Key Account Director - ATM Sales

Job Title :

Key Account Director - Sales

Position Summary :

Primary responsibility will be to open up new opportunities with existing and new customers through hardware, software and solution selling. Additionally, will manage ongoing customer relationships and ensure client is top of mind for all customers.

Organizational Relationships :

- Reports to - Sr. Director - Sales & Marketing, South Asia

- This position works closely with:

- TIS, MS, SCM, Service

- Additionally, the following external relationships will be required of this position:

Client / Vendors :

Scope Of Responsibility :

- Target customers include private/public banks, independent deployers, payments, system integrators, etc. Managing Tier Top 2 or 3 accounts PAN India and / or region within India

- Responsible to manage 2-4 Direct Reportee (Team Management)

Essential Functions :

Customer Focused Strategies And Account Planning (Develops grounded strategies and account plans to achieve goals) :

- SME on challenge/solution/concept selling. Can innovate on these topics as needed

- Influences client solutions' direction to tap into unmet customer needs that will trump any existing competitor offer

- Ability to consider multiple situations, prioritize based on facts and make independent decisions on the opportunity/forecast

- Integrated go-to-market plans for the entire customer set

- Brings a country lens to product mix, inventory and new solution recommendations

Commercial Focus (Leverages customer relationships into new opportunities and better pricing) :

- Develops relationships with key senior customer management and the C-suite

- Elevate the relationship to a strategic level and become a thought partner to the customers. Proactively pursue new opportunities by helping the stakeholders identify unmet needs (both for existing and new customers)

- Bring an integrated perspective to the contracts (pricing and operating terms). Ensure customer internalizes the cost/benefit

- Prioritize pipeline and re-map customer engagement regularly

Operations Management (Drives operating levers to ensure business growth) :

- Drives OTC cycles lower through customer influence, process innovation and team coaching

- Evangelizes the importance of cash

- Standardizes internal processes and removes roadblocks

Execution (Manages projects and translates OE into actual revenue) :

- Creates tools/processes to drive visibility into manufacturing purchase plans, current inventory positions and delivery orders-at-hand. Creates an integrated view of demand, orders, inventory and manufacturing

- Helps account execs understand trade-offs and removes internal roadblocks on execution

- Re-negotiates unfavorable contractual terms on inventory, installation, and payment. Makes strategic decisions around non-performing accounts

- Rapid issue resolution without escalation - leveraging to leadership. Coaches the team on handling customer and internal conflicts to arrive at amicable win-win solutions

Leadership (Develops, coaches and creates a strong team with bench strength) :

- Self-aware on development needs and actively works on them

- Self-motivated and quick learner

- Feedback-driven. Articulates performance expectations

- Coaches peers and subordinates. Educates senior customers

- Creates a talent roadmap for the team with clear career paths. Actively finds opportunities for the team

- SME in the industry

Job & Requirement :

- Top-Tier MBA. Undergrad engineering a plus

- 10+ years of selling/marketing/business development experience in banking, telecom, IT, software and services

- Skills: pithy written/oral communication, negotiation, cross-functional team management and stakeholder management

- Highly motivated self-starter, comfortable with unstructured environments. Ability to build influence among peers

- Acute ability to focus and prioritize on the top opportunities and channel internal resources accordingly

- Keen understanding of the big picture and an ability to translate it to detailed actions/tactics

- Create and leverage collateral as required to drive dialogs to positive outcomes

- Embraces challenger selling and solution selling approach to generate/close opportunities

- Data driven and fact based. No nonsense approach to selling and business development

- Generates consensus and alignment. Breaks organizational silos and bridges gaps within the organization. Drives the customer-centric execution in the organization

- Solution driven with a find-a-way mindset. Breaks roadblocks and avoids excuses

- Stays 100% compliant to rules and regulations and upholds client's ethics and values at all times

Other:

- Working knowledge of finance/P&L

- Understanding of O2C process and ability to intervene as required to ensure customer satisfaction

- Hands on experience with oracle systems and salesforce.com

- Analytical, dispassionate, detail-oriented, strong communication and presentation skills, influencer, entrepreneurial, and feedback driven

- Should possess great interpersonal skills

- Should be a Team Player and can work across functions

- Should have analytical skills to access the Business

Amruta