Account Executive (all genders)
- Shanghai
- Permanent
- Full-time
- Target, approach and acquire new high value customers using a deep understanding of their strategic business travel requirements
- Ensure all new sales activity is delivered at best practice by actively engaging with the Enterprise Sales team and set a personal example to the team in all customer engagement
- Develop an in-depth understanding of HRS product solutions and offer a consultative sales approach to potential customers to support their internal strategies
- Find new ways to build up the strategic partnership with the customer and penetrate all HRS solutions selling to increase the share of wallet
- Acquire new major accounts and ensure new customers go live and begin booking (responsible from lead to implementation)
- Independently conduct a high-level conversation/meeting with the Executive management of your customer and having the knowledge about the “change management” and applying this skills for the negotiation
- Maintain a consistent 'pipeline' that enables meeting and exceeding quota attainment
- Be a 'go to' person for the latest market competitor activity and customer intelligence
- Chair the weekly new business meeting and provide commentary and action on performance as well as forecast future revenue delivery
- Actively manage CRM to ensure all customer activity and data is correctly recording and up to date for reporting and analytics purposes
- Identify and flag any product or marketing improvements required to optimize our end customer solutions and engage relevant internal departments
- Work closely with account support management to be the key contact for customers to make the decision, setup the plan and change the strategies base on time to time situation
- Maintain a high level of current knowledge of the product portfolio and the benefits for customers as well as of other relevant information (e.g., market trends, strategy, competitors, pricing)
- Demonstrate good project management skills to coordinate not only stakeholders across different countries but also HRS experts on topics such as payment or procurement solutions
- Experience in working in a sales role or consultative approach for several years, preferably building a network of relationships and technical knowledge within the B2B enterprise sales with focus on large enterprise segment
- Several years of commercial experience in a comparable position in the technology consulting, SaaS enterprise sales, payment or similar software industry with focus on high-level executives
- Ability to proactively deliver a new business strategy and actions in a fast-paced tech environment and a proven hands-on mentality
- During the qualification process, ability to understand the strategic goals of the Prospect, beyond the scope of travel, in the different areas of digitization, automation, sustainability, security, safety, innovation, system's integration, data protection, employment's philosophy. By using MEDDPICC methodology be able to identify metrics, economic buyer, decision criteria, decision process, paper process, customer's pain, competition, champion
- Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C-level. Strong stakeholder management skills.
- Strong competency in delivering creative solutions to overcome customer objections and ability to negotiate mutually beneficial commercial contracts
- Ability to analyze and interpret complex customer data and using CRM systems as part of the daily role.
- Ability to cope with pressure and to work to tight deadlines while managing customer expectations and internal resources
- Strong goal orientation and decision-making competence: finding new/best-possible solutions, keeping economic impact in mind, showing good argumentation in negotiations and competence in advanced presenting techniques
- Very strong analytical skills and negotiation skills, good competence in relationship management esp. sales and acquisition
- Good communication skills with fluency in English and Mandarin, spoken and written