Overall Responsibility: Strategize, plan, and execute to achieve the assigned individual sales target. Key activities include:
Customer Relationship Management:
- Strategic Planning: Design and implement strategic account plans that align with customer goals and company objectives, ensuring long-term partnership growth.
- Develop and maintain strong working relationships with assigned strategic and emerging customers.
- Maintain an in-depth understanding of the customer's internal organization, including key contacts such as sponsors, decision-makers, influencers, and project managers.
Sales and Revenue Growth:
- Develop and implement sales strategies; mentor and guide junior team members.
- Monitor team performance and ensure targets are met.
- Sales Activity Management: Lead sales activities, ensuring alignment with strategic goals, and report on performance metrics to senior management.
Sales Strategy and Team Leadership:
- Develop and implement sales strategies; mentor and guide junior team members.
- Monitor team performance and ensure targets are met.
Collaboration and Coordination:
- Cross-Departmental Leadership: Lead cross-functional teams in complex sales engagements, ensuring seamless coordination from pre-sales through to post-sale delivery.
- Work with Pre-Sales Support and Marketing Specialists to follow up on high-priority opportunities.
- Ensure timely responses to customer requirements, proposal writing, presentations, and submissions.
- Drive brand coverage and mindshare to secure contract awards.
Cost and Pricing Management:
- Pricing Strategy: Develop and implement pricing strategies that maximize profitability while remaining competitive in the market.
- Manage the cost of sales and make final pricing decisions in line with gross margin target guidelines.
Client Intelligence and Feedback:
- Market Insight Development: Collect and analyze market data to inform sales strategies and identify emerging trends that could impact client relationships.
- Act as the client representative to gather commercial intelligence for internal analysis and decision-making.
- Address client feedback and complaints promptly.
Project and Financial Coordination:
- Financial Accountability: Oversee account profitability, ensuring alignment with financial goals and budgetary constraints.
- Monitor closely with the Service and Project Delivery team to ensure timely delivery.
- Coordinate with the Finance team on customer billing and ensure timely customer payments.
Presentations and Event Participation:
- Deliver impactful presentations; represent the company at industry events and networking opportunities.
Leadership & Development:
- Scale-Up Experience: Proven experience in leading sales teams within scale-ups, particularly in technology companies that have successfully completed Series B funding or beyond.
- Team Development: Demonstrated ability to develop, mentor, and grow a high-performing sales team, including managing and guiding team members through periods of rapid growth and investor scrutiny.
Education Requirements:
Bachelor's degree in Business, Marketing, or a related field.
Experience Requirements:
- 5+ years of experience in sales, account management, or business development, preferably in a B2B environment.
- Proven track record of meeting or exceeding sales targets.
- Experience managing strategic accounts and working with senior-level decision-makers.
- Strong background in IT solutions or Generative AI.
IT Literacy:
- Proficient in CRM software (e.g., Salesforce) and other sales management tools.
- Strong understanding of MS Office Suite (Word, Excel, PowerPoint) and online collaboration tools, Google functionalities & Clickup
- Familiarity with digital marketing platforms and analytics tools is an advantage.
Personality: sense of ownership and responsibility, being proactive and self-motivated, details-oriented, logical thinking and effective planning, being a team player, also being firm and persuasive, and being honest.Good telephony and email writing skills, as well as good interpersonal communication and negotiation skills, including public speaking.
Language: proficient in English and Mandarin (oral and written)
Traveling: willing to make short stints (up to 1 week) of overseas trips.
Benefits:
- Annual leave, medical and dental benefits
- Basic salary and attractive high commissions + performance incentive
