Job Description
Engage with customers to create demand and drive growth while ensuring the delivery of strong profitable outcomes for GSCO Indonesia.
How You Will Contribute And What You Will Learn
Engage with customers to create demand and drive growth while ensuring the delivery of strong profitable outcomes for GSCO Indonesia.
- Responsible for customer engagement and owner of the sales case through the whole sales cycle (including opportunity & offer strategy, defining expected winning price and customer price presentation) as per GSCO priorities
- Responsible for creating and maintaining the opportunity
- Responsible for order intake forecasts
- High priority Operational responsibilities
End-to-end accountability for select account(s) within the GSCO Customer Team, including safety, market share, orders, sales, sales margin, contract execution
- Own overall sales case(s) and close deals, with sales involvement throughout all the sales phases
- Drive Sales opportunities/funnel growth and be responsible for correct and up-to-date funnel data and order intake forecasts (IFRS and O2E)
- Contribute to development and execution of the Account Plan. Participate in the development and execution of new sales initiatives and new business development programs to drive incremental business
- Develop and drive the opportunity strategy and win plan
- During offering phase, be accountable for overall Offer strategy & development & negotiation
- Responsible for Hand-over of offer/contract to Delivery for execution
- Bid debriefing and contribution to Win/Loss analysis
- Consolidate customer pricing into customer specific format (Customer Price files (CPF)) with input and validation from Pricing Manager
- Responsible to plan G4 & G5 dates and trigger L2D preparation
- Convert Leads to contacts and opportunities (including e.g., Digital Proposals )
- Create and manage Trials and Demos PSR
Manage customer satisfaction and proactively drive resolution of all issues
- Customer engagement & satisfaction management
- Build and maintain customer relations and create business opportunities, helping drive and coordinate sales activities towards the customer.
- Provide customer and market intelligence, insights and needs to relevant internal stakeholders
Additional responsibilities in complex multi-BG cases:
- Align with Lead Solution Manager to determine high level opportunity scope, initial lead BG/supporting BGs identification
- Perform Opportunity Qualification (no G2 bypass) in alignment with BGs
Key Skills And Experience
- 15+ years of sales experience in the telecommunications industry, with proven success as a senior sales manager supporting Tier 1 telecom operators.
- Proven track record of exceeding sales targets, developing and executing sales strategies contributing to revenue growth, and navigating complex sales cycles.
- Ability to think strategically, analyze client needs, develop innovative strategies and solutions, and execute methodically in a fast-paced, dynamic environment.
- Possess a deep understanding of the market, telecommunications domains, and current and new technology trends, with the ability to navigate and excel in a complex sales environment.
- Effective communication, interpersonal and presentation skills with the ability to engage with and develop a strong rapport with clients at all levels, including the C-level.
- Ability to build trust, establish rapport, and nurture long-term client relationships. Established relationships with customer CxOs and leaders is highly beneficial.
