Work from Office
Full Time
Role Proficiency:
Running and managing a sales portfolio managing forecasts with accuracy leading the business reviews and develop/enable the efficiency of sales team. Works with clients with 5 Billion to 15 Billion USD and more in annual revenues. Creates solutions and POVs.
Outcomes:
Measures of Outcomes:
Revenue and profits generatedPipeline CoverageForecast Accuracy (Best Most Likely Commit)Variance from budgetMEDDPICC ComplianceProcess adherence - Audit reportsType of deals: Digital vs. Non
Outputs Expected:
Business Development:
Sales Strategy:
Relationship Management:
Business Acumen:
Account Management:
Innovation:
Negotiating and Closing:
Skill Examples:
Knowledge Examples:
Role Proficiency: Running and managing a sales portfolio managing forecasts with accuracy leading the business reviews and develop/enable the efficiency of sales team. Works with clients with 5 Billion to 15 Billion USD and more in annual revenues. Creates solutions and POVs. Outcomes: Develop and leverage an in depth understanding of customer needs industry trends and business and industry priorities acting as subject matter expert for both internal and external audiences monitor and share insights and evangelize solutions and services for the assigned Vertical Take thought leadership content different solutions and services to existing and new clients and expand UST's footprint in the client's organization Learn and understand business and technical requirements of clients in order to sell effective solutions that drive business value and have a clear ROI Plan execute and manage sales strategy to acquire and grow relationships with clients and sell UST solutions and services to them Size audience market and addressable marketing opportunity develop benchmarks and specific measures of success and evangelize alternate financial models to deliver value to clients Actively pursue and hunt for new business opportunities within existing accounts as well as identify and win new logos Work with internal teams on RFxs from clients and respond with our offerings and proposal create a winning proposition for clients Manage all phases of the sales cycle including business development lead identification qualification scope construction proposal development client presentations and contract negotiation Exceed all operational excellence metrics such as: Pipeline coverage forecast accuracy timely comments Activity metrics Diligently follow core sales execution process followed by the organization Utilize MS Dynamics and other core SFA systems for tracking deals from Prospect to close Accurately forecast and deliver on sales within the specific geography Show mastery of UST's value proposition and align core offerings Utilize MS Dynamics and HubSpot for tracking deals from Prospect to close Measures of Outcomes: Revenue and profits generatedPipeline CoverageForecast Accuracy (Best Most Likely Commit)Variance from budgetMEDDPICC ComplianceProcess adherence - Audit reportsType of deals: Digital vs. Non Outputs Expected: Business Development: Represent UST Global as a strategic partner to existing and potential customers Lead sales discussions with the customers to establish marquee relationships Position UST Global as a partner of choice in the minds of the customer Lead opportunity management and proposal conversion efforts for key prospects Drives the creation of domain specific and integrated solutions for the client Ensures that sales professionals work efficiently and participate in client conversions productively. ( Developing and implementing an action plan for prospecting Sales Strategy: Define and develop sales strategy and actionable roadmap for the vertical Ensure reliability of sales forecast in the vertical Collaborate with the current account team(s) and build a robust business pipeline Create evergreen business plan updated every quarter and reviewed for progress Relationship Management: Conducts monthly or bimonthly meetings with the sponsors Conduct QBR with main customer POC and executive team to further increase footprint of UST services Execute strategy to create lasting relationships with new or existing clients. Leverage previously established relationships and establish new relationships with key decision makers in targeted companies Establish and strengthen relationships with industry players emerging and established including competitors to help anticipate trends Ensures visibility for Senior Management of UST with the client Business Acumen: Understand customer needs clearly and drive sales that match organizational capabilities while ensuring profitability Maintain awareness of the competitive landscape and trends within the market to provide insight and recommendations to internal teams on strategic initiatives Account Management: Helps in the optimization of the sales cost and practice investments Contribute to growth within existing accounts through account mining Conducts PIP (Project Initiation Process) analysis Innovation: Ensure constant focus on innovation to generate ideas to help the growth of the customer's business Negotiating and Closing: Consolidate and close sales managing unforeseen changes and situations. Understand various facets of financial and legal matters and terms of sales and use the knowledge on contract negotiations Skill Examples: A self-starter and champion of customer centricity customer experience with a successful track record in building strategies that meet customer needs and business priorities Outstanding verbal and written communication skills with a knack for charismatic compelling storytelling and the i
Sales,Corporate Sales,Sales Management
UST
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