Client Sales Executive

Job Description Primary Purpose of the Job IOM Client Sales Executives CSE's are members of a highly specialized team of sales professionals in IOM responsible for the development and closing of all new business in their respective industry segment or territory. The Client Sales Executive takes on an individually tailored portfolio of existing and strategic targeted prospects and clients. The CSE then directs all sales relationship management business development and sales activities with these clients and is solely accountable for all new services from inception to contract closure. The IOM Client Sales Executive is accountable for new revenue generation at appropriate margin levels across all services and for all clients in their industry portfolio.Principle RelationshipsInternal Senior Management Client Sales Executives Technical Sales Consultants Proposals Delivery Team.External Executives Senior Management of Major Clients.Key TasksThe Client Sales Executive is responsible for the establishment and maintenance of the sales relationship with each clientprospect in their portfolio at every level from the CxO executive suite to departmental line managers. The CSE drives new business through the identification development negotiation and closure of new services agreements with prospects and clients and participates in the subsequent maintenance of client relationships. They target potential leads qualify them and lead the IOM pursuit team in crafting and positioning the deal. To this end they leverage their industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product Services and Solution agreements will encompass all IOM offerings and range in scale from shortterm consulting engagements to complex multiservice multiyear and global partnerships. Specific new salesrevenue and profit margin targets are established annually by management for each CSE. Additional CSE responsibilities include the smooth transition of new business from sales to delivery coaching and mentoring account delivery leaders on client relationship management issues providing feedback on customer wants and needs to the IOM strategic portfolio function ensuring compliance with IOM sales processes and new business approval requirements coordinating the relationship between key client personnel and IOM senior executives and leading or coordinating global relationship management initiatives with other geographic units of IOM focused on the same client. The CSE also shares industry deal and sales bestpractice knowledge with the IOM sales community and may mentor and coach other Client Sales Executives. IOM Client Sales Executives are responsible for managing the entire sales process from identifying prospects to negotiating contracts.Other job essential functions include but are not limited to the following Create and maintain territory sales plan Identify prospects and create entry strategies for each Utilize business and financial knowledge to create value propositions Execute competitive sales tactics to win business Coordinate deal crafting and positioning Lead or participate in contract negotiations Manage demand and qualify opportunitiesExperience Required 5 years min. of complex solution selling sales experience in an IOM targeted industry. Past experience in closing deals of 510 Million in contract value Knowledgeable of Business Solutions and Manufacturing Applications Ability to establish CXO level relationships Track record of meetingexceeding yearly quota Experience in business transformation solutions Experience selling solutions with alliance partners Superior prospecting skills Capability to understand IOM offerings and articulate those offerings to the industry and prospects Indepth experience including RFIRFP proposal strategy management and response Strong contract negotiations and closing skills Superior presentation development and delivery skills Travel up to 50Significant experience and demonstrated achievement in one or more of the following fields Strategic sales relationship and account management experience at a major services organization preferably on a global basis. Senior level management responsibility within a major firm. Seniorlevel strategic consulting andor strategy consulting to major organizationsQualifications Required Undergraduate degree preferably in Business Engineering Computer Science or Economics. An MBA graduate degree in Business Engineering Computer Science Economics or Engineering or professional qualifications in Law or Finance are considered a major plus.PersonalityBehavioursCompetencies Drive for Results Lead Courageously Foster Open Communication Coach and Develop Others Foster Teamwork Manage Execution Know the Business Act with Integrity Display Adaptability Demonstrate Interest in OthersKey Skills Client Sales ExecutiveSales ExecutiveBusiness DevelopmentAbout Company Invensys Operations Management is a global technology software and consulting organization. We design manufacture install test and commission software and computerbased hardware for the automation and regulation of industrial and facility operations the management of certain administrative functions of manufacturing businesses and simulation of manufacturing process operations. We also provide control data and measurement instrumentation solutions and services to manage specific parameters of the manufacturing process for the global industrial control and process markets. more...

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