Job Description |
Our client, one of the world’s premier measurement company, works in close collaboration with engineers, scientists, and researchers around the globe to meet the communications, electronics, life sciences, and chemical analysis challenges of today and tomorrow. The company operates two primary businesses -- electronic and bio-analytical measurement -- supported by Our Laboratories, its central research group. Our company is committed to providing innovative measurement solutions that enable our customers and partners-- the leaders in their fields -- to deliver the products and services that make a measurable difference in the lives of people everywhere. With a singular focus on measurement, our Company helps:
* Test more than half of the world’s 1.3 billion cell phones
* Equip more than 200 communications service providers
* Analyze the causes and cures for disease
* Advance next-generation integrated voice, video and data
* Enable the military to be more flexible, mobile and reliable
* Make the world more safe and secure from crime and drugs
* Aid the discovery and quality of medicines
* Keep our air, water, soil and food clean and safe
Reporting solid line to the world-wide NATS Sales Manager, the appointed candidate will be responsible for developing and executing the sales strategy towards our Telecom Network Infrastructure customers in Latin America. The sole purpose of the role is to grow our Network Assurance and Test Solution business in the region within assigned cost targets. To secure continued success, the candidate must develop the sales team’s (4HC in Brazil, 2HC in Mexico, 1HC in Miami) capabilities in the area of Account-, Funnel- Deal-, and effective resource management.
Priorities:
- Accountable for achieving his/her NSD (Network Solution Division) sales target in Latin America quarter after quarter
- Lead the development & execution of Target Account strategies for regional and local service providers (Telefonica group, America Movil group, OI, Claro, Embratel), including their ecosystem (Network Infrastructure suppliers, Managed services partners..)
- Lead the growth in Network Assurance systems and Network Diagnostics products in Latin America
- Develop organizational capabilities to enable growth in above customer, Markets and product segments across Latin America
- Develop Sales Partner Network in countries with no direct presence (outside Mexico & Brazil)
- Lead sales activities for Network Assurance systems in Mexico until revenue levels justify for additional resource investment in Mexico.
In summary, the appointed candidate will lead the regions sales activities for Major Network Infrastructure Accounts and Network Assurance and Diagnostic Test Portfolio.
Key Accountabilities:
- Achieve assigned sales targets quarter after quarter
- Continuously grow our market share in defined Major accounts
- Continuously increase customer satisfaction in defined Major accounts
- Develop & execute Sales Programs to grow Our Company’s business in strategic product areas for the Network Infrastructure Industry.
- Continuously monitor and develop organizational capabilities to achieve agreed sales targets with best-in-class operational efficiency & effectiveness: Technical, Account-, Funnel-, Deal-, and Resource Management
- Direct management responsibility of 4 HC in Brazil, 2 HC in Mexico, 1 HC in Miami.
- Personal engagement at customer senior executive level to support account strategies and deal execution.
Leadership Behaviors exhibited by the successful candidate will include:
- Drives Strategic Account Engagements:
- Engaged with key executives (both, at Major & global accounts and internally)
- Understands Account’s Business Challenges and is able to adopt our Company’s Value proposition to these.
- Thinks / Acts wide & deep into the Accounts (always explores new opportunities)
- Drives Organizational Development and Operational Excellence
- Passionate to win and satisfy customers and stakeholders
- Demonstrates excellent Telecom Business- and Technology knowledge;
- Demonstrates full engagement from strategic (Business & Account Planning) to tactical (Deal-, Funnel-, and Monthly Order Management) level
- Demonstrates excellent people skills and is personally engaged and interested in people development at all levels in his organization.
- Demonstrates strong performance management and sets high expectations from his/her organization in terms of behaviors and results.
Critical Skills and experience:
- Sales / Account management experience in the field of Telecom Network Assurance or adjacent application area.
- Proven ability to inspire and motivate large sales teams - especially in challenging environments
- Track record of successful completion of ’non-standard’, challenging assignments.
- Experienced in first level sales management with at least 5 years of proven track record of success
- Excellent business acumen in the Telecom Industry. Able to conduct valuable conversations with senior executives on next generation Network technologies.
- Has an existing high level personal relationship with Telefonica and America Movil executives. (VP of technology, Operations)
- University degree education in Communications Engineering or equivalent professional experience.
- Must speak Spanish
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