Account Associate
4 semanas atrás
Owns and drives organic growth and upselling cross-functional activities, with solid customer engagement / relationship and account management team alignment
- Owns end to end Quote to Order process and Sales Operations related activities for medium to large sized accounts
- Accountable to drive Organic growth upselling activities
- For Integration Services: To achieve and exceed Equipment Resale/Integration Services sales targets by supporting ERS/IS selling opportunities for assigned customer accounts.
**Key Accountabilities
**Customer Engagement and Support**:
- Accountable to drive Organic growth upselling activitie (organic Growth is defined as “Commercial moves, adds and changes for an existing customer, covered by a signed contract and that does not require negotiation new contract ammendments)”
- Owns customer governance structure for Sales Operations related activities, being responsible for regular reports for assigned customers
- Responsible for execution of customer requests and day-to-day account activities in order to maintain and enhance customer relationships, providing input and managing action plans for department responsibilities
- Engages with customer through face to face and/or remotely to support quote to order and organic growth related requests and opportunities.
- Responsible for commercial inventory management
- Responsible for preparing and supporting customer for adoption of digital platforms to enhance customer experience with Orange for quotes and ordering process (customer engagement - trainings - support - compliance)
- For Integration Services (IS)
- Positioning of IS products to customers, to answer business needs (hardware/software solutions, Vendor/Co-Brand Services, Installation, Staging, and Professional Services.
- Status of deployment milestones and notification of problems, recognizing new sales opportunities to expand upon current Integration Services environment, insuring customer satisfaction levels are maintained, maintaining contractual service levels for installed service contracts, and building a strong rapport with customers.
- Engagement with IS sales specialists and partner managers to tackle partner management needs in order to answer customer requirements (enablement of new partners, negotiation of discounts, etc)
**Bid Support and Non-Organic Growth Activities**:
- Supports contract renewal, repricing and project preparation activities to ensure standard quote to bill model is executed.
- Aligns with account manager, engagement manager and/or bid manager(s) to decide Go/no-go with Bid proposal in these parts that related to Sales Operations
- Act as quality assurance and consultant to Bid teams regarding Sales Operations related topics to ensure information needed to create quotes and orders according to standard quote to bill process is received, obtained and validated
- Validate and sign off contractual elements against standard quote to bill process that related to Sales Operations topics : customer request communication and tools, quote to order reporting, governance structure, disconnect process, payment terms, billing proposals, standard product rules (like Billing)
- With support of senior sales operations team members set up “service description Sales Operations process “ which include the guidelines, documentation and checklists to ensure smooth process from Bid phase to order creation/signoff phase
- Ensures local contracts are in place
- For Integration Services (IS)
- Efficient delivery of a quote (RFQ) within the target level of quality and accuracy and within the targeted turnaround time back to the customer.
- Ensuring proper deal shaping so that import/export and customs regulations are followed where appropriate by liaison with internal and external departments
- Source and evaluate costs from external and internal suppliers based on defined requirements (hardware, services and deployment - including delivery).
**Quote to Order**:
- Act as owner of the quote to order cycle, ensuring quote to order performance is in line with customer expectations. Owns customer agreements and acts on them where needed for sales operations matters.
- Responsible for maximizing profitability of the organic growth.
- Owns customer specific instructions and guidelines (price book, process, customer labelling, billing entities, etc.). Cooperates and guides sales operations admins in order to deliver quote to order cycle
- proactively escalate pending actions (quotes, orders, billing issues etc.) including KPI-management
- Proactively initiate improvement projects to optimize the quote-to-order process, aim for Operational Excellence
- Proactive document and continuously develop customer specific processes, templates and requirements
- support or take part from assigned improvement projects, (user acceptance tests, Service Request Tools, etc.
- Responsible for coordinating other resources assigned to the account for quote to order activities.
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