Sales Manager

Roles & Responsibilities

Customer focus

• In charge of prospecting, promoting and selling identity and biometrics related solutions (IBS) to customers in Philippines

• Be the primary sales interface for the assigned accounts, including business and administrative coverage

• Interface with various resources within the Business Units to ensure the customer needs are fully addressed and that appropriate resources are allocated in due time to the account

• Ensure the overall customer satisfaction. Build and follow the relevant recovery plans

• Ensure consistency between the different local commercial approaches on IBS's level in order to achieve both short to long term business results

• Establish high-level strategic relationships with the accounts. Identify main contacts and decision makers. Facilitate the creation of relevant relationships for the appropriate IBS resources.

• Create and implement a follow up process in order to monitor the customer actions.

Accounts acquisition

• Collaborate closely with Bid Manager to set up tender response strategies and Bid process deliverables. Coordinate and manage tenders answer when a Bid manager hasn't been appointed.

• Be accountable for all named accounts revenue streams

• Provide the accounts with product evolution inputs and roadmap definition

Accounts management

• Follow the project implementations, set up a crisis management plan if necessary

• Ensure that relevant Market information are communicated internally in IBS

Business development

• Develop, propose and implement strategic planning for each country/account, in line with IBS's sales strategy

• Identify new opportunities and position IBS as a key partner within the accounts

• Improve IBS's offering by creating values and information sharing processes for efficient exchange of information about customers, competitors and industry

• Create technical and sales synergies with third parties to enlarge the sales opportunities scope at the customers

Requirements:

Education

• Engineering or Business school diploma or post-graduate degree

Experience Level

• Proven track records in winning large scale Government projects

• A minimum of 10 years experience in solutions selling and large account management, ideally in the Biometrics-related projects / ID & Passport / Border Management / Law Enforcement / Digital Transformation

Competencies

Technical/functional Skills

• Strong solution sales skills

• Strong understanding of the Public Sector

• Good business analysis and mid-term vision

• Good communication skills

• Negotiation skills

• Knowledge of High-Tech market: Biometrics, IT system, smart card and document security

• Marketing analysis skills

• Good knowledge of Microsoft Office package