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主题: Technical Sales Director-Beijing China MNC

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作者

Technical Sales Director-Beijing China MNC

Chang
[博客]

头衔: 海归少校

性别: 性别:女

加入时间: 2008/10/08
文章: 81
来自: HeadHunter
海归分: 21748

标题: Technical Sales Director-Beijing China MNC (1330 reads) 时间: 2010-2-09 周二, 13:14

作者：Chang 在海归招聘发贴, 来自【海归网】 http://www.haiguinet.com

Job Overview
This position is responsible to plan, execute, monitor and manage Technical Sales performance of a specified geographic territory. Work with Sales Management to ensure the Technical Sales organization is effectively able to drive and support Sales in aligning Company solutions to customers ' or partner's business objectives. Ensure through resource and time management that existing opportunities are properly staffed and that the region has scale and skill sets to support Sales opportunities. Also has responsibility to work with Sales and Delivery to ensure appropriate collaboration on Sales opportunities to achieve properly qualified customer or partner expectations.
Overall, this position is responsible for delivering positive, quantifiable results for Company and its customers/partners which will be measured across five primary areas:
 Customer Focus: Oversee optimization of the overall customer/partner experience across assigned territory
 Financial Targets: Meet or exceed Company's stated financial quotas and targets
 Internal Business Processes: Demonstrate proficiency with Company's internal processes, systems and support structure
 Professional Development: Demonstrate increasing proficiency and skill
 Leadership, Teamwork and Planning: Mobilize and effectively run and develop direct and virtual team(s)
Key Responsibilities
 Customer Focus
 Guide Technical Sales staff in acquiring knowledge of customers' businesses, partner offerings, and competitive landscape and operational processes
 Help team members build and maintain relationships with key executives and decision makers, taking the lead as necessary.
 Build long-term partnerships and trust
 Prioritize efforts to pursue the most pervasive customer needs that Company can successfully address within assigned territory and align the efforts of their partners in the business accordingly.
 Understand and navigate customer's buying process and the partners procurement policies through distribution.
 Support sales teams to Measure and Communicate Value Delivered to Customer and partners to ensure strength of relationship.
 Understand Company's vision, strategy and key customer initiatives (for example: SupportConnect, Product Advisory Councils and Beta Programs, etc.); support sales teams to ensure that customers and partners in the region are consistently kept informed.
 Understand customer and partner survey results/trending and respond to changing customer needs
 Support sales teams by participation in customer and partner meetings as needed.
Financial Targets
 Meet or exceed stated financial targets.
 Create, maintain and manage to plans to meet or exceed financial targets.
 Manage, measure and accurately predict financial outcomes.
 Manage territory-wide opportunities and transactions to ensure balance, long-term stability and sustainability of book-of-business.
 Analyze financial and performance metrics to plan for optimum performance efficiency and financial return.
Internal Business Processes
 Demonstrate mastery Company's approved methods and processes for:
 Territory Planning
 Partner Enablement Planning
 Account Planning
 Opportunity Planning
 Forecasting
 Quarterly Business Reviews
 Performance Management
 Need-based Sales Methodology
 Review and Approval Processes
 Demonstrate working knowledge and adherence Company's Code of Ethics and compliance requirements
 Explain and consistently enforce directives from senior management
 Ensure staff understands corporate policies and procedures.
 Ensure that proper security measures are applied and followed at all times.
 Enforce corporate policy with respect to equal employment opportunity, non-discrimination and other related policies.
Leadership, Teamwork & Planning
 Demonstrate proficiency in teambuilding and conflict management
 Recognize team members' roles, responsibilities, strengths and weaknesses in order to improve and optimize direct and virtual team effectiveness
 Demonstrate proficiency in navigating Company's internal processes and systems, and supporting roles
 Teambuilding, Coaching and Mentoring
 Demonstrate effective time management
 Demonstrated ability to effectively prioritize tasks
 Demonstrate effective partnering with Company's internal and external partners
 Work with employees to create personalized development plans through regular one-on-one reviews of skills and personal career goals; follow up to ensure that employees execute on their plans in a timely fashion.
 Use these reviews to identify possible successors, and provide them opportunities to broaden their experience and enhance their skills.
 Consistently reinforce the importance of Company's Core Values.
 Monitor and control the activities and performance of staff under their supervision, setting expectations and providing guidance and direction as needed.
