Job Summary:
The GPRS Market Segment Leader helps to create and drive the game plan for their segment within GPRS through industry expertise, key account management, and large project sales. Key initiatives are accomplished by partnering with the operations team, local sales team, and the project coordinator team and working collaboratively to create great customer outcomes.
Job Goals:
- Achieve or exceed vertical order/revenue goals.
- Develop, represent, and uphold the GPRS brand within the vertical
- Maintain and be able to communicate up-to-date knowledge of market trends (technology, pricing, risk, etc.)
Job Responsibilities:
- Originates and closes financial transactions with new, existing, and former customers within an assigned target market to develop new business and retain and penetrate existing business
- Develops specialized knowledge of latest commercial developments in area of responsibility
- Contributes towards strategy and policy development with communication skills to influence others
- Ensures delivery within area of responsibility
- Develops in-depth knowledge of best practices understanding how specified vertical integrates with others
- Maintains working knowledge of competition and the factors that differentiate them in the market
- Use good judgment to make decisions or solve moderately complex tasks or problems within projects, product lines, markets, sales processes, campaigns, or customers. Take a new perspective on existing solutions. Use technical experience and expertise for data analysis to support recommendations. Use multiple internal and limited external sources outside of own function to arrive at decisions.
- Acts as a resource for colleagues with less experience. May lead small projects with moderate risks and resource requirements.
- Develop persuasion skills required to influence others on topics within field, explain difficult or sensitive information; work to build consensus.
- Value integrity in the pursuit of goals
- Manage deal process, including opportunity identification, strategy creation, proposal development, deal negotiation, order closure and OTR (order to remittance) hand-off
- Maintain and communicate up-to-date knowledge of market trends (technology, pricing, risk, etc.), customer requirements, competitor actions and customer base
- Develop, expand, and manage customer relationships to enhance segment sales
- Review and manage sales process for all forecasted projects within segment
- Understand segment value and pricing strategy
- Provide timely, accurate and complete forecasts of orders and margin
- Assist in customer issue resolution
- Assist local business development team members in identifying opportunities
- Present at conferences and industry events
- Act in a consultative capacity and gain access to key decision makers