Hexagon

Sales Account Manager - EPC

Job Location AU-WA-Perth
Job ID
2020-5783
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

We are looking for a motivated and professional Account Manager to join our Field Sales Organisation. Based in Perth, you will join a team focussed on the Engineering, Procurement and Construction (EPC) market segment. With a wide range of products and services to meet customer needs and our position as a global leader in sensor, software and autonomous solutions, this position is a unique opportunity to continue and expand your professional sales/solutions career.

Responsibilities/Main Activities

  • Developing Hexagon's PPM footprint in the EPC market by generating sales leads for SmartPlant 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 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.
  • Conducting product demonstrations and coordinating the preparation of Sales proposals, tenders/bids, contracts and Account Management plans.
  • Assessing potential partners, performing competitive research, evaluating proposed deals/partnerships and analysing and developing business cases for new business targets.

Qualifications and Experience Required

  • The motivation and demonstrable experience to perform the right activities and research to establish a customer portfolio in the EPC segment, specifically in large enterprise software solutions
  • A customer centric approach with the ability to listen to truly understand core business requirements in the field of plant operations and/or maintenance and qualify current and planned work programmes
  • Demonstrable ability to understand a complex software product set, ideally in the targeted industry segment
  • Demonstrable experience identifying markers within a customer’s business that warrant further qualification/discussion of complex software solutions
  • Demonstrable ability to professionally manage a customer base through a sales cycle to the mutual benefit of all parties

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 - 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 - 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

Current KPI Requirements

As per APAC 2020 Business Plan

Objectives/Goals

As per APAC 2020 Business Plan

 

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