Account Manager (Submarine Network)

Job Position: Account Manager Act as Sales Specialist to deliver sales figure and contribute to Submarine Network Division solution (Submarine Network Services and Fibre Optics Cables) across selected market sectors in Malaysia. This Sales Specialist will be accountable on Order quota, Sales (Revenue) quota, GP (Margin) quota and sales measurable activities under the KRA. As a Sales Specialist required to identify sales leads, pitch on the solution and services to new clients and existing customer with maintaining a good working relationship with new and old contacts. Able to work with inter-department business unit’s Sales Specialist and NEC CoE (Center of Excellence) team on all project / tender that NEC participating directly or with our NEC Partner. Main Accountabilities: Operate as the single point of contact for designated customers Build and maintain good customer relationships in all levels Ensure on time and success delivery of solutions according to customer needs and objectives Communicate monthly/quarterly initiatives progress to internal and external stakeholders Forecast and follow-up key account metrics Identity and grow possible opportunities Build Submarine Network and Fibre Optics Cable pipeline Provide tidiness and accuracy Sales Forecast leveraging on NEC GPM system, update regularly to report on Commit, Upside, Win and Lose projects Responsible to meet and overachieve sales quota given that is measured in Order, Sales revenue and margin (profitability of the project) – Commission & Quota base Targeting Enterprise and Services Providers customers. If the person have existing enterprise customer will be a plus point. Enterprise customers can be from corporate, FSI, Government, GLC, Manufacturing and Conglomerate Deliverables are: - Account Management: · Responsible to meet and overachieve sales quota given that is measured in Order, Sales revenue and margin (profitability of the project), ORV, SLS and GP based targets. Cultivate and expand the sales opportunity. · Develop and maintain excellent business relationships with customers and business partners. · Customarily and regularly engaged with decision makers at client facilities in performing primary duties. · Liaise with Presales, Project and Technical Support team on demo, proposals and projects. · Conduct Product / Solution presentations and demonstrations. · Prepare sales reports, proposals & business plans incremental visibility into pipeline and development of sales force competency versus market environment. · Guides other departments by researching and interpreting accounting policy; applying observations and recommendations to operational issues. · Avoids legal challenges by understanding current and proposed legislation; enforcing accounting regulations; recommending new procedures. · Accomplishes accounting and organization mission by completing related results as needed. · Collaborate with Client Account Rep and work as a team to strategize win plan on a project or a customer engagement. · Required to provide 90days plan quarterly. · Required to provide win plan for at least 1 potential mega project that exceed RM3million and above. · Required to be compliance to NEC standards and compliances (include IAC = Internal Approval Criteria). · Required to be able to be proactively engage with different team in NEC to strategize activities together. · Required to be able to lead the team in essence when the project contribute majority is GNS. · Goal Setting planning with Submarine Division BU Head. · Required to have existing Enterprise customers will be a plus point. Develop Sales Pipeline: Develop new sales leads on designated account or through own initiative. · Identify and qualify opportunities through customer interfacing, phone prospecting and solicitation. · Develop constant awareness of customer needs, influencers, buying patterns/motives, objections and expectations. · Ensure client’s requirements and expectations are managed and met. · Ensure appropriate resources are aligned, follow-up meetings are scheduled and solution plans are in place. · Build potential partnerships and organize strategic business development campaigns. Other Business Assignments: As assigned by Head of Submarine Network Division Degree of independent decision-making: · Act on decision that impact the sales dept and affiliate · 50% of independent decision can be made by this position · 50% of decision need to be rectified by immediate superior / Head of Submarine Division · Preferred to have own Enterprise Customer whom can cultivate and explore into potential opportunities to close for the year Percentage of job scope i.e. working away from the home country: · 100% Malaysia · Travel abroad for trainings, congress, seminars and meetings. · Home country= Malaysia Education: · Bachelor Degree/Master’s Degree in any principle but preferred technical · Possess other relevant professional qualification · Diploma holders with relevant working experience are encouraged to apply Work Experience: · Have at least 5 years of experience in a similar capacity, preferably selling IT Infrastructure Solutions, Network Infrastructure and/or Cyber Security. Telco experiences would be preferable. · Preferably with experience handling multinational company / corporate customers / Project Teams and Consultants/ ICT related industries / Telecommunication / System Interpretation for total solution. · Possess working knowledge and skills in go-to-market strategies, upselling, cross-selling solutions sales. · Knowledgeable of rules and guidelines of IT industry and willingness to learn new technologies. For open tenders, knowledge of the local public sector market and procurement methods is desired. · Preferred proven sales track record and ability in identifying and developing new sales opportunities (market intensification). · Proficient in spoken and written English and Bahasa Malaysia. Proficient in spoken and written Chinese is an added advantage. · Computer literate. Proficiency in Ms Word, Ms Excel and Ms PowerPoint with good business plan writing skills. · Aggressive/Results-Oriented, Self-Starter, Customer Focus, High Integrity, Confident, Strong Networking Skills, Team Player, Analytical, Flexible, Adaptive, Proactive, Interactive, Accountable, Resourceful and Trusted Change Agent. Good Communication, Presentation, Selling and Negotiation Skills. · Able to work independently with minimum supervision and willing to travel. Possess own transport. Competency: General Skills · Sales Forecast & Management (Pipeline, Account Win plan, 90days activities SMART plan, and accurate forecast with judgement and strategic thinking) · Marketing Generalist (Proficient level) · Emotional Intelligence (Advanced level) · Analytical and Structured Thinking (Proficient level) · Communication (Advanced level) · Quality of Work (Advanced level) · Cost Consciousness (Proficient level) · Teamwork/Collaboration (Advanced level) · Customer Focus (Advanced level) · Problem Solving Skills (Advanced level) · Passion for Innovation (Advanced level) · Drive Changes (Proficient level) Technical Skills · Product Portfolio Understanding (Advanced level) · Selling Skills (Advanced level) · Business Intelligence and Analytics (Proficient level) · Negotiation skills