Global Account Manager (Hong Kong)

GN Audio
Hongkong - Hong Kong
Published: April 05, 2018
PRIMARY RESPONSIBILITIES: (these tasks include but are not limited to)
Customer Sales
• Identify customer prospects within large, decentralized complex Global accounts and organizations, and follow up on identified prospects to create new business opportunities for sales pipeline development
• Effectively utilize solution sales process and CRM to build and manage an appropriate customer opportunity pipeline to meet sales objectives
• Utilize global account management skills to execute sales plans to capture customer category share and ensure a long term relationship delivering recurring revenue in all regions.
• Develop and leverage reseller and strategic alliance partnerships to penetrate customer accounts, identify opportunities, generate run rate revenue and manage sales projects through to close
• Provide customer feedback and market insight to the organization in support of the Jabra go-to-market strategy, programs and offerings
• Manage individual OPEX to within annual finance guidelines

Account Management
• Develop and execute Global Account sales plans with the objective of capturing market share, exceeding Regional and Global revenue goals, gross margin targets and other key metrics
• Establishes productive, professional relationships with key personnel in assigned customer accounts in order to conduct account mapping.
• Coordinates the involvement of company global personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
• Leads account planning process for assigned Global customers that develops mutual business and performance objectives, as well as financial targets with critical milestones for a one and three-year period.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis and coordinates engagement of support staff as needed.
• Engage and align with other regions globally as needed for account-specific knowledge transfer and to communicate/collaborate on account planning.
• Project implementation and coordination to identify issues and recommend solutions while conducting recurring evaluation (6 month updates)
• Manage customer proof of concept and product testing/qualification projects
• Help customer identify product use cases per employee profiles, delivering value added customized product and service solutions
• Manage activities related to targeted account sales/marketing campaigns and/or programs
• Establish and cultivate strong relationships with key local players from the Jabra Reseller and Strategic Alliance partner community
• Input, manage and analyze data from customer sales systems (CRM/Zyme) and other resources to create and implement financially sound sales strategy
• Initiate discussions with management regarding trends that may affect success, recommend solutions and appropriate courses of action

REQUIRED EDUCATION AND EXPERIENCE
• Bachelor’s degree in Business
• Minimum 7-10 years of National or Global End Customer sales experience
• Experience selling through indirect channels
• Successful experience presenting to groups and ‘C’ level contacts
• Experience in telecommunication/Technology is preferred
• Enterprise Account Management and Sales Project Management experience is beneficial
• International Experience a plus

SKILLS AND KNOWLEDGE
• Customer Centric Focus: Ability to develop strong Customer relationships using excellent sales process and account management skills
• Proficient in using CRM and Microsoft Office applications to manage sales territories and meet management reporting responsibilities
• Possesses excellent verbal and written communication skills
• Ability to capture, process and analyze data to make intelligent decisions
• Ability to work in a Global team sales environment
• High Performance Sales professional that has demonstrated sales Excellence in a Global or National Account position
• Sound, independent decision-making
• Resourceful and dynamic with the ability to quickly problem solve while interacting with clients, and articulate those thoughts with clarity and professionalism.
• Ability to recognize and balance the immediate needs and short term requirements while maintaining long term objectives
• Possess strong business and financial acumen
• Ability to work from a home office. Self-directed, self-motivated, independent professional with effective time management skills

Travel: Potential for travel of up to 60% (Domestic + International)