Strategic Sales - Financial Institutions : East & Southern Africa at IDEMIA

Key Responsibilities

• Develop intimate knowledge of the target customer environment including competitor analysis and positioning.
• Define and maintain a strategic Account Plan and/or M-Sheet working if applicable with ASM’s, GAM and Business Director.
• Drive all activity to deliver agreed milestones in targeted territory/customer, including: relationship-building and growth at all levels, lobbying, sales pitch, tender process ownership, contract negotiation.
• Prepare and own customer offers: drive and be accountable for formulation, coherency and content of all Offer Reviews including adherence to DOA’s.
• Manage and close the negotiation and signature of new contracts and be accountable for adherence of contracts with the company policy and legal matrix.
• Manage (after contract win) the execution of the first P.O. and a smooth handover to ASM and/or delivery team including required handover documentation.
• Create and continue to manage opportunities within CRM as required.
• Contribute actively as part of a sales team which may include Digital Sales, Account Service Manager’s, Subject Matter Experts and Global Account Managers.
• Comply with customer quality systems, health and safety laws and company code of conduct.
• Comply with the use and integration of company standard tools and processes.

Key Performance Indicators

• His/her permanent target is to deliver defined Order Entry and Pipe commitments, which means:
• KEEP existing customers through the renewal sales process.
• GET new customers through the targeting of new territories and accounts.
• GROW existing customers through sales of Advanced Offers, such as Smart Services and Powered Cards

Key Profile Requirement

The job holder should have:

• Selling skills :
• Opportunity identification or creation
• Consultative, strategic & complex selling
• Analysis of customer need and strategic planning of sales ‘win’
• Ability to sell innovation, new solutions and complex offers
• Ability to assess risk within a customer or business deal and act accordingly
• Negotiation skills
• Track record of complex, solution sales
• Door opening, lobbying and account penetration (to executive level)
• Results oriented & self motivated
• Closing skills & contract negotiation
• Communication skills
• Confident and experienced presenter
• Capacity to convince
• English language proficiency
• Management Skills
• Leadership
• Virtual team management
• Collaboration
• Analytical/Financial basics
• Ability to work autonomously
• Be a proactive source of information for central and management teams
• Relationship skills
• Develop intimacy all levels
• Lobbying skills
• Team federation
• Problem solving skills
• Able to work under pressure to meet deadlines

Industry Knowledge

• Knowledge and experience of banking card and solution technologies (FINTECH) and ecosystem
• Experience of selling into Financial Services & Institutions sector