Duties and Responsibilities
Customer Needs Clarification
-Set clear objectives for each sales call; develop and make presentations that are tailored to the known interests, needs, issues, and concerns of decision-makers and influencers within the customer organization; gather and analyze relevant information; and gain agreement to a statement of customer requirements.
Customer Relationship Development / Prospecting
-Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision-makers and influencers within the customer organization and to enable effective two-way flow of information and resolution of issues.
Customer Relationship Management (CRM) Data
-Oversee the implementation and maintenance of the CRM system within the area of responsibility, identifying and communicating opportunities for system improvement that may enhance the management of customer relationships.
Sales Opportunities Creation
-Develop a personal network within the business sector and represent the organization at business sector events. Obtain market intelligence and enhance the visibility and reputation of the organization, its products, and its services.
Sell Customer Propositions
-Configure a complex product-and-services solution and associated contractual terms that meet the customer's mid- to long-term needs, taking input from relevant internal specialists. Present the solution to customer representatives and negotiate agreement within a predefined range of commercial parameters, or, alternately, review sales proposals from team members and authorize those that deviate from standard terms, escalating issues to senior management where appropriate.
Operational Compliance
-Monitor and review performance and behaviors within area of responsibility to identify and resolve noncompliance with the organization's policies and relevant regulatory codes and codes of conduct.
Performance Management
-Manage and report on the performance of a substantial, diverse team; set appropriate performance objectives for direct reports or project/account team members and hold individuals accountable for achieving them; take appropriate corrective action where necessary to ensure the achievement of team/personal objectives.
Personal Capability Building
-Act as subject matter expert in an area of technology, policy, regulation, or operational management for the team. Maintain external accreditations and in-depth understanding of current and emerging external regulation and industry best practices through continuing professional development, attending conferences, and reading specialist media.
Promoting Customer Focus
-Develop internal marketing plans and work collaboratively with other departments to improve internal relationships and build strong external customer relationships.
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