Account Manager at Ericsson

Description
 
The main responsibility of an Account Manager is to secure sales within customer key accounts by proactively finding business opportunities through daily contact with key customer stakeholders. The Account Manager is responsible for maintaining an opportunity list and driving the sales of competitive solutions and/or services (involving several Ericsson product areas, services and 3rd party products etc. across all the Ericsson Business Units) through a consultative approach focusing on the customer needs, for one or many accounts. The Account Manager will organize and drive the sales team from identifying opportunities to closing deals, thereafter to ensure the handover of the deal/contract to the delivery/supply side of the Ericsson organization, assure the CPM’s/CFR’s delivery/project execution and handover from the project delivery/supply to the Ericsson Support organization (or Managed Operations organization) and to assure the delivery of the support services (or managed services) as contracted in the relevant service level agreements.
 
Key Responsibility Areas
·         Building and maintaining good relations with the power base within the customer and in accordance with the Account relationship plan
·         Develop understanding of the customer’s business and needs
·         Contribute in sales process management from opportunity creation to final accept and payment
·         Provide customer requirement and competitor’s activities input to KAM and Business Units
·         Prepare tenders in line with the marketing and sales strategies and internal directives
·         Coordination of strategies, solutions, prices and other business terms with KAM
·         Know the competition
·         Represent Ericsson externally in a positive way, enabling future business growth
·         Meet Ericsson business objectives, in terms of revenue and profit objectives
·         Provide input into the Key Account Growth Plan and responsible for maintaining/updating the plan
·         Identify new business opportunities and maintaining up to date opportunity pipeline/funnel
·         Marketing and Sales of Ericsson’s solutions and services (from across all Business Units)
·         Driving sales of key solutions and services of strategic importance to Ericsson
·         Responsible for preparing and following up business cases for the customer
·         Act as ACR (Account Commercial Responsible) in the Core 3 team and in accordance with the latest Core 3 Roles and Responsibilities functional description
·         Act as bid manager in tender teams if and when required
·         Preparing or managing proposals, agreements and contracts of various complexities
·         Following up commercial matters within the account
·         Financial and supply forecasting
·         Purchase order and deliveries follow up
·         Assume responsibility towards defined targets including financial targets on Orders Booked, Net Sales, Key Account Contribution, Cash Collection, Days of Sales Outstanding and Inventory Turnover
·         Assume responsibility towards sales of Ericsson identified focus areas such as Software Sales and Project Sales
·         Ensure customer satisfaction (as measured in the customer satisfaction survey)
Demonstrate Management through Leadership
·         Lead the Core 3 team (drive Core 3 way of working, Core 3 meetings etc)
·         Think and act strategically
·         Develop and support strategies to win and grow business
·         Improve core 3 efficiency
·         Build people leadership through self development – in accordance with the Ericsson Sales Competence Model
Account Managers must support Key Account Managers to
·         Achieve the Account financial targets and other targets
·         Be accountable / responsible as ACR in Core 3 team and lead the Core 3 team
·         Reuse best-practices and feedback to BUs regarding new market opportunities, solutions etc
Working Relationships
·         Assigned Ericsson Customer/s
·         Key Account Manager
·         Customer Solution Manager & Contract Fulfillment Manager/CPM (Core 3)
·         BUGS Service Sales Managers and BMUM Sales/Business Development Managers
·         ESA and/or EAB Supply
·         Ericsson Local Support & Service Delivery Manager
·         BU Commercial Support Managers & BU Sales Managers
·         Strategic Sourcing, Legal & Business Controllers
 
Qualifications
 BSC Degree in Engineering or equivalent (Communications, Informatics or related Telecoms/IT qualification) or Degree in Economics/Business
6 Years in the Telcoms/IT industry and relevant professional experience in dealing with Telecom operators.
3 years experience in Relationship sales within Ericsson an advantage.