Job Description
The Sales Manager leads the offering process for qualified leads and maintains a good customer relationship at the top level in the pre-sales phase. He/She is responsible to turn qualified enquiries into high quality proposals and converting those ultimately into customer orders. Maintains and expands relationships with assigned channel partners.Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
Responsibilities
- Generate leads and develop a solid customer relationship at top level and with important decision makers, and maintain network also after handover to project / engineering department
- Use appropriate interpersonal styles and communication methods to gain customer acceptance of an idea, plan, activity, service and product
- Keep a consistent focus on the need of the customer and assure customer satisfaction
- Develop a customer or project specific sales strategy and manage deals to conclusion
- Analyze customer needs and translate them into system requirements, concepts and solutions
- Establishes productive, professional relationships with key personnel in assigned partner accounts
- Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts
- Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship
- Proactively assesses, clarifies, and validates partner needs on an ongoing basis
- Sells through partner organizations to end users in coordination with partner sales resources
- Leads solution development efforts that best address end user needs, while coordinating the involvement of all necessary company and partner personnel
- Lead a multi-disciplinary application / technical team and ensure correct budget estimate
- Actively seek opportunities with new customers to sell project and solution contracts
- Required to respond to bids and open tenders
- Develop sensitivity for market needs and communicate to the Head of Sales APAC to develop sales support instruments
- Develop a profound understanding of the main technologies and developments of the Company's products and services
- Attend local and international trade fairs
- Attend internal meetings such as sales meetings, risk reviews, project meetings, when required, etc.
- Hold professional and convincing presentations in front of the customer
- Update Head of Sales APAC on a regular basis on the progress of sales prospects as they develop and request management support where appropriate
- Ask skilled and targeted questions to drill-down customer problems
- Present status of sales efforts at the monthly Sales meetings
- Strong drive to closing customer orders
- Self-motivated and resistant against disappointments (e.g. lost proposal)
