Posted on :
18 Nov, 2010
18 Nov, 2010
Invensys is a global technology and controls group focusing upon industrial automation, rail transportation and controls. At Invensys we believe great ideas come from great people. Our customers help us to challenge the conventional way of doing things as we strive to find new and better ways to get the right results for our clients and each other. If you thrive on tackling complex issues and want the freedom to design your own career path you’ll be welcome here. Invensys Nigeria recruits WW Channel Manager
IPS Client Sales Executives (CSE’s) are members of a highly specialized team of sales professionals in IPS responsible for the development and closing of all new business in their respective industry segment or territory. The Client Sales Executive takes on an individually tailored portfolio of existing and strategic targeted prospects and clients. The CSE then directs all sales relationship management, business development, and sales activities with these clients and is solely accountable for all new services from inception to contract closure.
The IPS Client Sales Executive is accountable for new revenue generation at appropriate margin levels across all services and for all clients in their industry portfolio. Responsibilities The Client Sales Executive is responsible for the establishment and maintenance of the sales relationship with each client/prospect in their portfolio at every level from the (CxO) executive suite to departmental line managers. The CSE drives new business through the identification, development, negotiation, and closure of new services agreements with prospects and clients, and participates in the subsequent maintenance of client relationships. They target potential leads, qualify them, and lead the IPS pursuit team in crafting and positioning the deal.
To this end, they leverage their industry and financial business knowledge to create demand and persuade through the development and presentation of compelling purchasing rationales. Product, Services and Solution agreements will encompass all IPS offerings and range in scale from short-term consulting engagements to complex, multi-service, multi-year and global partnerships. Specific new sales/revenue and profit margin targets are established annually by management for each CSE.
Additional CSE responsibilities include the smooth transition of new business from sales to delivery, coaching and mentoring account delivery leaders on client relationship management issues, providing feedback on customer wants and needs to the IPS strategic portfolio function, ensuring compliance with IPS sales processes and new business approval requirements, coordinating the relationship between key client personnel and IPS senior executives, and leading or coordinating global relationship management initiatives with other geographic units of IPS focused on the same client. The CSE also shares industry, deal, and sales best-practice knowledge with the IPS sales community and may mentor and coach other Client Sales Executives. Job Essential Functions IPS Client Sales Executives are responsible for managing the entire sales process from identifying prospects to negotiating contracts.
Other job essential functions include, but are not limited to, the following:
• Create and maintain territory sales plan
• Identify prospects and create entry strategies for each
• Utilize business and financial knowledge to create value propositions
• Execute competitive sales tactics to win business
• Coordinate deal crafting and positioning
• Lead or participate in contract negotiations
• Manage demand and qualify opportunities Career Development
The career development opportunities for IPS Client Sales Executives are outstanding. Client Sales Executives have the opportunity to deepen and broaden their portfolio of clients in the context of IPS’ continued growth and expansion. Significant opportunities for international sales leadership and global relationship management are available. Beyond this, it is not uncommon for Client Sales Executives to transition into Client Executive roles within IPS which encompass both business development and full operational (people, P&L and customer satisfaction) responsibility for IPS business.