SENIOR SALES SPECIALIST

Description of Activities:

• Lead or participate in contract finalization negotiations. Ensure that customer concerns are addressed and resolved throughout the negotiation and contracting process. Under the supervision of senior sales colleagues, identify and qualify pipeline-building opportunities that meet the needs of target accounts.
• Be accountable for revenue, Total Contract Value (TCV), and margins for the portfolio products in which they specialize and which are sold within the relevant sector.
• Develop a compelling value proposition and winning strategy for all qualified opportunities. Create a closing action plan and contribute to its execution. Prepare any required administrative reports as needed. Oversee the development of the overall sales pipeline for assigned accounts.
• Actively and personally build relevant customer relationships that support the execution of the overall account plan. Play a business development, influencing, and networking role with customers and relevant partners for the designated portfolio products.
• Coordinate customer engagement activities within a specialized portfolio.
• Identify and influence decision-makers, influencers, and other stakeholders (both internal and external). Determine and implement appropriate methods to influence stakeholders and engage effectively with them.
• Provide pricing information and written quotations to customers and partners. Participate in customer site visits and presentations alongside other team members.
• Contribute appropriately, in collaboration with the bid team, during the proposal review process.
• Provide management with accurate monthly forecasts and regular updates within agreed deadlines.
• Comply with the company's governance procedures and sales management tools, including the CRM (Customer Relationship Management) database, to manage campaigns across regions and borders, and complete any required administrative tasks.
• Maintain a high level of expertise and knowledge of products, services, solutions, market trends, and competitors.
• Identify, motivate, and communicate with virtual teams effectively to support and advance qualified opportunities.