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Employer Sponsored Job (Free to apply to)
Oracle Corporation Job Title
Major Accounts Sales Executive (Solution Sales for F&B sector)

Company
Oracle Corporation

Job Description
Major Accounts Sales Executive (Solution Sales for F&B sector)','18000IEI','','!*!KEY OBJECTIVE Major Accounts Manager 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 relationshipsThe job represents a balanced customer relationship management
effort involving sales and account management skills, product
knowledge/problem-solving/solution skills, and direction of all other and
necessary Oracle specialized resources assigned to the Major AccountsThe role is also responsible for the assigned 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 VerticalManage 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.Generate and achieve quarterly territory forecasts and
pipeline requirements; accurately predict revenue on a monthly basis.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.Build ongoing customer relationships to drive renewals,
maximize timely renewals, identify/utilise product expansion and up sell opportunities
to the client.Responsible for maintaining a high level of client
satisfaction by being a liaison between our clients and Oracle’s internal
operations.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)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.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 accountsMinimum of 3 years working in a Restaurant Industry related
role Solid understanding of Restaurant operations and industry
practiciesStrong 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.','Sales','','TH-TH,Thailand-Bangkok','','','Regular Employee Hire','Oracle','Major Accounts Sales Executive (Solution Sales for F&B sector)


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