• Manage and develop market leadership for key accounts in the UK and Ireland.
• Develop a direct relationship with major accounts.
• Manage and develop the direct or indirect sales strategy aligned to the Harmonic Go-To-Market model and strategy.
• Develop and implement long-term customer account plans and short/medium-term opportunity plans in support of company goals and quota objectives.
• Qualify and close new business with strategic key accounts in the given territory.
• Responsible for overall customer relationships.
• Penetrate strategic key accounts and grow long-term, successful relationships.
• Align and prioritize efforts based on the company's target initiatives to maximize revenue and customer satisfaction for target accounts.
• Build and maintain a knowledge base of Harmonic's products, solutions, and services to adequately support the assigned market sectors.

Skills: Key Account Management, Strategic Sales, Relationship Management, Go-To-Market Execution, Revenue Growth, Business Development, Customer Retention, Product Knowledge

• Understand, articulate and document the business and technical needs of the assigned major accounts.
• Effectively and appropriately engage sales resources, technical pre-sales, product management, program management, partners, executive team and legal.
• Coordinate internal and external participation in tactical and strategic initiatives.
• Successfully close business by developing customer-centric solutions based on the specific needs of the customer.
• Meet or exceed sales quota.
• Respond to RFI/RFPs, creating proposals, developing ROI and TCO analysis.
• Demonstrate excellent and effective communication skills.
• Maintain up-to-date knowledge of industry news and trends, products, services, and competitors.
• Represent Harmonic and promote a positive image and brand during relevant industry events.

Skills: Requirements Analysis, Stakeholder Coordination, Cross-Functional Collaboration, Solution Selling, Quota Achievement, RFP Management, Business Communication, Industry Awareness

• Achieve and exceed the agreed sales and profit targets for Harmonic's business within the defined customer and/or territory.
• Develop and maintain account plans to ensure clear actions are agreed to achieve set targets.
• Identify opportunities and submit for qualification.
• Ensure that qualified opportunities are developed.
• Ensure that bids and/or proposals are delivered for qualified opportunities.
• Close the sale with a signed contract/order including support.
• Maintain and keep updated sales pipeline/forecast tools.
• Regular activity report as agreed with appropriate management.
• Own the ongoing commercial relationship between Harmonic and identified customers.
• Build effective relationships and networks at all levels within the customer organisation to achieve a high level of intelligence and planning.

Skills: Sales Target Achievement, Account Planning, Opportunity Qualification, Proposal Development, Contract Negotiation, Pipeline Management, Commercial Relationship Ownership, Customer Networking

• Organise time and tasks to optimise the number of visits to the customer.
• Implement the sales strategy in the defined market.
• Develop sales to achieve quantitative and qualitative targets.
• Provide customer feedback to the organisation in an organised manner.
• Support the sales management in defining the midrange (1-3 years) performance outlook.
• Develop relationships with key end-user influencers and consultants to maximize sales.
• Understand and keep updated with the relevant Harmonic product and solutions offerings.
• Negotiate contractual and commercial terms and conditions.
• Support local events and trade shows.
• Qualify bids and pricing requests, clearly communicating this to marketing.

Skills: Time Management, Sales Strategy Execution, Target Achievement, Customer Feedback, Sales Forecasting, Influencer Relationships, Product Knowledge, Contract Negotiation

• Champion customer satisfaction, encouraging retention and quality service and exceeding the UK NPS target.
• Build and maintain multi-layered relationships with the influential people within key customers' organisations.
• Develop customer plans, in conjunction with customers, which position Elliott as a key supply chain partner across all functions, maximising the involvement of key functional leads.
• Develop and implement strategic account plans for customers within the allocated portfolio.
• Work with the Business Development Director to support the development and implementation of customer-specific sales strategies.
• Identify and develop proposals for existing and emerging markets, product development and innovation and customer solutions.
• Collect, monitor and message the status of the market and competitor landscape.
• Strategically and profitably, protect and grow revenue from the allocated portfolio of key accounts.

Skills: Customer Satisfaction, Key Relationship Building, Strategic Account Planning, Sales Strategy Support, Market Development, Competitive Analysis, Revenue Growth, Portfolio Management

• Identify opportunities for new products and services that will strengthen the offering to customers and deliver the required return on investment.
• Deliver quality sales proposals in response to tenders and enquiries from customers.
• Ensure that the company-determined boundaries and hand-offs between sales functions are followed on a day-to-day basis.
• Actively participating in the Key Accounts and Business Development team, and in wider business environments, embracing company culture, vision and strategy.
• Support of other team members sharing experience, knowledge and best practices.
• Demonstrate adherence to corporate policy and procedure, and legislative requirements.
• Effectively identifying, coordinating and leading key personnel within opportunity teams to ensure maximising opportunity win rate.
• Supply sufficient, accurate information to the Key Account ISE team to allow them to support account growth and to accurately and effectively process orders.
• Take an active part in developing and closing opportunities for accounts owned by NAM, BDM and ISE colleagues.

