Summary:
Manages sales directly to end-users of the organization’s products or services in a large specified geographic area, or is responsible for a specific industry or product segment on a national or geographic basis.
Duties & Responsibilities:
Statement of Overall Accountability & Responsibility:
- Meet & Exceed Sales Targets. Develop a healthy pipeline.
- Build, Develop, Motivate a best-in-class sales force.
- To lead, plan, manage, and coordinate the operation of the Sales organization.
- Perform the role of a Client Relationship Manager managing key Executive (COO, CTO, CEO) relationships with Operator and Network Equipment Manufacturers.
- Setup appropriate Channel(s) to drive penetration and growth
- To manage the training, coaching and motivation of employees and partners to successfully deploy the Company employment policies and procedures. To lead the development of the Company’s strategic marketing plan.
- To take responsibility for the business forecasts, assist in formulating business budgets and ensuring that sales budgets and profit forecasts are achieved.
- 50% or more customer facing time.
- Collaborate with Business Units and other Functions to ensure we do good, profitable business and establish the best Customer experience.
- Conducts performance assessment of all sales staff, implements an appropriate incentive scheme, initiates professional development schemes and prepares managers for greater roles of responsibility
- Site Lead for Viavi Japan office
Core Competencies:
- Conceptual thinker who can understand complex multi topology network environments and provide appropriate test recommendations. Strong Wireless / Service Assurance background.
- Extensive experience in leadership and people management skills
- Ability to manage company sensitive information
- Able to mentor sales team
- Superior verbal and written communication skills. Superior interpersonal skills with the capacity to build rapport with customers/clients.
- An innovative and proactive approach
- Highly developed time management skills with the ability to manage and deliver business solutions
- Strong business acumen and ability to do business case and market analysis
- Visionary and solution-orientated. Strategic thinking and alignment.
- Excellent negotiation skills.
- Ability to solve complex problems and make decisions
- Flexible and adaptable to change
Core Experience:
- Tertiary qualifications combined with proven experience in marketing and sales within telecommunications or data communications industry, with a Wireless Industry background.
- Demonstrated advanced skills developed in areas of corporate sales, management, business planning and time management
- In depth knowledge of market competitors within specified sales territories, selling strategies, sales personnel and product differentiators
- Experience in working with key account managers to direct customer business strategies to align with Company business strategies
- Ability to predict competitive moves in sales situations and effectively counter these moves
- Experience in performing root-cause analysis and propose solutions to identified problems
- Knowledge of practice methods needed to attract, motivate and retain a successful sales team
- Able to accurately understand clients needs and develop appropriate solution packages
- Mastery over a large variety of product specification and applications
- Strong client relationship and account management skills.
- Ability to articulate technical concepts in detail to any audience
- Computer Literate in Word, Excel & Lotus Notes
- Superior communication & negotiation skills in both English and Japanese language
- Ability to independently plan and organise own activities – ability to cooperate with colleagues and managers to effectively prioritise and deliver what is expected.
Qualifications:
- Business and/or engineering related degree required.
- Minimum of 10-15 years of experience related to sales development and management with a history of success in a high technology environment.
- Proven track record and success of building and leading organizations in a high performance environment.
- Proven sales track record – target accomplishments.
- Demonstrated Client Relationships at executive level.
Pre-Requisites / Skills / Experience Requirements:
