DirecciónKey Roles and Responsibilities :
- Works with the Sales Executive and decision-makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.
- Define the way the sales force will approach the market and determine the targets that the sales force should achieve and strive to exceed.
- Drive a sales culture by sharing best practices, developing and sustaining cross-functional relationships, and filtering information downwards
- Provide input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.
- Drive the alignment to the sales and organizational strategies and ensure the execution of these strategies by implementing the relevant operational plans.
- Responsible for the management of the team, setting and managing budgets, creating and executing on plans, and reporting on the team activities in the required forums.
- Engages with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.
- Takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models, and integration methods.
- Execute the sales strategy by making decisions that influence people, processes, and technology.
- Measure progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client’s reality.
- Coordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and coordinated way.
- Act as a critical link between sales strategy and execution in the field and ensure that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.
- Set sales targets and goals whilst making it easier for clients to buy, listening to client concerns, collecting reality-based evidence, and enforcing standardized but flexible processes and methods across their teams.
- Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.
Knowledge, Skills, and Attributes :
Sales business acumen - the skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on NTT Ltd's business requirements.
Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from NTT’s portfolio of services.
Sales client engagement & management - the skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth.
Success will require a detailed understanding of client needs, effective sales planning, and building trust, all while managing client expectations.
Developing the skills required to know your client, building effective & lasting relationships with them, and being seen as a trusted advisor.
Sales solution skills - the knowledge of NTT Ltd’s offerings, client applications, use cases, and market trends and the skill to apply them to the individual client and prospect situations that position the sales team member as an expert client advisor.
Success will require the ability to link NTT Ltd offerings, including high-value services to a specific client and prospect needs and outcomes.
- Sales resources optimization - building internal relationships, working with pursuit teams, and leveraging vendors as resources throughout the sales cycle.
- Sales pursuit - the skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients.
Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
- Sales strategy execution - The skills to ensure that the sales strategy is aligned to the business strategy.
- Sales business management - the skills to ensure that target setting and associated processes is aligned to meeting the target.
- Sales talent management & enablement - the skills to ensure that results are achieved through effective talent management.
Academic Qualifications and Certifications :
Relevant tertiary or postgraduate degree
Required Experience :
- Demonstrated and relevant experience in a similar role within a related environment
- Solid previous experience managing a sales team across a large geography
- Demonstrable experience dealing with clients and engaging to influence sales
- Previous demonstrable experience in the sales leadership role
- Excellent strategic and operational planning experience
What will make you a good fit for the role?
