Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network.
Continuously review business potential and identify potential business opportunities.
Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives.
Present solution proposal and business fit to decision makers, engage in negotiations and close the deal
Responsibilities
Pro-actively identify opportunities within target accounts and answer incoming RFQs.
Map and assess stakeholders within assigned target accounts.
Conduct internal + external research to identify customer's supply chain requirements and business objectives.
Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities.
Identify DSC's value proposition and high level solution parameters based on customer requirements.
Develop a structured plan on how to win the opportunity.
Identify and assess business fit of customer with DSC and develop convincing business fit presentation.
Present solution to customer demonstrating clear business value, engage in negotiations and close the deal.
Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
Requirements
Develops and presents compelling business/ solution fit presentations to key decision makers that clearly demonstrate business value to the customer and reflect deep understanding of customer business, underlying needs and market trends; is able to articulate key messages to audience using customer terminology.
Understands client aspiration and readiness to accept commercial propositions; develops negotiation strategies with senior business leaders; demonstrates strong persuasion skills when articulating commercial value to client.
Complies with the DSC sales process and ensures opportunity team knows and follows the process as well; Uses all approved tools (e.g. Connexions) ensuring compatibility with Consultative Selling approach; uploads documents to central repository in accordance with process timelines.
