers
- Understand the customer’s product or service needs, purchasing/buying process, where there are problems in the customer’s business processes, what other solutions the customer has deployed
- Understand the customer’s business objectives, priorities, opportunities, and challenges and strategize a suitable business partnership around it
- Understand the customer’s customers, competitors and marketplace dynamics and utilize it in positioning your plans and business proposals
- Identify and deliver real customer value
- Achieve and maintain a competitive advantage
- Co-create solutions with the customer to maximize business impact
- Build trust by partnering with the customer to create value
- Balance time across opportunities and accounts based on short- and long-term potential
- Access internal resources, as needed, to support customers
- Structure complex project/agreement deals by balancing Customer Value vs. Wartsila interests/policies; risks vs. rewards; industry standard vs. new thinking; project execution vs. operational constraints
- Understand and balance the technical, commercial, financial and contractual/legal components of the deal

Behaviours Required -

- Understand the customer’s business objectives, priorities, opportunities, and challenges
- Understand the customer’s customers, competitors and marketplace dynamics
- Cascades strategy and translates strategic direction and corporate goals to team and individual priorities
- Conduct thorough research on the customer’s business
- Focus plans on accelerating the customer’s desired business results
- Inquire about the customer’s priorities and desired business results
- Explore the customer’s buying process and stakeholders
- Build trust by partnering with the customer to create value
- Co-create solutions with the customer to maximize business impact
- Actively engage in helping the customer move through their buying circle
- Work with the customer to meet the needs of all the stakeholders involved in the order
- Obtain referrals from customers to others in their organization and to new accounts
- Balance time across opportunities and accounts based on short- and long-term potential
- Create a network of internal relationships with experts and others to maximize the resources that you can deploy on your customer’s behalf

Location: Cabuyao Laguna, Philippines
Requirements General Skills -

Cultural knowledge
Local legislation & labor laws
Negotiation skills
Presentation skills
Wartsila knowledge & business understanding

Professional Skills -

Co-creative and value selling
Contractual and legal skills
Digital sales & marketing
Leading Sales
Proposal Management
Sales process & tools
Technical product portfolio knowledge
Understanding business environment
Understanding customer and its business
Understanding financials
Use of sales analytics

Management & Leadership Skills -

Strategic planning and target setting
Change Management
Team Building
Communication
Management Skills
Problem Solving and decision making Ideal candidate has MSc or BSc degree (or equivalent) Multiple years of work experience, also in a demanding multi cultural leadership environment. Previous solid experience leading a Sales organization is considered a major advantage.
Contact person to give further information Noel Mercado, GM Service Sales and Business Development Manager, WPH
Email: Noel.Mercado@wartsila.com
Country Philippines
Job area Sales & Marketing

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