KEY OBJECTIVE

 

1. Major Accounts Sales Executive  is responsible for selling Oracle’s enterprise application software and related services to and growing Oracle’s revenues associated with existing accounts in a defined territory, whilst maintaining successful relationships
2. The role is also responsible for the targeted  accounts’ sales and customer satisfaction, achieving the sales quotas, contributing to regular sales and team meetings, and achieving the financial targets and other business objectives

 

 

ROLE & RESPONSIBILITIES

 

• Sell business applications software/solutions and related services to and maintain relationship with existing accounts and Emerging accounts in assigned territory in the Hospitality Food and Beverage Vertical
• Manage sales through forecasting, account resource allocation, account strategy, planning and post closure customer support. Develop solution proposals encompassing all aspects of the application.
• Participate in the development, presentation and sales of a value proposition.  Negotiate pricing and contractual agreement to close the sale.  Identify and develop strategic alignment with key third party influencers.
• Is chartered to facilitate and own the overall account and opportunity planning process and its execution for the Major Account. Is also responsible for the Oracle communication inside our global organization and across other organizations and lines of business within the Major Account.
• Develop deep customer knowledge and influence through forging executive relationships across all Oracle lines of business, increasing Oracle’s reputation as a proven partner, increasing customer satisfaction and Oracle revenues and footprint within the Major Account.

1. Generate and achieve quarterly territory forecasts and pipeline requirements; accurately predict revenue on a monthly basis.
2. Work with clients to develop long term partnership to ensure they remain successful by realizing the full value of their investment with us to ensure client continues/renews contract with Oracle, and to minimize cancellations.
3. Build ongoing customer relationships to drive renewals, maximize timely renewals, identify/utilise product expansion and up sell opportunities to the client.
4. Responsible for maintaining a high level of client satisfaction by being a liaison between our clients and Oracle’s internal operations.
5. Demonstrate extensive knowledge of Oracle’s products and services relative to the competition and be able to creatively apply this knowledge to gain sales advantage for Oracle in Hospitality (Restaurant and Food and Beverage)
6. Develop significant credibility with high-level customer and partner contacts, builds and fosters relationships to the extent of being invited to facilitate joint business planning and technology requirements discussions.
7. Cultivate cross functional communication. Builds working relationships with consulting field managers in the respective territory to develop joint account plans.

 

EXPERIENCE AND ATTRIBUTES

 

• History and track record of achievement of revenue objectives.
• Demonstrated ability to develop and implement business/account plans.
• Demonstrated ability to work with accounts’ senior management and across functions within customer organizations to gain commitment, obtain resources and achieve desired results.
• BS or BA degree in Business/Commerce/IT, or higher.
• Minimum of 5-8 years field sales and account relationship management experience with major accounts
• Minimum of 3 years working in a Restaurant Industry related role
• Solid understanding of Restaurant operations and industry practicies
• Strong team building skills and ability to resolve conflict situations.
• Highly developed selling, customer relations and negotiation skills.
• Ability to penetrate accounts and meet with stakeholders within accounts.
• Have and maintain a current in-depth knowledge of the state of the hospitality technology market, solutions, industry, competition and environment in the assigned region.
• Experience in working with diverse team of people with various professional and cultural backgrounds.
• Ability to travel and be flexible with time.

 

 

PROFESSIONAL SKILLS

 

• Outstanding communication, negotiation and presentation skills.
• Excellent team player with strong interpersonal skills.
• Frequently initiates and pursues professional relationships. Works well with others in achieving goals and building productive relationships. Capability to liaise with and influence various internal and external stakeholders at different levels in the organisation.
• Works collaboratively with customers to determine their needs and identify appropriate solutions. Ensures that customers and decision makers are influenced.
• Pursues achievement of goals with energy and enthusiasm. Seeks new experiences and challenges.
• Is aware of personal strengths and weaknesses and seeks self-improvement. Remains determined in the face of obstacles or pressure.
• Job duties are varied and complex, needing independent judgment. May have project lead role.
• Ability to build and demonstrate a deep understanding of customer and partner business strategies, keep up to date with technological and industry trends.
• Display proactive thinking abilities and utilise this to create new opportunities.
• Display strong tenacity, creativity and drive to see things through to successful conclusion.
• Ability to participate in multiple activities simultaneously and manage a wide variety of tasks with priorities and goals.
• Demonstrate a sense of urgency, a propensity for action, and confidence in the likely success of plans and initiatives.
• Deliver results that meet and exceed beyond expectations.

!|!Sells a subset of product or services directly or via partners to a large number of named accounts/non-named accounts/geographical territory (mainly Tier 3 accounts).

Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers. Manage sales through forecasting, account resource allocation, account strategy, and planning. Develop solution proposals encompassing all aspects of the application. Participate in the development, presentation and sales of a value proposition. Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third party influencers.

Job duties are varied and complex, needing independent judgment. May have project lead role. 5 years field sales experience with focus on large strategic accounts including applications sales experience. Highly developed selling, customer relations and negotiation skills. Successful sales track record. Oracle knowledge and/or knowledge of Oracle*s competitors. Interaction with C level players. Team player. Ability to penetrate accounts and meet with stakeholders within accounts. Excellent written, verbal, and interpersonal skills. Presentation skills. Travel may be needed. Bachelor degree or equivalent.!|!