Employment Type: Regular Full Time
Continuously research the global Manufacturing / Pharma / Conglomerates market to be able to develop the value propositions for SAP Data Management solutions
Utilize a structured approach and qualification tools for identifying and measuring the quality of potential new business initiatives.
Proactively prospect in the Territory using the phone and other activities to create appointments at each management level, including Managing Director/CEO level. Map out the key players for potential new business initiatives and determine/document appropriate sales strategy/ies.
Develop understanding of political relationships and their impact on buying behaviors within the account in order to determine appropriate sales approach for each level within organization.
Develop a competitive sales strategy that anticipates competitor actions and places SAP as the best in the market to meet customer objectives.
Sales call execution
Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns.
Execute high quality one on one discussions utilising advanced questioning and influencing skills with customer non-IT business leaders. The objective being to influence the corporate strategy regarding the use of Data Warehousing.
Execute high quality one on one discussions utilising advanced questioning and influencing skills with IT / CIO level managers.
Before any sales call, plan for key outcomes and next steps that the customer will commit to performing after the sales call (advances).
Presenting high quality, professional presentations and proposal materials
Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard.
Continuously engage the extended sales team in account planning and execution. Effectively utilise resources as required to best exploit available opportunities.
Account and Opportunity Management
Maintain the Account Plan in accordance with the established Account Plan standard.
Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Early in the pipeline.
Work through sales process with key players in a timely manner to minimize issues in the close of an order and ensure SAP and customer objectives are met in the agreed timeframe.
Continuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunitiesQualifications
Bachelors degree in a business/ science related field (Marketing, Sales Management, Science).
12-14 years Solutions Sales experience.
Exposure to and understanding of customer and its key executives and management.
Experience in selling complex technology solutions. E.g. ERP solutions and bundled hardware, software, professional services and technical services.
Experience in developing and executing structured account plans for large, complex accounts and maintaining year-on-year growth.
Demonstrated success in building, elevating and nurturing relationships within key prospects resulting in new customer business.
Understanding of and success in a sales environment that requires creation of capital expenditure plans and budgets.
Demonstrated success in value-linking and demand creation
Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basis.
Proven ability in solutions sales environment
Understanding and current use of a consultative questioning model. For example SPIN selling
Demonstrated success in proactively prospecting into existing accounts
Pharma/ Manufacturing / Conglomerates industry knowledge Mandatory
Knowledge across Analytcics, Data Warehousing and CRM is preferred.
High level strategic planning skills.
Ability to lead complex proposals.
Proven ability to deliver against demanding targets.
Salary: Not Disclosed by Recruiter
Role Category:Retail Sales
Role:Sales/Business Development Manager
Employment Type:Full Time, Permanent
Desired Candidate Profile
UG:B.Sc - Any Specialization, B.B.A / B.M.S - Management
Doctorate:Doctorate Not Required
SAP India Pvt.Ltd
SAP India is a part of SAP Asia Pacific and is responsible for the sales of SAP solutions, implementation, post-implementation support, and training and certification of customers and partners. SAP India's mission is to enable companies to access the global market by offering them a wide rage of Web-enabled solutions.
For more than five years, SAP India has been delivering solutions to hundreds of successful companies. Today, SAP India is one of the fastest growing SAP subsidiaries with more than 200 customers using mySAP.com solutions. Headquartered in Bangalore, SAP India has offices in Mumbai and Delhi.
Contact Company:SAP India Pvt.Ltd