Regional Sales Executive - ERP Solutions

Job Overview:

Responsible for meeting and/or exceeding the Company's annual revenue and booking quota for assigned Enterprise territory. Identifies, develops, and retains new and existing business relationships. Develops sales opportunities through prospecting, cold calling, and leveraging third party relationships. Responsible for sales account management and customer satisfaction. Reports to the Regional Sales Director.

Responsibilities:

- Consistently negotiates and closes new and existing business.

- Develops and maintains an effective business, sales, and marketing plan for assigned territory.

- Develops strategies to generate cost effective sales leads.

- Properly forecasts monthly, quarterly, and annual revenue numbers for assigned territory.

- Documents all sales contacts and activities in Concur's sales tools and systems.

- Effectively demonstrates and presents Concur's Employee Spend Management Solution.

- Consistently maintains a reasonable number of new weekly face-to-face prospect meetings.

- Develops sales strategies that link prospect's business drivers to Concur's Employee Spend Management Solution.

- Establishes feedback mechanisms from customers, prospects, and partners to the Marketing department.

- Provides constant feedback to Sales management on the territory environment.

- Accurately qualifies and prepares Pre-Sales Consultants and Services staff for customer demonstrations and presentations.

- Shares input with other departments in preparing sales materials and technical publications.

- Be aware of, and comply with, all corporate policies.

Position Requirements: Education, Experience & Training required:

- BA in a business or technical related area of study

- Minimum of 8 years experience selling ERP or financial solutions

- Ability to pass a background check.

Job Specific Specialized Knowledge & Skills:

- Successful experience identifying, qualifying, and closing new business.

- Demonstrated ability to develop and maintain effective business, sales, and marketing plans.

- Demonstrated knowledge of software direct and reseller sales channels.

- Strong knowledge of industry travel and entertainment products.

- Demonstrated ability to accurately forecast monthly, quarterly, and annual revenue.

- Demonstrated ability to successfully negotiate complex contracts.

- Strong ability to create sales presentation messages, positioning statements, and other sales collateral.

- Flexibility in work schedule is required.

- Various means of travel is required, including air travel.

- Demonstrated ability to work independently and achieve goals with minimal supervision.

- Ability to perform in a dynamic and fast-paced environment.

- Works under moderate supervision.

- Interacts with sales, marketing and external customers.

Critical Performance Competencies:

- Demonstrates different influence styles as appropriate to situation while maintaining positive relationships

- Builds and maintains trusting relationships with associates and customers

- Effectively transfers thoughts and expresses ideas using speech, and listening skills to influences others and gain support

- Adjust to new, different, or changing requirements

- Listens with objectivity and checks for understanding

- Persists despite obstacles and opposition or set backs

- Competitive, high achiever

- Holds self accountable for results

- Conveys a sense of urgency and drives issues to closure

Value Competencies:

- Displays passion for & responsibility to the customer

- Hires, develops & rewards great people

- Displays leadership through innovation in everything you do

- Displays a passion for what you do and a drive to improve

- Displays a relentless commitment to win

- Displays personal & corporate integrity

Madhusmita | Sr. Team Lead
T : +91 (0) 40-49181927 |M: +91 7660000711