邮箱
iamlyflc@sohu.com
Account Manager
Reports to: Country Sales Mgr/Regional Sales Mgr
Role Family : Sales
Internal interfaces：
• Development
• Services
• Finance
• Product & Strategy
•
External interfaces
• Clients and prospects
• Partners within the region
• Consulting firm within the region
Purpose
- To expand Misys prospective client list and penetrate the marketplace by identifying new sales opportunities within the region and converting these into revenue.
- To establish and maintain a network of senior management contacts within their allocated client portfolio in order to expand on existing sales opportunities and cross sell other Misys solutions/products to the clients.
Financial responsibilities
• Annual Order Intake target
• Annual Revenue target
• Annual PBT target
• Debtor Day target @ half and full year
Accountabilities
• Establish agreed short and long term account plans for established accounts and new customers to ensure clients key requirements are being met thus leading to revenue.
• Initiate and manage the sales cycle to ensure the Misys standards are adhered to and close opportunities with appropriate authorization to achieve or exceed financial targets.
• Take a lead role in advising, preparing and presenting proposals to new prospects to ensure the Misys standards are followed and to ensure the opportunity is maximized to the full potential.
• Identification of market opportunities that develop and grow a strong solid sales pipeline which will ensure annual targets are met.
• Build long-term relationships with senior bankers in our target segment and related relevant organisations to assist in the development and growth of the business
• Assist in the sales cycle in terms of the project definition for third party / consultancy sales to ensure Misys optimises every sales opportunity through these partnerships.
• Complete market research to provide accurate profiles of allocated banks in terms of their existing product/system, key personnel and strategy in terms of future development of their system, and competitor products, personnel and activities
• Establish and maintain contact with Product Centres and Marketing Dept to gain additional market and product information that will lead to additional sales opportunities. Initiate and coordinate management of joint marketing and sales initiatives to ensure there is a consistent delivery & representation of Misys to the market place.
• Establish and maintain contact with BSG to ensure that sales opportunities have the appropriate level of sales support resource
Forecasting - provide timely and accurate forecasts in Misys format that enable short term (sales), medium term (revenue) and long term (staffing)
Key Performance Indicators
• Accurately forecast Sales Prospects accordingly to product, value and timescales
• Manage of Prospect Pipeline from Salesforce.com of high quality
• Provision of competitive, accurate and relevant market data
• Achievement of annual Order Intake target
• Achievement of annual Revenue target
• Achievement of annual PBT target
• Achievement of Debtor Day target @ half and full year end
• Achieve 100% referenceability by
building and expand positive customer relationships to support future business.
• Quality of territory plan & account plans
• 12 months sales pipeline size sufficient to achieve FY financial targets, assuming same hit rate as previous year
• Provide quality and timely client information to support the sales territory plan
Provide and maintain Account Plans of high quality
Competencies
• Presentation skills H
• Ability to work independently H
• Banking Market awareness H
• Understanding of IT processes and implementations H
• Negotiation skills H
• Understanding of Misys contracts and commercial terms & negotiation process H
• Thorough understanding of the sales process from initial bid to closure of an opportunity H
• Virtual team management of internal resources H
• Analytical H
• Financial awareness M
• Misys product awareness M
• Business and technical English (verbal and written) H
• Business and technical Mandarin (verbal and written) H
Specific requirements
• Academic and professional qualifications:
o Educated preferably to degree/ Master’s degree level
• Experience:
o Banking reference and Banking Software experience.
o Proven track record of “selling” and achieving sales targets at a high-level to the banking sector (5-10 years).
o Experience with Misys Products or experience with a direct competitor would be a distinct advantage.
o Trade Finance business knowledge will get extra credit
• Travel requirements
Based on location frequent travel can be foreseen
High: an expert in this competency to whom colleagues turn for advice
Medium: uses this competency in a highly confident way
Low: basic awareness of the field or competency used under guidance of manager
Core Middle Manager Competencies
A:Belief/ B:Competency Title/c: Middle Manager Competency Description
It all starts with Talent
Recruitment and Succession Planning
- :knowledge of competency based assessment techniques to identify talent and progression potential openly discusses retention issues with individuals to reduce turnover
On boarding
- shares knowledge and experience so that new joiners quickly contribute to team success
In developing our talent through stretch assignments
Self Development
openly discuss with manager and takes ownership for self development and keeps up to date on new skills and knowledge of own area of expertise
Performance Management and People Management
• C2: sets self stretch targets and standards for work objectives and development goals
• asks for regular constructive feedback on own performance and development
• ensures to set performance and development objectives for team in a SMART way
moves quickly to address mediocre/poor performance
People Development (including Training and Coaching Skills)
• seeks internal opportunities for individuals to progress
• does not hesitate to move individuals to new areas to build team capability
• knowledge of training methods and learning principles to design on the job development plans, to facilitate learning, and evaluate result
• knows how to provide constructive feedback, guidance and support on performance and development using the STAR/AR principles
Strong teams will have the freedom to act
Team Working
• makes self available to answer requests for information and support
• sees personal achievement in the light of team effort
stands up for the team
Team Building (including Objection Handling)
• understands how to unite a group into an effective team
• celebrates success and praises everyone’s contribution
identifies conflict situations, brings it out, takes positive step to solve it
Communication(including Verbal, Listening)
• translates ideas, thoughts, feelings and information into speech that is appropriate and understood by the audience
interpret the meaning, purpose and importance of verbal and non verbal messages
Facilitation
seeks input and involvement from the team to ensure all views are captured, objections handled and a desired tangible outcome is agreed
Delegation
• empowers team by allocating accountability and task responsibility, follows up through effective communication and monitor performance against targets
gives team members latitude to exercise their own initiative
Everyone makes a difference
Interpersonal Skills and Cross Cultural Awareness
• takes on board others’ ideas and treats others with respect
• is sensitive to different cultures/styles/values when dealing with others
anticipates, notices and accurately interprets what others are feeling based on their choice of words, tone of voice, expressions and body language
Personal Credibility
• respects the confidentiality of information given and concerns shared
• takes responsibility for own mistakes and doesn’t blame others
is forthright with individuals and provide accurate information
In helping our customers succeed with their customers
Customer Focus
• shares information from customers that will help to improve response
• commits to meeting customer expectations
• encourages team to engage with customers to understand their requirements
• takes personal responsibility for resolving customer queries and problems
knows what is happening in our market, organisation and department
In executing quality ideas fast
Flexibility and Adaptability
• puts changes quickly into practice and treats change as a learning opportunity
anticipates and deal with individual needs and concerns during change
Planning and Organisation (including Time Management and Risk Management)
• effectively defines teams work into tasks, prioritises tasks, allocate resources, deals with conflicting work issues, sets deadlines and review progress against plan
• involves team in planning process
• recognises risks that threaten targets and plan corrective actions
meets deadlines by recognising best use of time and working with end results very clearly in mind
Quality will transform our industry; we will lead
Results Focus and Solution Delivery (including Judgement)
• focuses team on critical issues
• encourages individuals to continuously improve
• ensures that errors are not repeated
• ensures all work meets and exceeds Misys standards
draws conclusion by making systematic comparisons of alternative solutions to problems
Partnership will drive the business forward
Relationship Management
• recognises where and how building relationships can benefit self, team and the business
surfaces issues and disagreements to remove barriers that prevent collaboration
Influence
gains agreement to plans and ideas by promoting and focusing on common goals and win-win results
Customers: should be considered as internal and external
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本帖最后由 rubbishsai 于 2008-4-2 14:57 编辑 ]
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