蚌埠招聘

Summary Description

· This person is responsible for account planning and opportunity planning for maintaining and growing current NCR Travel accounts within an assigned territory rider and develop the protencial account to achieve the quota.

· The individual is responsible for selling profitable, integrated Travel solutions with sound value proposition into the assigned accounts that include hardware, software, professional services and renewal of 1st/2nd line maintenance and basic installation services. The incumbent is also responsible for maintaining and growing file value and ensures accuracy in sales forecast.

· This position requires strong relationship management, sales support and account maintenance/management skills in order to identify and meet all customer requirements and ensure a high level of customer delight so as to maximize Travel revenue and profitability within assigned accounts.

· The role is the key interface or liaison between the customer, sales support teams, and other internal resources with regard to Travel sales and services issues for current customers and the further accounts. The Account Manager schedules and conducts regular customer meetings to discuss customer-specific issues, review Travel performance/value, ongoing projects and rollouts, and to position new solutions and insure that all outstanding invoices are current.

· The incumbent should fulfill the role of Account Manager and addressing customer issues independently. However, he/she should also make good judgement calls to escalate any unresolved issues, as necessary, to the appropriate internal parties or management team in order to drive them toward resolution.

This person will also support the sales director to prepare some paper work to some key projects and some internal work.

Key Areas of Responsibility

Account and Opportunity Planning

· Utilizing the consultative selling approach, lead collaborative strategy sessions resulting in a documented account plan.

· Capitalizes on industry knowledge and customer contacts to provide thought leadership in identifying future business opportunities.

· Identifies and understands the customer’s formal and informal decision making process(es) within each of the accounts and creates action plans to influence the decision.

· Recognizes the customer’s key challenges in their business operations and identifies solutions to meet the customer’s area of need, while escalating roadblocks in a timely manner.

· Networks within the prospective customer to meet individuals at various decision making levels, and with other NCR/Kinetics Divisions to provide a broader, more inclusive solution offering.

· Use principles of negotiation to build and secure commitment with key influencers throughout the sales process.

· Identifies major competitors in the account and assesses the competitor’s products/services, and compare their strengths and weaknesses relative to Kinetics.

· Escalates roadblocks in a timely manner.

Sales Excellence

· Maintains high volume of sales activity and accelerate through the sales cycle to meet annual and/or quarterly objectives.

· Deliver on solution and services order, revenue and margin objectives.

· Articulates the solution in terms of ROI to the customer.

· Positions Kinetics as a single source provider and builds strategic relationships with external partners.

· Conducts opportunity risk assessment.

· Develops and presents high quality, professional presentation and proposal materials.

· Push to meet higher goals and find creative ways of overcoming selling roadblocks.

Account Maintenance & Management

· Effectively executes the account plan.

· Monitors growth/decline within accounts and implements action plans as needed.

· Captures and updates opportunities in the sales funnel and ensures accurate monthly forecasts.

· Develops meaningful business relationships based on mutual value and trust with individuals at various levels within Kinetics and the customer account.

· Manages day-to-day operations by creating an internal network of relationships with peers, management and internal sales support groups.

Qualifications

· BS/BA degree in a business-related field

· Demonstrates High Performing Characteristics (see Attributes Section attached)

· Strong communication, creative thinking and presentation skills

· Demonstrated sales success in attaining quota objectives

· Demonstrated success in managing large account relationships

· Travel, Airport, airline industry knowledge highly preferable

· Ability to develop senior level business relationships with account prospects

· Demonstrated performance and ability to sell value through a Consultative Selling approach

· Experience in solutions selling or selling software/applications a plus

· Minimum of 3-5 years of prior Travel sales account management experience preferred

NCR 公司（纽约证券交易所股票代码为NCR）位列世界财富500 强，成立于1884 年，总部位于美国乔治亚州的德卢斯市，全球员工 22,000 人，是一家全球性技术公司，是全球自动柜员机、自助结帐系统以及其他自助和辅助服务解决方案的领导厂商，在100 多个国家和地区有1100 多个分公司，拥有30 多个研究开发中心和5 个生产基地，中国的北京工厂、匈牙利的布达佩斯工厂和印度的本地治里（Pondicherry）工厂, 美国佐治亚州哥伦布市工厂以及巴西玛瑙斯市工厂。年营业额50 亿美元，业务遍及世界 100 多个国家和地区。

NCR 拥有 130 年的经验，引领全球实现业务关联、互动和交易处理。NCR 的辅助及自助服务解决方案和全方位支持服务满足金融、零售、旅游、酒店、娱乐、博彩、公共机构、电信运营商和设备组织等各行业需求。如今我们已拥有 2,000 多项专利，有 1,000 多项专利正在申请中，而且我们先进的工程实验室还在不断研究下一代的客户互动解决方案。

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