Territory Account Manager, Hanoi

Location SG-Singapore
Job ID
44377
Function
Sales

Overview

Takes ownership of assigned end-user account(s) or territory; develops and executes sales strategy for assigned account(s) or territory with manager’s input; develops strong relationships with key customer contacts and leverages to Zebra’s advantage; creates and delivers high impact sales presentations and capable of product training; often used for those with strong technical background but limited sales experience or strong sales with limited product/market understanding.

Responsibilities

Knowledge/Expertise

 

  • Technical Skills - Uses moderate domain / solutions knowledge
  • Knowledge of Zebra - Utilizes solid understanding of all Products/Services in business
  • Sales Skills – Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
  • Managerial Skills - Understands policies and practices related to role and shares ideas for improvement
  • Business Acumen - Understands and explains how Zebra solutions can help customer’s business results; obtains profitable revenue growth via value proposition vs. competition
  • Market/customer Knowledge – Uses full knowledge of customer’s business and market economics / trends to position effectively versus competition

Solution Complexity/Strategic Thinking

 

  • Nature of Problems Solved – Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level
  • Role in Addressing Problems – Understands and resolves problems with support from technical resources
  • Complexity of Solutions – Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources

Freedom to Act

 

  • Level of Guidance – Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs
  • Takes Direction From – Group Manager and Directors

Customer Interface

 

  • Role – Acts independently or as a team lead for ad-hoc teams
  • Level of Customer Contact – Buyers / decision makers for small and mid-sized deals and end users
  • Main Level of Interaction – Responsible for influencing the customer to purchase moderate size projects
  • Required Knowledge of Customer – Operational strategies for success and competitors

 

Accountability

 

  • Business and Financial Impact – Responsible for individual revenue attainment with established prices and personal expenses
  • Relative Size and Scope – Moderate to average individual quota size for business and like roles
  • Types of Projects – Many transactions with some moderately complex deals
  • Strategic Impact for Zebra – Medium/mid-term

Qualifications

  • Preferred Education:
    • Bachelors or equivalent experience.
  • Preferred Work Experience (years):
    • 2-5 years of applicable work experience.
  • Key Skills and Competencies:
    • Uses moderate domain / solutions knowledge
    • Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills
    • Understands policies and practices related to role and shares ideas for improvement

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