1. Strategy & Planning
- Develop and implement own sales strategy\plan to achieve target
- Develop and manage a sustainable pipeline to achieve designated sales target and profitable revenue.
- Financial skills to construct business case based on decision making criteria
- Plan weekly sales activities to develop pipeline and deal opportunities
2. Sales Activities
- Develop proposals; technical negotiation with customers; ensure deals deliver shareholder value.
- Leverage on community relationships to maximize sales.
- Engage in client executives’ relationship (C-Level) and understanding of the client business drivers to develop win themes, FBMY MPS & ITESS offerings and appropriate pricing and execution models to help the team win deals.
- To analyze sales performance and manage the review and inspection to eliminate risks to the plan and to capitalize on incremental opportunities.
- Conduct preparation of sales pitch, presentation, proposals / bids, contract negotiation and compliance with deal governance process, contract commitments and commercial risk assessment.
- Develop and maintain network of business contacts with prompt communication with customer.
- Collaborate with account managers to develop sales strategies that generate new business at the same time maintaining healthy profit level.
- Present to customer on the services and able to articulate the benefits to the customer clearly.
- Able to develop ROI calculations for customer.
- Collaborate with Business Analyst on strategy to uncover current state data for analysis.
- Develop winning strategy with the team and provide inputs to Solution Design developed by Solutions Architect.
- Daily update of sales tracking tools and reporting on daily activities through CRM (Salesforce).
- Provide weekly reports to manager on a timely basis.
- Engage with pre-sales & solutions team to come out with creative customer focused solutions.
- Become the “trusted advisor” on MPS & ITESS Services to address the client’s business challenges.
- Upsell and Cross-sell additional IT product/services to existing customer.
3. Compliance
- Ensure compliance to the policies and procedures set by the company.
- Ensure all deals adhere to Deal Governance Process compliance.
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