Lenovo

The ACQ Client Relationship Representative is responsible for selling ONE LENOVO portfolio of offerings (IDG and ISG hardware, software, services, and industry solutions) directly to customers.

• The ACQ Client Relationship Representative works independently or is the leader of a team of sales specialists, providing advice and guidance to other specialists.

• The ACQ Client Relationship Representative has comprehensive knowledge of the discipline's offerings and is responsible for the success of those offerings within the business unit.

• This professional typically leads large and/or complex opportunities, where customers are national or otherwise significant, and is responsible for winning the business.

• The ACQ Client Relationship Representative has in-depth sales, business, and professional skills to work with any level of customer management. With a perspective beyond the assigned territory, this professional provides input to sales objectives and strategies for the business unit.

Day-To-Day Responsibilities:

• Develops and maintains comprehensive technical sales knowledge in the discipline offerings, along with financial and selling skills, that can be applied to opportunities across the business unit.

• Demonstrates required proficiency levels for technical and sales skills, as defined for ACQ Client Relationship Representatives.

• Maintains an in-depth knowledge of the sales processes, techniques, and tools, and advises others on their use.

• Examples of these include but are not limited to -- opportunity / territory management, availability management, network management, application development, cost justification, recovery services, acquisition management, performance management, service business management processes.

Team Involvement

• Works closely with an Internal Account Manager based in Kuala Lumpur. Involvement with other areas of the business (brand, finance, operations etc) is also a key part of working with an extended team.

• Communication/Negotiation

• Maintains in-depth knowledge of competition's offerings, strategies and plans.

• Effectively differentiates LENOVO offerings from competitive alternatives and creates customer preference for LENOVO offerings, based on that differentiation.

• Negotiates with team members to define approaches and goals, especially as it relates to designing solutions to meet customer needs or defining sales action plans. Facilitates teams, where members have diverse backgrounds.

• Negotiates with multiple levels of customer management, resulting in successful closing of the sale.
 

Problem Solving

• Designs total integrated solutions including hardware, software and services, including offerings from other disciplines, to meet complex customer business requirements. Combines solutions with terms and conditions to create a final customer proposal. Ensures that the proposal delivered to the customer provides a workable solution.

• Recognises complex problems relating to discipline offerings, customer sales engagements, business unit measurements. Analyses situation and implements solutions. Assesses risk in terms of value and exposure to both LENOVO and customers.

• Applies creativity and judgement in developmental work on complex opportunities, defining sales activities, or other projects within the business environment.

Contribution/Leadership

• Leads teams of professionals (such as sales specialists, client relationship professionals, I/T specialists, LENOVO Business Partners), and provides ongoing technical and sales guidance, to design solutions for large or complex opportunities. Typically leads several opportunities concurrently.

• Initiates selling activity where no relationship team or agent is involved. May be assigned to develop customer solutions where no precedent exists.

• Understands the mission and vision of the sales function within the business unit and geography.

• Utilises expertise to directly influence people outside the business unit, such as in sales headquarters, product divisions.

• Regularly participates in planning of sales strategies and objectives for the territory / business unit.

Impact on Business/Scope

• Accountable for assigned territory sales results, and specific personal objectives, including revenue and margin, and for activities and project results of cross-functional sales teams.

• Typically assigned to large/complex opportunities, where customers may be national, or otherwise significant.

• Manages to a high level of customer satisfaction. Designs and implements plans to increase customer satisfaction with sales engagements and solutions.

Position Requirements:

Key Performance Indicators / Metrics:

• Net new customer acquisition

• Revenue and Margin attainment against sales plan

• Line of business target attainment

• Pipeline metrics and forecast accuracy

• Account Planning

• Client Coverage

• Customer Satisfaction

Candidate Pre-Requisites:

• Bachelors degree preferred

• Minimum 7-10 years sales experience in IT sector

• Proven track record of meeting and exceeding sales quota

• Previous experience selling to the Very Large Enterprise sector

• New business sales experience

• Experience in providing end-to-end account management

• Strong business acumen

• A network of existing customers, partners and business contacts in the target market

• Candidates should be self-motivated and possess the skills to accurately assess customer requirements and business drivers.

Additional Competencies:

• Deliver excellent customer experience
• Deliver with speed
• Adapt to change
• Implement business processes effectively