Description
The overall responsibility of the Head of Network Sales is to - based on good business sense - drive Ericsson’s sales. The Head of Network Sales is responsible for leading Sales and Marketing activities in this product area. Work closely with EP solutions team and making sure that the most competitive solutions are offered to customers to make sure best profitability for Ericsson. He is also responsible for maintaining strategic relationships with the decision makers in customer organizations.
Responsibilities
Marketing/Strategy/Relation Ship Management
· Lead the strategic discussions with the customers at C-Level
· Develop value based argumentations for marketing and sales of Ericsson offerings.
· Perform SWOT and competitor analysis.
· Identify and pursue new business opportunities.
· Position Ericsson’s offerings according to customer segmentation and needs.
· Develop and maintain good business relationships with the key decision-makers in customer organizations.
· Monitor, understand and respond to the needs of customers, to improve customer satisfaction level.
· Generating potential Ericsson sales.
· Prepare a sales plan, including budget, for the new opportunities
· Co-ordinate and prepare for presentations, offers, contracts, negotiations and seminars as needed.
· Manage the preparation and submission of specific Bids and Tenders, taking responsibility for co-ordinating internal and external contributors and Business Case production.
· Submit accurate business and material forecasts.
· Secure the negotiation of commercial terms and conditions with Customers inline with BU & Regional sales directives.
· Manage priorities to ensure customer satisfaction is at the highest level.
· Support negotiations and closures contract.
· Assist in preparation of financial reporting, forecasts and manufacturing forecast as needed.
· Ensure a continuous dialogue with the customer’s technical team while promoting Ericsson’s future technological evolution, solutions and product roadmaps.
· Understand the customer's future technological evolution (vision) as well as the customer's global requirements. Communicate these requirements within Ericsson to ensure these are properly considered in Ericsson's strategy, roadmaps and future product development.
· Propose improvements in operational activities and processes.
· Oversee implementation activities and make sure that the contracted solution offering is properly implemented.
Technical Management
· Drive the preparation of Solution in offers and response to RFQ.
· Ensure most competitive solution is offered.
Line Management
· Provide leadership with regards to people, processes and business.
· Inspire and motivate other team members.
· Implement Ericsson Core Values and working methods within the unit.
· Perform conflict management and resolution.
· Assure satisfaction of the customers and employees.
· Perform resource management.
· Perform risk analysis and take actions to mitigate the risks.
· Keep cost to minimum by building local competence and improving the processes.
Qualifications
Education: Four years of university degree in Electrical/Electronics Engineering. MBA (preferred)
Experience: Minimum eight to ten years of experience in telecom industry preferably within Ericsson out of which at least 5 years of line management experience.
Competencies:
· Good Business, Technical and Financial understanding.
· Able to create and customize Business cases for different Customer needs
· Ability to define, manage and conclude Sales Projects
· Exceptional presentation and negotiation skills.
· Highly developed Leadership and people management skills.
· Customer Interaction experience at Market Unit or Business Unit level.
· Excellent managerial qualities, self motivated, taking initiatives and a good team player.
· Deep knowledge and understanding about Ericsson’s products & solutions offerings.
· Good contacts in Business Units and Region.
Application deadline: Apr 3, 2012, 12:59:59 AM
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