Job Description

Cusomter

• Develop and leverage constructive relationships within target accounts to gain access to key decision makers and establish coach network
  
• Continuously review business potential and identify potential business opportunities
  
• Conduct research meetings with the customers and leverage coach network to understand the customer's organization, requirements and business objectives
  
• Present solution proposal and business fit to decision makers, engage in negotiations and close the deal
  
  

Stakeholder

• Collaborate with internal functions that support the sales process (Solution Design, oererations, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actions
  
• Work in close cooperation with customer operations teams (ensure quality, improve performance)
  
• Facilitate knowledge/ best-practice sharing between DSC community < within sector/ geography>
  

Strategizing

• Draft vision and target for assigned target accounts
  
• Conduct research on strategically prioritized areas, sectors and target accounts < within sector/ geography> to identify potential areas for business opportunities
  
  

Hunting

• Pro-actively identify opportunities within target accounts and answer incoming RFQs
  
• Map and assess stakeholders within assigned target accounts
  
• Conduct internal + external research to identify customer's supply chain requirements and business objectives
  
• Conduct opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities
  
• Identify DSC's value proposition and high level solution parameters based on customer requirements
  
• Develop a structured plan on how to win the opportunity (win-plan)
  
• Identify and assess business fit of customer with DSC and develop convincing business fit presentation
  
• Present solution to customer demonstrating clear business value, engage in negotiations and close the deal
  
• Collect customer feedback after opportunity and conduct internal Post-Opportunity Review
  

Maintaining

• Maintain access to key target account stakeholders, position DSC and continuously review business opportunity potential
  
• Prepare, conduct and accompany handover to operations after closure, act as the customer's prime contact until handover to Operations/ Account Management is finalized

Team Management/ Coordination

• Assemble input from opportunity team, prepare proposal and BCA
  
• Plan the sales process and coordinate the opportunity team throughout the sales process (O2D)
  
• Collect and share knowledge and best practices (also cross-country)
  
• Collect and review input from opportunity team (e.g. HR, IT, etc.), ensure quality and commercial standards are met
  
• Act as an interface between customer and DSC internal functions, collect and distribute required information

Solution Design

• Analyze collected data together with functional experts (Solution Design, IT, HR, Real Estate, etc.) and support solution development
  

Facts and Figures