SLRS Sales Lead

Germany, Frankfurt am Main, Frankfurt am Main (FRAL)
26 Jun 2019
16 Sep 2019
Job Role
Pre Sales
Job Type
Role Purpose

To lead and close standardized core offerings of medium complexity deals and support senior sales colleagues as part of their virtual teams, within a single sales territory/account/partner with specialized for a particular portfolio item. Generates commercial value to the organization by leading and closing portfolio based deals for new customers or in an existing accounts. May grows Fujitsu's "Share of Wallet‟ within designated accounts actively selling the Fujitsu Technology Solutions Portfolio leading to commercial benefit to the organization.

Key Accountabilities

• Winning Deals: Leads or supports the negotiations to close the deal. Ensures customer concerns are resolved during negotiation and contractual process.
• Sales Opportunities: Under guidance of senior sales colleagues identifies and qualifies opportunities to establish a pipeline which will meet targets within designated accounts. Accountable for revenues, total contract value (TCV) and margins for specialized portfolio items sold in the defined area.
• Sales Planning: Establishes value proposition and win strategy for all qualified opportunities. Establishes a closing plan and own role within it. Provides management reports as required. Oversees overall pipeline development on names accounts with a lead role.
• Customer & Partner Relationships: Actively and personally develops appropriate customer relationships that will support the overall Account Plan. Develops, influences and networks within the customer and relevant partners in the portfolio focus.
• Lead Role: Takes leadership role in coordinating customer engagement across a specialized portfolio.
• Stakeholder Planning: Identifies and influences decision makers, influencers and other stakeholders (internal and external). Identifies and implement methods to influence stakeholders and participates appropriately.
• Sales Process. Provides pricing information and written quotations to customers or partners. Takes part in customer visits and presentations as part of the team.
• Input to Bid Reviews: Together with designated bid team, provides and presents appropriate input to company bid review process.
• Forecasting: Submits accurate and timely monthly sales forecast and regular updates to line management.
• Governance: Adheres to company defined governance procedures and sales management tools including the client relationship management (CRM) database to manage campaigns within and across borders and carries out administrative tasks as appropriate.
• Maintaining Market & Portfolio Knowledge: Maintains a high level of product, services, solution, market and competitive know-how.
• Team Building & Development: Identifies, motivates and communicates with virtual teams to effectively support qualified opportunities.

Key Performance Indicators

• Achievement of team 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.

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