About this role
Summary: Manages sales directly to end-users of the organization’s products or services in a large specified geographic area, or is responsible for a specific industry or product segment on a national or geographic basis. Duties & Responsibilities: Statement of Overall Accountability & Responsibility:
• Meet & Exceed Sales Targets. Develop a healthy pipeline. • Build, Develop, Motivate a best-in-class sales force. • To lead, plan, manage, and coordinate the operation of the Sales organization. • Perform the role of a Client Relationship Manager managing key Executive (COO, CTO, CEO) relationships with Operator and Network Equipment Manufacturers. • Setup appropriate Channel(s) to drive penetration and growth • To manage the training, coaching and motivation of employees and partners to successfully deploy the Company employment policies and procedures. To lead the development of the Company’s strategic marketing plan. • To take responsibility for the business forecasts, assist in formulating business budgets and ensuring that sales budgets and profit forecasts are achieved. • 50% or more customer facing time. • Collaborate with Business Units and other Functions to ensure we do good, profitable business and establish the best Customer experience. • Conducts performance assessment of all sales staff, implements an appropriate incentive scheme, initiates professional development schemes and prepares managers for greater roles of responsibility • Site Lead for Viavi Japan office Core Competencies:
• Conceptual thinker who can understand complex multi topology network environments and provide appropriate test recommendations. Strong Wireless / Service Assurance background. • Extensive experience in leadership and people management skills • Ability to manage company sensitive information • Able to mentor sales team • Superior verbal and written communication skills. Superior interpersonal skills with the capacity to build rapport with customers/clients. • An innovative and proactive approach • Highly developed time management skills with the ability to manage and deliver business solutions • Strong business acumen and ability to do business case and market analysis • Visionary and solution-orientated. Strategic thinking and alignment. • Excellent negotiation skills. • Ability to solve complex problems and make decisions • Flexible and adaptable to change Core Experience:
• Tertiary qualifications combined with proven experience in marketing and sales within telecommunications or data communications industry, with a Wireless Industry background. • Demonstrated advanced skills developed in areas of corporate sales, management, business planning and time management • In depth knowledge of market competitors within specified sales territories, selling strategies, sales personnel and product differentiators • Experience in working with key account managers to direct customer business strategies to align with Company business strategies • Ability to predict competitive moves in sales situations and effectively counter these moves • Experience in performing root-cause analysis and propose solutions to identified problems • Knowledge of practice methods needed to attract, motivate and retain a successful sales team • Able to accurately understand clients needs and develop appropriate solution packages • Mastery over a large variety of product specification and applications • Strong client relationship and account management skills. • Ability to articulate technical concepts in detail to any audience • Computer Literate in Word, Excel & Lotus Notes • Superior communication & negotiation skills in both English and Japanese language • Ability to independently plan and organise own activities – ability to cooperate with colleagues and managers to effectively prioritise and deliver what is expected. Qualifications:
• Business and/or engineering related degree required. • Minimum of 10-15 years of experience related to sales development and management with a history of success in a high technology environment. • Proven track record and success of building and leading organizations in a high performance environment. • Proven sales track record – target accomplishments. • Demonstrated Client Relationships at executive level.
Pre-Requisites / Skills / Experience Requirements: