Job Description

Brief Description:
Act as Sales Specialist to deliver sales figure and contribute to IT Infrastructure solution that strike across Network Services and Enterprise Group business in NEC Corporation of Malaysia (NECoMAL). Support NECoMal\xe2\x80\x99s IP Solution sales figures.

Main accountabilities (100% of total time spent)

• Operate as the single point of contact for designated customers
• Build and maintain good customer relationship in all level
• Ensure on time and success delivery of solutions according to customer needs and objectives
• Communicate monthly/quarterly initiatives progress to internal and external stakeholders
• Forecast and follow-up key account metrics
• Identity and grow possible opportunities
• Build IP infrastructure pipeline including network, security, server, storage, back up, datacentre , end point , virtualization & Cloud solution

Deliverables are:-

Account Management

• Setting sales targets in consultation with GM for Network Services and GM for Enterprise Group Division.
• Responsible to meet and overachieve sales quota given that is measured in Order, Sales revenue and margin (profitability of the project), ORV, SLS and GP based targets. Cultivate and expand the sales opportunity.
• Develop and maintain excellent business relationships with customers and business partners. Customarily and regularly engaged with decision makers at client facilities in performing primary duties.
• Liaise with Presales, Project and Technical Support team on demo, proposals, and projects. Conduct Product / Solution presentations and demonstrations.
• Prepare sales reports, proposals & business plans incremental visibility into pipeline and development of sales force competency versus market environment.
• Guides other departments by researching and interpreting accounting policy; applying observations and recommendations to operational issues.
• Avoids legal challenges by understanding current and proposed legislation; enforcing accounting regulations; recommending new procedures.
• Accomplishes accounting and organization mission by completing related results as needed.
• Collaborate with Client Account Rep and work as a team to strategize win plan on a project or a customer engagement
• Required to provide 90days plan quarterly
• Required to provide win plan for potential projects that exceed RM5million and above
• Required to be compliance to NEC standards and compliances
• Required to be able to be proactively engage with different team in NEC to strategize activities together
• Required to be able to lead the team in essence when the project contribute majority is IP Solution

Develop Sales Pipeline

Develop new sales leads on designated account or through own initiative

• Identify and qualify opportunities through customer interfacing, phone prospecting and solicitation.
• Develop constant awareness of customer needs, influencers, buying patterns/motives, objections, and expectations.
• Ensure client\xe2\x80\x99s requirements and expectations are managed and met.
• Ensure appropriate resources are aligned, follow-up meetings are scheduled, and solution plans are in place.
• Build potential partnerships and organize strategic business development campaigns.

Education

• Bachelor Degree/Master\xe2\x80\x99s Degree in any principle but preferred technical
• Possess other relevant professional qualification
• Diploma holders with relevant working experience are encouraged to apply

Work experience

• Have at least 3 years of experience in a similar capacity, preferably selling IT Infrastructure Solutions.
• Preferably with experience handling multinational company / corporate customers / Project Teams and Consultants/ ICT related industries / Telecommunication / System Interpretation for total solution.
• Possess working knowledge and skills in go-to-market strategies, upselling, cross-selling solutions sales.
• Knowledgeable of rules and guidelines of IT industry and willingness to learn new technologies. For open tenders, knowledge of the local public sector market and procurement methods is desired.
• Preferred proven sales track record and ability in identifying and developing new sales opportunities (market intensification).
• Proficient in spoken and written English and Bahasa Malaysia. Proficient in spoken and written Chinese is an added advantage.
• Computer literate. Proficiency in Ms Word, Ms Excel and Ms PowerPoint with good business plan writing skills.
• Aggressive/Results-Oriented, Self-Starter, Customer Focus, High Integrity, Confident, Strong Networking Skills, Team Player, Analytical, Flexible, Adaptive, Proactive, Interactive, Accountable, Resourceful and Trusted Change Agent. Good Communication, Presentation, Selling and Negotiation Skills.
• Able to work independently with minimum supervision and willing to travel. Possess own transport.

Competency profiles

General Skills

• Sales Forecast & Management (Pipeline, Account Win plan, 90days activities SMART plan, and accurate forecast with judgement and strategic thinking)
• Marketing Generalist (Proficient level)
• Emotional Intelligence (Advanced level)
• Analytical and Structured Thinking (Proficient level)
• Communication (Advanced level)
• Quality of Work (Advanced level)
• Cost Consciousness (Proficient level)
• Teamwork/Collaboration (Advanced level)
• Customer Focus (Advanced level)
• Problem Solving Skills (Advanced level)
• Passion for Innovation (Advanced level)
• Drive Changes (Proficient level)

Technical Skills

• Product Portfolio Understanding (Advanced level)
• Selling Skills (Advanced level)
• Business Intelligence and Analytics (Proficient level)
• Negotiation skills

NEC Corporation