Hexagon

  • Sales Director - EcoSys

    Job Location KR-Seoul
    Job ID
    2018-4142
    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.

     

    EcoSys is a leader in project management best practices and is setting the global standard for project controls software.  Founded in 2000 by the original developers of Primavera’s enterprise project management system (now known as P6), EcoSys has implemented enterprise solutions for over 250 leading organizations in the public and private sectors for a range of industries including Energy & Utilities, Oil & Gas, Engineering & Construction, Transportation, IT and Government Contracting. 

    Position Summary/Purpose

    This position is responsible for achieving an agreed sales quota selling EcoSys product suite including Mobile and Saas offerings and services directly to Fortune 1000 named accounts / non-named accounts throughout Korea with emphasis on markets outside the EPC and Owner Operator markets.

    Responsibilities/Main Activities

    • Developing PP&M’s sales pipeline by generating sales leads for EcoSys solutions and services, along with other products as required.
    • Identifying and gaining new business through a sustained program of prospect targeting and following up referrals/leads.
    • Understanding the customer's objectives, buying criteria and decision making processes and forming long term business partnerships in order to leverage revenue from the relationship and promote PP&M / EcoSys as a quality supplier with the aim of achieving "preferred" supplier status.
    • Working closely with new clients to determine their future needs and proposing suitable products, services and upgrades in order to maintain and grow revenue for PP&M / EcoSys.
    • Maintaining call rates to assure contact with assigned clients and acting as the main interface between the client to ensure an optimal level of service is provided at all times.
    • Conducting product demonstrations and coordinating the preparation of Sales proposals, tenders/bids, contracts and Account Management plans.
    • Coordinating, conducting and participating in Sales promotions, campaigns, events and displays.
    • Assessing potential partners, performing competitive research, evaluating proposed deals/partnerships and analysing and developing business cases for new business targets.
    • Keeping abreast of competitor's Sales strategies.
    • Negotiating contracts in accordance with PP&M / EcoSys policies.
    • Liaising with Technical Support staff regarding technical issues to ensure client retention and continued business.

    Qualifications and Experience Required

    • 7+ years of software sales experience and a proven sales track record selling enterprise software.
    • Ability to penetrate accounts and leverage relationships with account stakeholders.
    • Project Controls knowledge and/or strong knowledge of EcoSys and our competitors.
    • Collaborative team player with strong interpersonal communication skills.
    • Excellent communication / negotiating / closing skills with the ability to communicate effectively at all levels of an organization, including C-level players.
    • Strong prospecting / hunting skills.  
    • Bachelors degree or equivalent.

    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 - 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 - ENTREPRENEURIAL INNOVATION - Envisions the results and consequences of new ideas or concepts and anticipates long term opportunities and requirements formulating plans to meet them. Encourages and promotes entrepreneurial innovation., 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.

    Current KPI Requirements

    • Achieve bookings sales targets
    • Within 3 months - Identifying and analysis of allocated territory and accounts with the view of identifying specific EcoSys Customers
    • Work with local Sales office and Manager to identify 5 account per month and prepare account plans.
    • Proposals/quotes 3 per week after a ramp up of 3 months
    • Accurate update of SFDC on regular basis.

    Objectives/Goals

    Longer term goals will be agreed around the longer term overall market penetration

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