JD of Global Account Director

POSITION:    Global Account Director

LOCATION:    Shanghai/Beijing, China

REPORT TO:    Vice President, AP

COMPANY:     Top ERP/SCM firm, a leading provider of innovative supply chain management worldwide

KEY RESPONSIBILITIES:

  • Conducts oneself in a professional manner at all times with Key Account’s key management executives and internal associates.
  • Determines, develops and executes sales process, strategy and tactical penetration plans for Key Account within specified target segment.
  • Develop and manage relationships with key executives of Key Account and acts as a trusted advisor.
  • Assess opportunities and manage the projects with high sales growth potential.
  • Develops compelling value propositions based on ROI cost/benefit analysis.
  • Engages in competitive sales opportunities by utilizing our internal consulting team and partner relationships.
  • Ensures all operational components of the sales cycle (such as pricing and process) are thoroughly planned, presented and delivered to Key Account.
  • Escalates issues that may have negative financial impact.
  • Executes against the major steps of the sales process: identify new business opportunities, qualify new opportunities, and close new business
  • Identifies and drives to closure additional business opportunities within the Key Account account.
  • Identifies and utilizes appropriate internal resources to engage in sales cycles.
  • Identifies business plan and strategy, key decision makers, key performance indicators, and budget constraints.
  • Keeps individual expenses under budget.
  • Maintains an accurate, comprehensive and updated software sales forecast.
  • Maintains high levels of customer satisfaction and loyalty with Key Account.
  • Manages to detail regarding Key Account’s contact management information through the entire sales lifecycle process.
  • Maximizes sales, maintenance and service potential from each engagement.
  • Minimizes overhead transaction costs incurred during engagement.

QUALIFICATIONS:

  • A self-motivated, proactive & independent candidate who understands software solution sales cycle.
  • Bachelor’s Degree or equivalent work experience required.
  • Experience and success in selling high value, enterprise software solutions.
  • Experience in managing strategic account in big deal size.
  • Experience and success selling licenses, cloud, and implementation consulting services.
  • Experience selling in manufacturing, supply chain, transportation, retail or technology vertical is highly preferred.
  • Demonstrated sales quota attainment track record a MUST.
  • Knowledge of account development strategies.
  • Proven new business development skills.
  • Outstanding presentation, facilitation, communication and negotiation skills.
  • High comfort level and presence with senior or C-level executives.
  • Outstanding customer-focused Account Management skills.
  • Extensive travel required.
  |  10+ years' experience in executive search industry. He had held senior positions in the largest international executive search firms and the largest domestic executive search firm. Alan has demonstrated an illustrious and consistent track record of successes in account management as well as assignment delivery.  |  more
                   
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