 Ensure that the team receives regular training on Company's products, services and other initiatives, as well as skills training (such as account planning, better forecasting, listening and positioning skills, etc.), as appropriate.
 Hold regular team meetings and one-on-one meetings, to ensure the team is on track to meet business goals, provide consistent mentoring and coaching.
 Ensure appropriately qualified and/or experienced personnel are recruited, provided a complete orientation to Company's organization, policies and procedures, systems and strategy, (including administrative staff), formally introduced to all internal and customer contacts, and trained according to their individual needs.
Professional Development
The successful candidate shall seek education and show continuous improvement relative to the following areas:
 Team leadership, coaching and mentoring
 Comfort-level around Senior Management
 Articulate business cases / proposals to senior management (internal / external)
 Proposal development, negotiation, closing and booking business
 Business and industry acumen
 Problem solving skills and agility
 Competitor Awareness
 Consultative 'questioning' and Active Listening
 Oral and written communications and presentation skills
 Business Planning
 Financial Analysis
 Time Management
 Hiring, succession planning and corrective action
 Employee relations rules and regulations
Typical Role Definition
Business/Operational Leadership. Manages a department of significant scope and financial and operational impact. Fully accountable for meeting the strategic, and operating objectives of the department. Develops proposed budgets for approval and manages budget once approved. Develops others by encouraging accountability and enforcing performance standards. Ensures that group understands the need for and importance of continuous learning, skill acquisition and consistent application. Makes, or reviews others' selection, disciplinary, termination, and compensation decisions. Makes strategic and tactical business decisions that directly affect the department and affect the organization’s processes. May become involved in elevated issues arising from daily activities. Resolves complex problems that arise in everyday work. Develops and implements policies and procedures for the department to meet broad, but specific goals and objectives of the function; modifies goals in response to organizational changes. Analyzes and challenges current working methods to create improvements in processes and results. Works with senior management in initiating project related work that impacts functional operations. Planning time horizon is typically fairly short.
Job-Specific Authority and Scope
 Generally works without consulting their manager.
 Independent decisions are made daily.
 Examples of typical decisions without manager consultation:
 Decisions related to maximizing teams effectiveness
 Decisions related to increasing team efficiency
 Decisions that resolve scheduling conflicts of team members
 Typically has 6-10 direct reports.
 Typically has a total staff of 11-25.
 Typically has a geographic focus of Country.
 Typically manages a total budget of up to $10 million USD.
Business Travel and Physical Demands
Business travel of approximately 50 percent yearly is expected for this position.
Physical demands:
 Office environment. No special physical demands required.
Preferred Education
Bachelor's degree in a related field. An MBA or relevant graduate degree preferred.
Work Experience
Typically 10 or more years of experience in the IT Industry or related industry with a focus on solution development, solution selling. Prior management experience of Pre-Sales personnel and/or personnel with demonstrable Customer/Prospect interaction a plus.

Skills
 Experience in managing by influence within a matrix structure.
 Strong communication skills both verbal and written.
 Ability to rapidly gain credibility with and add value to key internal and external stakeholders.
 High degree of business and commercial experience and awareness cross industry.
 Strong ability to present Company's vision and solution approach.
 Strong leadership, planning, execution and the ability to manage in a virtual team environment.
 Experience in aligning strategy, programs and initiatives across a diverse sales organization.
Customer Focus: Act in ways that demonstrate customer and partner focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect.
Knowledge and Application of Company's Solution Sets: Know and understand Company's products and range of solution sets, how to identify the best possible solutions to meet customer's/partner's business needs and how to appropriately position Company solutions with partners and customers.
Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability.
Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience.
Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise.

Any questions please contact [email protected]

作者：Chang 在海归招聘发贴, 来自【海归网】 http://www.haiguinet.com

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