KEY OBJECTIVE

 

Objective of Key Account Program\:  The Key Account Program is focused on driving sustainable business growth of Oracle’s most valuable customer segment (SK Group) through strategic account management across the customer lifetime value.  The objective of the Key Accounts Program is to\:
 

Grow revenue and pipeline over a 3 year horizon in the account

Increase consumption and expansion of Oracle’s products into the account

Improve customer satisfaction and retention
 

Role of Key Account Director (SK GROUP)\: The Key Account Director is responsible to provide overall account leadership for cross line of business and cross-geography sales management into SK GROUP. An account Director is governed by a set of global rules of engagement which enables him/her with the authority required to successfully manage account relationships and sales effectiveness.

 

The performance of the Key Account Director is measured by\:

 

Attainment of annual Sales Targets from –
a)          Product License revenue for all of Oracle’s lines of business included GBU
b)          1^st Year Support revenue associated to new Product License sold

Strategic Account Planning and Sales Execution

Effectiveness of Account Relationship Management

Improvements in Customer Satisfaction

 

SPECIFIC RESPONSIBILITIES

 

Sales Leadership and Account Management

Establish Key Account Plans and sales strategies into the customer

Generate demand and drive sustainable pipeline over 3 years

Deliver on Sales Targets

Engage in strategic sales negotiation to ‘Close Sales’

Monitor competitors’ activities in the account and develop counter-strategy to preserve and strengthen the market position of the company

Create Oracle’s value proposition and competitive differentiation

Identify investments necessary for the account and obtain executive sponsorship / approvals for execution

Lead sales execution and co-ordinate activities across LOB and GBU

Ensure quality and timeliness of deliverables for activities across LOB and GBU

Establish and execute regular Account Reviews and Sales Positioning with Key Account engagement team
 

Customer Relationship and Life-Time Value Management

Establish Account Relationship Plan

Effectively manage customer relationships across all levels of the business

Engage regularly with Key Customer Stakeholders

Improve Customer Satisfaction
e.g., execute Customer Satisfaction Assessment, develop Service Recovery / Improvement Plan

Manage customer life-time value and execute “Value Add” services through working across lines of businesses e.g., IBU/GBU, Oracle Insight, Sales, Consulting Marketing, Finance, AR, PR, Customer Care and Customer References to create competitive differentiation
 

Customer Reference-ability

Assist to recruit customer into Reference Program

Identify customer benefits and co-ordinate value assessment for Customer Reference

Assist Customer Reference Managers to co-ordinate / develop reference assets

Assist with Sales Referencing and Customer Visits
 

Account Issue Resolution

Resolve account issues both internally and externally

Manage issue escalation and resolution

Ensure clear accountability or ownership for all account issues

Assume responsibility to drive and track all critical account issues to mitigate adverse impacts on customer satisfaction and account revenue

Represent the customer’s priority product quality and performance issues to Oracle Development and Support

Identify needs and promote opportunities to improve customer knowledge / usage of Oracle products and technologies

Communicate issue ramifications and resolution status to customer sponsor(s), Oracle Executive Sponsor(s), key LOB management and the account team

 

Key Account Program continuous improvements

Review with Key Accounts Regional Leads on development of areas for continuous improvement to the program

 

 

POSITION REQUIREMENTS

Indicate the experience qualifications and competencies required to perform this position effectively.

 

Must have prior experience with IT org at SK GROUP

Strong understanding of automobile industry and business of SK Group under his/her management

15 years experience in software, industry or management / business consulting

Ability to effectively engage at customer “C Level” and gain acceptance as being a “Trusted Business Advisor” status

Strong understanding of industry and business of SK GROUP under his/her management

Track record of accomplishment in selling large-scale, complex, solutions-oriented products, services, and outsourcing to major accounts

Outstanding negotiation skills

Excellent communication (written and oral) and presentation skills

Ability to lead and manage an Account Team

Ability to develop effective Sales Strategies

Ability to evaluate, motivate, enhance and retain a team.

High intellectual capacity and rigor

 

Desirable

 

Fluent English speaking & presentation skill in English

Industry experience in one or more of the following\: Telecom industry

Management / Business Consulting prior experience

!|!Overall responsibility for the regions sales, third party alliances, and customer satisfaction. Develops and implements a comprehensive strategy that maximizes Oracle's opportunities across all products and product lines.

Manages and develops a team of sales representatives including recruiting, hiring, and training new reps on the Oracle sales process. May manage a Regional Manager or Branch Manager. Sells and promotes the sales of Oracle products to customers including negotiating price, other concessions and terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Conducts weekly progress meetings with sales team.

Directs and ensures the implementation of operational policies through subordinate managers. Interacts internally and externally with executive management involving negotiation of difficult matters to influence policy. Functional expertise and broad company knowledge.!|!