Nokia Siemens Networks’ Global Services Business Unit employs 28,000 people delivering the highest quality of projects that enable our customers to enhance the efficiency of their networks. This includes the building, management and maintaining of our customer networks as well as network planning and optimization activities. Our unique and innovative
global service delivery model brings together the best of global expertise and local insight from 150 countries around the world with a very high standard of service excellence. HEAD OF SALES, CARE AFRICA
JOB ID #: 16655 EXPERIENCE REQUIRED: MORE THAN 10 YEARS
COUNTRY: MOROCCO ; NIGERIA ; KENYA EDUCATION REQUIRED: MASTERS DEGREE OR EQUIVALENT
CITY: RABAT ; LAGOS ; NAIROBI RELOCATION PROVIDED:
JOB FIELD AREA: SALES DATE POSTED: MAY 9, 2011
EMPLOYMENT TYPE: FULL – TIME REGULAR / PERMANENT LOCATION FLEXIBILITY:
TRAVEL PERCENTAGE: 40
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GENERAL PURPOSE
Manages the sales and customer relationship within large and complex sales area through an assigned sales team.
MAIN RESPONSIBILITY AREA
Manages a large sales team within a complex sales area and acts as main contact for key customers. Drives the creation of sales strategy and is responsible for meeting defined sales targets. Understands customers keybusiness drivers and oversees the team in using this knowledge for creating profitable business. Acts as a source of expertise and leads own product/sales area.
POSITION DESCRIPTION
The position holder is responsible for managing all care sales activities within MEA, through leading the team of Care Solution Engagement Managers, and managing the service product management organization.
Care SEM are leading large Care deals (care renewal, pro-active care, etc.) that can be very complex and impact NSNs top line and profitability. Care Service Product managers are subject matter expertise, maintaining a strong expertise on the Care portfolio and ensuring new additions are known and ready to be delivered.
The position holder will be part of Care MEA Management team, and will report dotted line to Head of GS Sales MEA. The position holder is the prime accountable person for the care lead business in the region, to ensure that the offered solutions meets the market and client requirementsand that commercial risks are identified and managed properly.
POSITION REQUIREMENTS
KEY RESPONSIBILITIES:
•Accountable for all Care lead business
•Strategy setting for the respective CTs together with the Head of Service Sales
•Responsible for ensuring availability of SEM and presales organization, with relevant competencies development
•overall responsible for the whole funnel of Care MEA
•Pro-active business development within customer interface
•Opportunity identification, development and sales drive of CARE with and through the CTs
•Provide Leadership and subject matter expertise on how to develop and close Care service cases
•Drives the engagement process in close partnership with all internal stakeholders to ensure that all necessary win strategies, relationship management and resources are in place and well aligned to CT
•Secures that a winning offer is put together while at the same time ensuring that risks are identified and managed properly and business case profitability is maintained
•Makes sure that learning from cases is analysed for application in other cases.
•Secures deal closure
•Relevant 10 year track record of sales (CT work, product management, solution management, or similar)
•Deep understanding of maintenance business
•Skilled in complex sales lead development
•Experience in working in matrix organizations leading virtual, multi-cutural teams
•Strong leadership and management skills
•Strong drive and initiative
•Understanding of the Service Provider business and future business trends
•Advanced Solution Selling/Consultative selling skills
•Good Financial and analytical understanding of complex business models
•Ability to lead business case shaping from both NSN and the customer’s perspective
•Profitability and risk management skills
•Excellent interpersonal, communication, negotiation and presentation skills
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