Enterprise Account Manager - Testing/Measurement Solutions

Enterprise Account Manager for MNC Co. in Systems Solution Selling to Industrial R&D Labs and Research Centers

Opening for an Enterprise Account Professional for doing Sale of Testing Solutions to Industrial R&D Labs(Automotive pref.) and Research Centres.

About the Company :

About the Co : The MNC Company is a global supplier of Test Systems and Industrial position Sensors. The company provides test and measurement solutions to determine the performance and reliability of vehicles, aircraft, civil structures, biomedical materials and devices and raw materials.

Primary Objective : With aggressive expansion plans in India, the Company is seeking an experienced Systems Account Manager who will be responsible for accelerating revenue for products and services within a defined territory majorly working across automotive segment, in South India. By owning, managing and developing customers the core focus of this role is to find, manage and win opportunities to accelerate their growth in India and to achieve quota.

Major Areas of Accountability :

- Drive towards achieving and exceeding Sales Quota by creating, managing and winning sales opportunities by working jointly with appropriate members of the Co. & Business Partners.

- Maintains a healthy opportunity pipeline to ensure mid and long-term success.

- Develops and executes an annual Territory Plan to achieve specified sales volume, ensuring all prospects and customers receive the level of attention appropriate to their business potential.

- Builds successful relationships with Key Decision-Makers and Influencers in existing and prospective customers.

- Strategizes around Partner Management and builds Sales through Partners. Works with the partner to design, build and execute sales programs targeting customers to achieve pipeline and sales growth targets. Establishes partner performance criteria demonstrating achievement of partner sales and business plan objectives.

- Generates proposals/quotations, in accordance with standard procedures and pricing guidelines. Ensures proposal meets customer needs and clearly presents Co.'s value proposition.

- Develops and maintains knowledge and expertise of the following areas to enhance sales effectiveness :

- Co. capabilities, products, components and services and how they apply to customer needs for Material Testing, Ground Vehicles & Structures.

- Test methodology and Test technologies, and how to apply Co. offerings to satisfy specific customer requirements. Customer base, customer organizations, customer needs and market trends affecting customers.

- Continuously monitors and responds to competitor activities and provides timely reporting to sales management and marketing. Uses a system process to take opportunities through the pursuit cycle, ensuring each step is conducted and complete in a satisfactory manner prior to moving to the next step/stage. Performs administrative responsibilities about sales accountabilities, as required and other duties as assigned.

Qualifications :

- Bachelor/PG Degree of Engineering with minimum 10 Years of Experience

- Strong oral and written communications skills

- Ability to work with high degree of personal discipline

- Presentation skills and ability to interface and work directly with customers

- Ability to build relationships and build consensus among diverse stakeholders

- Knowledge of competitive products & Sales process

- Problem solving and analytical business skills

- Willingness to travel domestically 30-50% of the time, depending on the assigned territory

- Prior Knowledge in the field of Component / Structural Testing or R&D Lab products would be an added advantage.

Location : Chennai