The key roles and responsibilities are as follows:
- Create Client Strategy – Develops effective strategies to drive profitable and sustainable growth. Maintain effective communication with country account team.
- Execute Client Strategy – Responsible for implementing the strategic account strategy to maximize new service opportunities while acting as the client trusted advisor.
- Achieve set portfolio/ account targets – including revenue, contracts signed, customer satisfaction and profitability. Responsible for to maximize operational excellence, drive profitable growth and minimize risk for FB.
- Navigate Political Environment – Identifies, understands, and leverages the political dynamics in the client organization and within company to effectively achieve your goals. Develop a network of appropriate executive relationships.
- Engage Senior Executives Through Thought Leadership – Establishes position of business advisor as well as creating potential growth opportunities with client executives by demonstrating thought leadership and strategic thinking.
- Business Value Communication – Responsible for communicating and leveraging the value delivered to expand the client relationship and increase the business growth opportunities.
- Represent the One Face of FB – Creates opportunities for selling unique, value-added solutions through the effective positioning of the full spectrum of the FUJIFILM portfolio. Architect & present bid and negotiate terms to gain contract.
- Lead Virtual Bid team(s) – Leads, motivates, and inspires virtual teams to successfully execute client strategies and tactics to maximize sales effectiveness and increase win rates. Follow established pursuit process and gain defined approvals.
- Innovation - Seeks opportunities for different and innovative approaches to addressing problems and opportunities.
- Interpersonal Skills - Establishes and maintains effective working relationships with people; successfully addresses conflicts and problems involving people.
To succeed in this role, the candidate should possess the following qualifications, skills and experience:
- Post Graduate Degree preferably in Management with more than 8 years working in IT consulting preferred, experience in Print Industry would be a plus, with significant experience in client engagement activities.
- Strong presentation skills with effective spoken and written communication
- Demonstrated the ability to develop value-based relationships within clients and leveraging them into multi-million dollar account relationships.
- Led many business development cycles by using service-based solutions, demonstrating consultative selling and demonstrating closing skills.
- Established a track record of achieving financial targets.
- Superior engagement skill in managing lifecycle of complex sale and multiple client engagement.
- Demonstrated ability to motivate and manage team, as well as mentor / coach individuals in the team.
- Co-develop relationship expectations with key client executives.
- Financial skills to construct business case based on decision making criteria.
- In-depth industry knowledge in print and related industry
- Strong knowledge of “Managed Print Services” and “Transaction Print Cycle” are desired skills.
- Negotiation and commercial acumen
- Use of Salesforce.com
