Strategic Account Manager - France

Back to list >>

My client is a global supplier of end-to-end wireless solutions for wireless communications networks. They design, manufacture and market antennas, boosters, combiners, filters, repeaters, multi-carrier RF power amplifiers, tower-mounted amplifiers and advanced coverage solutions, all for use in cellular, PCS and 3G networks throughout the world.

Description:

PRIMARY RESPONSIBILITY

Responsible for developing and implementing effective and strategic sales strategies to increase revenue and manage retention for specific assigned accounts with focus on strategic operator environment. Sales and technical resources accountable for the overall wireless profitability, revenue growth and customer satisfaction for the strategic operator account.

Establishes and cultivates strong "preferred provider" relationships at all levels throughout the account, with focus at the senior levels of supply chain management, operations, PLM and research & development. Builds excellent client relationships offering value-added, insightful, and strategic input to their business. Establishes the ability to penetrate higher levels with operator accounts in order to make "deep sell" at strategic times within the revenue cycle.

Responsible for the development of strategic operator account strategies. Responsible for the implementation of such plans in accordance with agreed to milestones and objectives. Directs and oversees all business operational activity including development of forecasts, order fulfillment administrative issues, build plans and pricing proposals. Acts as focal point on all negotiations, conflict resolution and executive level issues. Advises the company's Executive Management on all matters pertaining to the Account.

Responsible for the maintenance of a comprehensive profile including:

• Annual sales quotas, plus MBOs.
• All areas of business opportunities for my client's current product capabilities, relative to current Product and Technology Roadmaps.
• All related business activity (parallel opportunities).
• The accounts tactical and strategic business development activity (market penetration achievements and plans).
• Account organizational activity (changes, adds, etc to the account organization charts).
• The plans, activity and achievement of the company's competitors.

Candidate Requirements:

Sales Objectives

• Annual sales quotas, plus MBOs.
• Identify and develop strategic initiatives based on trends, threats and opportunities.
• Develop and strengthen market share, revenue, and global sales growth within assigned accounts.

Customer Focus

• Manages customer perception. 100% accountable for external customer satisfaction.
• Evaluates and implements strategies to improve inefficiencies and drive problem solving.
• Co-develops strategic Customer Account Management plans and methodologies to enhance customer satisfaction.
• Responsible for regular travel to customer sites around the world to visit all customer sites, develop relationships, sales and solicit customer feedback as the business dictates.
• Participates in annual Customer Satisfaction Survey.
• Works closely with Account Manager to ensure customer operational needs are being met. Provides clear and effective communication to coordinate and orchestrate responses, feedback and positions to and from customer.
• Manages the business/commercial discussions, responses and commitments.
• Quarter-Over-Quarter Growth
• Develops, coordinates and negotiates proposals. Quotes prices, prepares and presents proposals and provides information regarding terms of sales and delivery dates.
• Generates detailed tactical and strategic account plans (3 months, 6 months and 12 months).
• Directs and oversees all business operational activity including development of forecasts, order fulfillment administrative issues, build plans, pricing proposals.
• Demonstrates good judgment, weighing near term account objectives with my client's near term and strategic best interests.
• Coordinates reports and updates senior management as required.
• Present projects to PAC.

Budget Management

• Adheres to travel & expense budgets.
• Does not exceed sales expense budget.

Final Statement:

This is a thriving, growing company who had one of the busiest stands at the GSMA conference in Barcelona this year! It is an excellent opportunity for a strong account manager, either based in France or in Europe who speaks fluent French at business level.

Location: France