Sales Manager

Roles & Responsibilities

Customer focus

In charge of prospecting, promoting and selling identity and biometrics related solutions (IBS) to customers in Philippines
Be the primary sales interface for the assigned accounts, including business and administrative coverage
Interface with various resources within the Business Units to ensure the customer needs are fully addressed and that appropriate resources are allocated in due time to the account
Ensure the overall customer satisfaction. Build and follow the relevant recovery plans
Ensure consistency between the different local commercial approaches on IBS’s level in order to achieve both short to long term business results
Establish high-level strategic relationships with the accounts. Identify main contacts and decision makers. Facilitate the creation of relevant relationships for the appropriate IBS resources.
Create and implement a follow up process in order to monitor the customer actions.

Accounts acquisition

Collaborate closely with Bid Manager to set up tender response strategies and Bid process deliverables. Coordinate and manage tenders answer when a Bid manager hasn’t been appointed.
Be accountable for all named accounts revenue streams
Provide the accounts with product evolution inputs and roadmap definition

Accounts management

Follow the project implementations, set up a crisis management plan if necessary
Ensure that relevant Market information are communicated internally in IBS

Business development

Develop, propose and implement strategic planning for each country/account, in line with IBS’s sales strategy
Identify new opportunities and position IBS as a key partner within the accounts
Improve IBS’s offering by creating values and information sharing processes for efficient exchange of information about customers, competitors and industry
Create technical and sales synergies with third parties to enlarge the sales opportunities scope at the customers’

Requirements:

Education

Experience Level

Proven track records in winning large scale Government projects
A minimum of 10 years experience in solutions selling and large account management, ideally in the Biometrics-related projects / ID & Passport / Border Management / Law Enforcement / Digital Transformation

Competencies

Technical/functional Skills

Strong solution sales skills
Strong understanding of the Public Sector
Good business analysis and mid-term vision
Good communication skills
Negotiation skills
Knowledge of High-Tech market: Biometrics, IT system, smart card and document security
Marketing analysis skills
Good knowledge of Microsoft Office package

See also