Industry Manager - Strategic Accounts - Office Automation

Job Purpose

Responsible for hunting, qualifying, developing the sales strategy and plan for the Specified Vertical for Information Management and establishing a strong sales relationship with key CxO in ET500 Accounts.

Job Role:

Achieving Revenue Targets

- Develop an action plan to map all key customers which will be a strategic asset

- Devise a plan of attack on these accounts according to the profile of each of them, focusing on the strategy of retaining our Base accounts, and Target accounts of Competition (Win back accounts)

- Hunt Large Project Opportunities (LPOs) and create attack plan for the same based on winnability. Especially demonstrate effective control over competitive pricing, technology differentiation and strong relationship to ensure win

- Collaborate and leverage the Products & Solutions team to pitch and sell our solution to the customer

- Work with Marketing to ensure development and implementation of Business Development programs and activities to support annual sales objectives by targetting sub-vertical Customer opportunities

- Effectively implement Information Management sales plans to introduce new products, expand revenue and dominate market share in the Specified Vertical

- Create, manage and effectively deliver on Sales Forecast and Pipeline on a weekly basis

- Relationship Management with key stake-holders for the Specified Vertical - end customers especially CxOs, industry bodies and ISVs

- Analysis of business and technology objective of the Accounts and mapping internal and external offerings to ensure that solutions are complementary to business vision of each Account.

Market Information

- Collect and analyse market data on current trends, competition activities and latest developments in the Specified Vertical

- Provide regular market related information/updates to the management to build future strategies, take timely corrective measures and new product development

- Collect customer feedback on products and services.