Customer Lead

at  Nokia

FAMILY DESCRIPTION

Sales (SA) covers end-to-end sales to customers and advocates customer intimacy. Comprises selling of products, services and solutions, and building and maintaining relationships with customers and potential customers. Contains management of customers, partners, and accounts while focusing either on a specific target group, specific products, services, solutions, or a territory.Note: population would be under the sales incentive plan.

SUBFAMILY DESCRIPTION

Account & Cust. Relatnshp Mgmt-CNS (RMCNS) comprises the creation and development of profitable relations with customers (incl. multi-geographic customer businesses) or new businesses through direct customer interface for a profiled customer base by implementing a strategy for a specified customer account, products, services, or solutions. Contains management of customer interactions and driving of sales for Nokia’s offering. Covers creation of sales channels to grow new businesses in completely new prospects / markets and / or existing accounts targeting new revenue streams. Contains conduction of end-to-end business management (sales and delivery) for all customers and opportunities within the responsible scope.

• Accountable for large / medium customers at global or regional level across multiple portfolios or specific portfolio, carrying significant sales target.
• Identifies and develops significant business opportunities by interpreting critical internal or external business information such as customer needs, Nokia’s portfolio, competitive landscape, etc.
• Builds a long-term relationship with customer’s senior executives using the knowledge of industry and competitive landscape to contributes to the corporate goals and to increase own effectiveness.
• Drives sales, pre-sales and other functions based on in-depth organisational understanding (Mode of Operations, processes, etc) and develops competitive and innovative offers that deliver considerable value to customers and Nokia.
• Actively participates in and contributes to pricing strategy and contract negotiations which generate mid-term business impact.
• Contributes to process / product / service improvements that help to sustain competitive advantage of Nokia.
• Influences the LoA process from strategic business and commercial perspective.
• Influences strategic decisions within own defined scope (portfolio, geography, etc) that affect the performance of the entire Customer Team (CT) or Global Customer Business Team (G/CBT) or even broader organisation.
• Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment, and develops unique sales approaches which differentiates our offering.
• Acts as the most senior sales expert, typically at a global or regional level, serves as best practice / quality resource and is an acknowledged authority both within and outside own organisational unit.
• Leads a functional team or cross-functional business team within a defined scope (portfolio, geography, etc) with considerable resource requirements, risk, and complexity.

KNOWLEDGE & EXPERIENCE

Sales experience in Telco or IT domain for not less than 5 years.

Please refer the Job description for details