JD of Key Account Director

POSITION:    Key Account Director – Lenovo

LOCATION:    Shanghai/Beijing, China

JOB TYPE:     Sales/Account

REPORT TO:    Head of Supply Chain Management Asia

COMPANY:     Top ERP/SCM firm, a leading provider of innovative supply chain management, merchandising and pricing excellence solutions worldwide

KEY RESPONSIBILITIES:

  • Conducts oneself in a professional manner at all times with Lenovo’s key management executives and internal associates.
  • Determines, develops and executes sales process, strategy and tactical penetration plans for Lenovo within specified target segment.
  • Develop and manage relationships with key executives of Lenovo 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 Lenovo.
  • 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 Lenovo 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 Lenovo.
  • Manages to detail regarding Lenovo’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.
  |  8 years working experience in HR service industry, including more than 6 years headhunting experience focus on IT industry, especially application software, e-commerce and web-game industry, accumulate solid technical and management positions recruitment experience.  |  more
              
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