Senior Account Manager - CPG Industry, SEA

Job Title: Senior Account Manager

Location: Jakarta, Indonesia
Employment type: Regular, full time, remote work arrangement

Who are you?

We are looking for a high energy software sales personnel to deliver revenue objectives by managing and developing business with Consumer Packaged Goods (CPG) industry and by driving utilization within named existing key accounts within defined SEA. You will report to the Senior Sales Manager, SEA.

Who is the team?

In addition to maintaining strong working relationships with all regional Sales, Marketing, Solution Strategy, Global Business Development and Consultants, the Senior Account Manager will maintain a close working relationship with the regional Technical Pre & Post Sales organisation to ensure accurate communication of requirements and client expectations.

What will you do?

• Role model high quality rigorous sales processes (AVEVA way of selling, MEDDPICC Meet or exceed quarterly revenue targets supporting the regional business.

• Define and execute your Account Manager Business Plan which outlines your strategic and tactical approaches for achieving your targets.

• Plan and organize all related sales activities starting from prospecting through to closing business in line with the AVEVA Sales Process.

• Comply with AVEVA’s Processes and Policies and other written and verbal communication from the management.

• Analyze your ongoing performance against your plan to develop monthly reporting including long term account strategies with both current and proposed activities, customer visits, revenue status, and revenue forecast.

• Maintain and develop the customer pipeline in accordance with the pipeline recognition rules, and maintain activity within AVEVA’s Sales Force solution.

• Ensure sales documentation to support revenue booking are duly signed.

• Retain existing accounts and expanding solutions utilization, by developing long term relationships with Executives and key decision makers.

• Support management with all market related information and assist with marketing activity where appropriate.

What are we looking for?

Experience

• You will possess experience (at least 5-10 years) in a sales, account management and/or business development role selling software solutions serving Consumer Packaged Goods (CPG), including but not limited to Food, Dairy, Pulp & Paper etc.

• You must be passionate about the customer’s business and must be able to investigate and uncover their most important problems to solve, matching AVEVA’s solutions to them where appropriate.

• You will possess experience (at least 7 years) with IT solutions and the business processes associated with the industries served by AVEVA and likely to have worked for an IT solutions provider, CPG, or technology consultancy.

• You will preferably be degree qualified or have a professional qualification.

Skills

• You will be skilled and experienced operating at a range of levels from end user to senior decision makers within AVEVA’s target customer base, aligning their business problems with our technology solutions.

• You will have sound commercial and analytical skills to help identify market trends and opportunities for your nominated territory, refining business and account plans to exploit such opportunities. You will be experienced in assessing commercial and legal risk and taking steps in negotiations to minimise / mitigate same from our business undertakings.

• You will have strong communication skills in all forms – written, oral, email, presentation, and have strong English language skills.

• Customer Focused: Develops in-depth understanding of customer needs in order to provide what they need rather than what is convenient. Develops and implements strategies and processes which improve customer relationships. Tries to get others to see things from the customer perspective. Acts as an advocate - takes the side of the customer in challenging existing standards of customer focus.

• Influencing Skills: Emphasises positive messages and benefits which win appeal to audience. Chooses and uses most appropriate arguments, not just the most obvious. Focuses on key benefits, including bottom line benefits to get the message across.

• Commercial Awareness: Uses a range of tactics and/or lines of arguments to persuade others. Asks for ideas to help build ownership. Anticipates likely objections and builds responses into arguments/approaches. Builds positive support with champions outside of meetings. Relishes the opportunity to shape the business.

• Negotiating Skills: Able to negotiate business with customers of high value or involving several levels of intervention Leads projects or teams, the success of which depends upon the individual’s ability to achieve negotiated settlements. Leads or is involved in formal negotiating arrangements with external organizations.

Behaviours

• Entrepreneurship and persuasive by navigating within company, customer and partners to achieve the right outcome.

• Develop persistence and detailed follow-up.

• Be an agent of transformation and ability to convince internal stakeholders to change sales approach or sell new solutions.

• Self-starter with high-energy, independence and proactive.

• Demonstrates sense of urgency, ability to handle multiple priorities & collaborate with multiple stakeholders.

• Quick learner who can adapt well in an impact,fast-paced environment by listening, absorbing and quickly applying lessons learned from all inputs.

• Resonates with culture focused on Impact, Aspiration, Curiosity and Trust

Commercial at AVEVA 

Our Commercial team, comprised of over 2,000 dedicated colleagues, is the backbone of our customer relationships and business growth. From industry experts and solution architects to sales, support, success managers, and business operations, everyone shares a common goal: to deeply understand our customers' needs and deliver tailored solutions. 

If you're passionate about driving growth, tackling complex business challenges, and fostering strong customer relationships, you'll find success and fulfilment in our Commercial team. 

Find out more: https://www.aveva.com/en/about/careers/