Our Client is a global supplier of end-to-end wireless solutions for wireless communications networks. They design, manufacture and markets antennas, boosters, combiners, filters, repeaters, multi-carrier RF power amplifiers, tower-mounted amplifiers and advanced coverage solutions, all for use in cellular, PCS and 3G networks throughout the world.
PRIMARY RESPONSIBILITY
Functions as Our client’s representative to the OEM Customer Account. Manages accounts from $10M - $100M. Predominately responsible for developing and implementing effective and strategic sales strategy to increase revenues and manage retention for specific assigned accounts with focus on global environment.
Establishes and cultivates strong relationships at all levels throughout the account, with focus at the senior levels of supply chain management, operations, PLM and research & development. Builds excellent client relationships offering value-added, insightful, and strategic input to their business.
Directs and oversees all business operational activity including development of forecasts, order fulfillment administrative issues, build plans, pricing proposals.
Acts as focal point on all negotiations, conflict resolution and executive level issues.
Sales and Technical resource accountable for the overall wireless profitability, revenue growth and customer satisfaction for the OEM account.
Responsible for development of OEM account strategies by generating detailed tactical and strategic account plans (3 mos., 6 mos., and 12 mos.). Responsible for the implementation of such plans in accordance with agreed to milestones and objectives.
Responsible for maintenance of a comprehensive profile including:
· All areas influencing existing business
· All areas of business opportunities for Our client’s current product capabilities, relative to current Product and Technology Roadmaps.
· All related business activity (parallel opportunities)
· The Accounts tactical and strategic business development activity (market penetration achievements and plans)
· Account organizational activity (changes, adds, etc to the Account Org Charts)
· The plans, activity and achievement of Our client competitors
Responsible for all business development activity within the account and for meeting all quarterly revenue goals.
Advises Our client Executive Management on all matters pertaining to the Account.
Works closely with Customer Account Manager to ensure customer operational needs are being met. Co-develops strategic Customer Account Management plans and methodologies to enhance Customer Satisfaction.
Responsible for regular travel to customer sites around the world to visit all customer sites, develop relationships, sales and solicit customer feedback.
Participates in annual Customer Satisfaction Survey.
ESSENTIAL DUTIES AND RESPONSIBILITIES
1) Primary sales responsibility will be to develop and strengthen market share, revenue, and global sales growth within assigned accounts.
2) Provide clear and effective communication to coordinate and orchestrate responses, feedback and positions to and from the customer.
3) Manages customer perception. 100% accountable for external customer satisfaction.
4) Demonstrates good judgment, weighing near term account objectives with Our client’s near term and strategic best interests.
5) Manage the business/commercial discussions, responses and commitments.
6) Develop, coordinate and negotiate proposals. Quote prices, prepare and present proposals and provide information regarding terms of sales and delivery dates.
7) Identify and develop strategic initiatives based on trends, threats and opportunities.
8) Evaluate and implement strategies to improve inefficiencies and drive problem solving.
9) Coordinates reports and updates Senior Management as required.
10) Present projects to PAC.
Note: Additional duties and responsibilities may be added as required.
ESSENTIAL JOB REQUIREMENTS
Education
Bachelor of Arts or Science in Business or Marketing
Experience
3-5 years of sales experience with wireless operator accounts.
Knowledge, Skills and Abilities
§ Excellent verbal and written communication skills that clearly convey information and ideas at all levels. Ability to communicate in such a way to influence management, peers and customers, as well as communicate well cross-functionally in a professional manner.
§ Strong ability to create meaningful presentations and present information at all levels. Ability to make presentations to customers that are professional and positively influence customers and project teams.
§ Proven ability in sales and business development in the telecommunications industry.
§ In depth knowledge of the telecommunications industry and of the Operators in the telecommunication industry.
§ Ability to execute customers’ and managements’ objectives.
§ Superior relationship building capability.
§ Ability to work independently.
§ Strong account planning and management skills
Competencies
§ Building Strategic Working Relationships
§ Customer Focus
§ Negotiation
§ Sales Ability/Persuasiven ess
§ Strategic Decision Making
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