Enterprise Sales Manager
Experience
Salary
Location
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Job Description
Summary:
This position is part of a regional sales team and in the structured sales process of the BizCom Business Unit according to the business tripod (end customer, integrator, consultant).This position is responsible for proactively acquiring new target End Customers — Large Corporates You will be responsible for identifying project opportunities at end customers. You will create demand for projects as well as develop End Customer relationships. You will be responsible for meeting and exceeding territory Opportunity Value targets and sub-regional sales objectives as well as assigned KPIs. You are responsible for increasing market share by performing the following responsibilities.
Main Duties and Responsibilities:
Acquisition and Prospecting:
- Approach and create demand with new End Customers
- Tap into sales potential through presence at the market (trade-fairs, sales or customer events)
- Develop End Customer acquisition strategy
Active Selling:
- Conduct detailed meeting preparation, including usage of tools (e.g. need and solution assessment)
- Stimulate desire by presenting SE USPs and products (possibly in cooperation with Technical Application Engineering and Alliance partners)
- Understand project pipeline, needs and opportunities
- Involve other SE functions (SM, Technical Application Engineering) in case of concrete opportunities. Hand over full project responsibility to SM in case of tender/proposal
- Act as focal point of contact to End Customer during tender
- Conduct product demonstrations
Strategic Account Development:
- Understand End Customer structure and decision making units
- Analyze End Customer needs and outline opportunities
- Develop strong relationship to the relevant stakeholders on End Customer side
- Analyze market/competitors
Order Management:
- Hand over all End Customer projects to SMs and follow up till order closure
-
Customer Service:
- Help End Customers with technical Advice
- Bring in technical Application Engineer or other support functions, if needed
- Gather market feedback and needs report this to central departments
Administration:
-
Document Visitation activities and relevant information in IT System (CRM).
Interfaces:
Externally:
- End Customers
Internally:
- Sales Director
- Sales Managers
- Technical Application Engineering
- Internal Sales Representative
- Internal Sales Support
- Trade Marketing
- Vice President of Sales
Essential Skills and Requirements:
- Demonstrated and proven abilities in identifying, strategically approaching and acquiring new End Customers as well as the ability to assess risks of new System Integrators
- Highly skilled in acquiring and developing new cooperation partners
- Strong Skills in identifying and pursuing growth opportunities
- Solid ability to prepare important customer meetings including conducting product demonstrations
- Excellent ability to generate desire for Sennheiser solutions
- Excellent knowledge of Sennheiser USPs and benefits
- Solid understanding of product specifications, advantages and applications
- Solid capability to answer medium technical questions
- Knowledge of integration of SE product into the technical environment, interfaces and networks.
- Solid understanding of key market drivers and trends.
- Solid understanding of competitive environment and relative performance
- Solid understanding of market dynamics are interrelations
- Good abilities to strategically cultivate and develop existing End Customers relationships
- Good skills in analyzing customer strategy and market situation
- Skills in the creation and maintenance of End Customer relationships
- Ability for extensive networking with End Customers and their key influencers
- Excellent time management skills
- Solid analytical skills
- Strong presentation skills
- Solid active listening and strong communication skills
- Willingness to document activities in IT-System (e.g. CRM)
- Demonstrated experience in maintaining consistent pipeline and to be accountable for sales leadership through accurate reporting in IT-System (CRM)
- Ability to travel up to 4 days per week including overnight travel as needed based on territory
- High empathy and social competence
Competencies:
- Motivational skills and high level of self- motivation
- Ability to convince & energize people
- Team player
- Excellent communication skills
- Proactive attitude
- Ability to prospect/cold call
Education/ Experience:
- 3 or 4-year college degree.
- 5+ years' experience in outside business development preferably in IT/AV or related industry
- Min 5 years knowledge of IT and Networking experience
- (may consider less education with more years of related sales experience)
- Fluent in English both written and spoken
The Salary Bracket for the same is 17 to 28L. The person would be reporting into National Sales Manager- BizCom. Please look for people from Audio Industry/ Artist or Project based business solution/ BDM in Corporate role/ installed sound BD role. we are open to hire from Audio video/ electrons companies dealing in B2B sales.
The main aspect to hire someone would be on the basis of attitude:
Smart, Presentable, great communicator, a person who has fire in the belly, passionate about the work they do.
The person can be a sales manager or a BDM: should have done lead generation in the past and knows how to turn business. Should have handled fortune 500 accounts by self. Very good exposure with Large corporate accounts.
Designation
Enterprise Sales Manager
Key Skills
Industry
IT-ITeS
Functional Area
Sales & Marketing
Employment Type
Full Time
Education
Graduation/Diploma
Job Type
Work From Office
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