Country Sales: Job opportunity | Abidjan, Côte d’IvoirePermanent ATOS posted 9 months ago
ATOS is recruiting for a country sales position.
Sell all or part of the portfolio from the Division to a defined list of Clients. Leverage client relationship to cross sell with other Divisions.
Responsibilities Overall :
The Country Sales is dedicated to develop new business on the scope of the country.
He is given a territory among the clients, by the Div. Sales Head, based on the GBU Sales Plan.
Go to market :
► Produce Account Business Plan for each customer of his territory and across all Divisions.
► Ensure solution is deemed a value proposition by the customer
► Ensure consistent pipeline is created for the account
► Ensure win plans are created in responsibilities
Customer management job :
► Drive demand creation initiatives
► Understand market differences to tailor offering
► Provide inputs on sales strategies and win plans
► Ensure competitive intelligence is relevant and specific
► Manage the led clients jointly with the Client Manager
► Ensure CRM data quality (closing date, TCVOE, Item Offering …)
► Drive and monitor OE forecast and coverage for current semester and next semester
Required capabilities and certification :
o Strong knowledge on one or several offerings of Atos portfolio
o Ability to pitch offerings from other Divisions
o Ability to articulate our solutions into a value propos ition and answer customer needs.
o First hand experience of selling distributed delivery solutions involving low cost locations
like India and Poland
o Ability to close Deals
o Creating options & building desire
o Collaborative approach
o Good presentation skills
Key tools, processes, and meetings :
o Account planning definition & execution
o Rainbow bidding contribution & execution
o Win workshops contribution & execution
o BTIC session and client Hackathons
o 11–22–1 meetings with Sales Head Client & Client Manager
o Quota monitoring & Pipeline updates through CRM and management reporting
o Minutes of the Client Meetings
o Offerings trainings & certifications
o Leads the Innovation workshop processain responsibilities
What Succes looks like :
o OE New business > minimum quota
o ER Growth
o Cross selling other divisions
o Project Margin in line or higher than PM guidelines
o High value creation for the customer
o Sustainable pipeline of deal
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