Hexagon

Sales Account Manager

MY-Kuala Lumpur
Job ID
2017-3264
Category
Sales/Account Management
Relocation
No

Overview

Hexagon PPM (formerly Intergraph Process, Power & Marine) is the leading global provider of engineering software and project control solutions. We transform unstructured information into a smart digital asset, empowering our clients to visualize, create, and manage the life cycle of facilities and structures of all complexities. For more information visit HexagonPPM.com

Hexagon PPM is part of Hexagon (Nasdaq Stockholm: HEXA B; Hexagon.com), a leading global provider of information technology solutions that drive productivity and quality across geospatial and industrial landscapes.

Position Summary/Purpose

A self starter, he/she is responsible for expanding Company solutions in existing accounts and to develop new accounts within the assigned sector. This role involves both direct sales of software and services solutions – primarily to the Energy, Power, and Marine & Offshore industries within the Malaysia market. Alternatively the person can focus heavily on sales of our ecosys software to the Enterprise Project Cost control market.

Responsibilities/Main Activities

• Expand Company’s solutions portfolio to existing accounts and develop new accounts in assigned territory and industry

• Ensuring that agreed business strategies are implemented

• Provide monthly sales report and participate in development of sales strategy

• Liaison with technical support team to provide optimum post sales support to customers

• Liaison with Project Manager to ensure that projects are delivered on time and within budget

• Capture and updating of account plan and progress in SFDC

Qualifications and Experience Required

• A Bachelor Degree in any of the Engineering disciplines or Computer Science

• Minimum 5 years experience in software solutions sales in Oil & Gas, Power or Marine & Offshore industries. Or extensive experience in the Enterprise Cost Control markets.

• Prior experience in solutions selling to Owner Operator, Shipyard, and/or EPC preferred

• The ability to thrive in a fast paced environment, and be entrepreneurial in nature.

• Fluent in Spoken and Written English and Bahasa Malaysia

• Process a valid driving license

Key Behavioural Competencies

Employee Behavioural Profiles - ACHIEVEMENT DRIVE (RESULTS ORIENTATION) - Strives to do the job well and/or exceed expectations. Works to meet set targets and persists in achieving a standard of excellence in all situations, Employee Behavioural Profiles - CONCEPTUAL THINKING - Applies and modifies complex concepts or methods to identify key issues, patterns or connections between situations that are not readily obvious. Fits information into mental models and frameworks, Employee Behavioural Profiles - CUSTOMER SERVICE ORIENTATION - Strives to add value to the organisation and works well with others across Intergraph business to maximise service to the customer. Makes self available and adapts readily to changes in customer requirements., Employee Behavioural Profiles - RELATIONSHIP BUILDING - Makes a conscious effort to build rapport with colleagues and customers on a daily basis. Creates mutuality or common ground with others and cultivates work-related personal relationships., Employee Behavioural Profiles - TEAM WORKING - Looks at ways to help other team members complete their work and sets a good example through enthusiasm and commitment to team goals. Encourages other team members and acknowledges those who have performed well., Employee Behavioural Profiles - TECHNICAL EXPERTISE - Acts to improve both the depth and range of own specialist knowledge. Able to learn from own experience and mistakes and makes self available to help others solve technical/professional problems, Employee Behavioural Profiles - CONFIDENCE - Presents self confidently and professionally. Approaches new challenges with a position “can-do” attitude and expresses and exercises independent judgement, performing without constant supervision., Employee Behavioural Profiles - ATTENTION TO DETAIL - Maintains an orderly working style and demonstrates a concern for increasing order, clarity and efficiency. Finishes tasks completely and to deadline, able and willing to follow procedures.

Current KPI Requirements

• To achieve allocated sales target for the assigned sector

• To develop sales funnel for EPC/onshore fabricator and or Marine and offshore sector

• To build relationship with customers and prospects

 

Objectives/Goals

• Develop good pipeline win ratio

• Ability to identify key business issue and propose solutions

• Improve cold call and leads rate

• Ability to follow up tasks or leads

• Develop objection handling and negotiation techniques

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