Position: AZT WEC Sales & Commercial Manager:
Min 10+ years of experience. Completed Competency trainings
Diploma or degree/ appropriate experience.
AZT WEC Sales & Commercial Manager:
The Sales & Commercial Manager is responsible for the Business Line sales activities for their assigned territories while providing an outstanding customer experience. The S&C Manager establishes professional relationships with their customers in the GeoUnit and is responsible for promoting their technology adoption. This person acts as conduit of information to the Division and manages their assigned sales team through personal engagement, coaching and motivation. This role is responsible for Business Line tender commercial strategies and proposals, and improving the commercial results for ongoing contracts. This person is responsible for the of their assigned team and motivating them with a positive career development.
Essential skills:
Develop Risk Response
Negotiate Contract
Develop Tender/Proposal Strategy
Conduct Head Quarters Review of Tender/Proposal Key Components
Determine Disposition of Tender/Proposal
Approve and Finalize Contract
Manage Customer Specific Contract Pricing
Manage Business Unit Regional Reference Pricing
Conduct Internal Contract Review
Determine Contract Continuation Strategy
Implement Risk Response
Optimize Customer Order to Cash Process
Plan and Perform Assessment
Develop Consensus Revenue Forecast
Convert Long-Term Market Activity Outlook
Map Long-Term Market Activity Outlook
Develop Consensus Activity Forecasts
Assign Sales Target Objectives
Convert Pipeline Forecast to Sales Revenue Forecast
Review and Validate Opportunity Pipeline
Evaluate Project Integration Opportunities
Desirable skills:
Understand GeoUnit Business Line pipeline, validate pricing and strategy, and develop supporting sales actions to achieve/exceed targets for cash flow, budget revenues, pricing, and market share.
• Promote and role model a customer centric culture for local customer facing team (Customer Success, Outstanding Experience, Mutual Value) and acting on relationship metrics like Net Promoter Score and Customer Satisfaction.
• Responsible for the Business Line opportunities, tender response, negotiation, and adherence to review & approval requirements. Drive commercial strategies and set pricing accordingly, as well as develop supporting sales actions.
• Participate in Team Selling with the aligned objectives of customer success factors.
• Responsible for the GeoUnit Business Line revenue forecast.
• Capture and manage customer Business Line activity, competitor intelligence, strategy and market share information.
• Update account with the respective BL input, aligned with Business Line & Division drivers. Demonstrate this through their opportunity pipeline for creating sales revenue forecast & targets (C4C adoption integrity).
• Execute Go To Market plans for new Technologies, Solutions, and Experiences.
• Responsible for the proper use of opportunity and contract management tools for themselves and their teams.
• Responsible for the Business Line receivables integrity in their GeoUnit.
• Adhere to training requirements for their personal development and compliance.
Interested candidates shall e-mail their CVs’ to [email protected] with name of position in e-mail’s title.