Skills: Product Opportunity Identification, Proposal Development, Sales Process Compliance, Team Collaboration, Knowledge Sharing, Policy Compliance, Opportunity Leadership, Account Support

• Sell highly complex multi-million-dollar Capital Equipment and System Upgrades.
• Organise all sales and marketing activities from strategy to implementation.
• Act as a principal customer interface for providing information in regard to system design, application, operation and maintenance.
• Manage technical proposals and presentations.
• Initiate and coordinate the development of action plans to penetrate new markets.
• Control expenses to meet budget guidelines.
• Accurate reporting and submission of monthly and quarterly rolling sales forecasts.
• Manage marketing campaigns against an agreed budget, including organisation of workshops, conferences and user meetings.

Skills: Capital Equipment Sales, Sales Strategy, Customer Interface, Technical Proposals, Market Expansion, Budget Management, Sales Forecasting, Marketing Campaigns

• Cultivate and maintain strong relationships with key stakeholders and decision-makers within 20 key national accounts.
• Map client organizations and build relationships with multiple contacts.
• Develop and execute strategic account plans to develop and expand corporate partnerships encompassing the full range of Latch's smart access solutions.
• Lead solution-development efforts by coordinating the involvement of marketing, product, technology, compliance, and other teams.
• Exceed quota for signed letters of intent and software agreements.
• Assist Channel Account Managers in guiding owners' selection of channel partners and the execution of purchase orders.
• Maintain a deep understanding of accounts' portfolios and pipeline in order to systematically expand into key accounts.
• Develop a deep understanding of the operating profile of accounts, their key internal stakeholders and decision-making criteria.
• Maintain up-to-date and accurate CRM activity.

Skills: Key Account Management, Stakeholder Relationships, Strategic Account Planning, Solution Development, Quota Achievement, Channel Partner Support, Pipeline Management, CRM Management

• Must have demonstrated success in effectively managing in a complex, conceptual selling environment.
• Proven success in the identification, negotiation, and closing of deals that are profitable and that minimize exposure to risk for Siemens.
• Proven innovation in generating and leading implementation efforts of total solutions (product/services, 3rd party alliances) and market opportunities.
• Excellent communication, organizational and presentation skills.
• Ability to blend "Big Picture" ideas with the ability to execute details necessary to succeed.
• Excellent organizational skills.
• Able to commit to outstanding customer service and able to build solid client relationships as a trusted partner.
• Exceptional negotiation skills.
• Excellent written and verbal communication skills in English.
• Advanced user of presentation tools (e.g., MS PowerPoint) and able to present to a variety of different audiences, including C-Level executives.
• Experience with tracking sales leads utilizing a CRM (e.g, Salesforce).
• Experience should include marketing and business development to Operations personnel up to C-level executives.
• Ability to deliver effective messaging on social media, identify ideal buyers, and leverage tools such as LinkedIn.
• Experience in material handling systems and/or express delivery industries.

Qualifications: BS in Marketing with 9 years of Experience

• Experience in Key Account Management or Business Development.
• Proficient in English (verbal and written).
• Good command of finance and forecasting.
• Ability to naturally deal with challenging stakeholders and work cross-functionally in a seamless fashion.
• Able to demonstrate skills in Value Selling, Account Management.
• Strong business and team leader.
• Strong customer focus, strategic agility, and ability to deal with ambiguity.
• Solid leadership skills to develop a highly performing team.

Qualifications: BS in Supply Chain Management with 7 years of Experience

• Digital experience and a proven track record of (target-driven) account management experience.
• Solid understanding of the overall dynamics of the digital industry (digital marketing principles, web development, measurement and analytics, internet technology, UI/UX, content strategy, brand strategy and positioning, campaigns and 360 brand communication, etc.)
• Strong communication and interpersonal skills with an aptitude for building relationships with professionals of all organizational levels.
• Able to ''connect-the-dots'' across channels and touchpoints internally as externally.
• Exceptional work ethic and the willingness to go above and beyond to get the job done while maintaining a supportive, empowering and positive attitude.
• Must have a master's in problem-solving and negotiation without direct supervision and/or direction.
• Able to embrace thought-leadership by staying up-to-date on industry news, technology trends and best practices.
• Exceptional written and verbal communication skills.

Qualifications: BS in Management with 6 years of Experience

• Ability to see situations from a macro view.
• Ability to make sound decisions on little information.
• Ability to drive for results, bias for action.
• Ability to influence people.
• Excellent written and verbal communication skills.
• Excellent project management knowledge.
• Must have an entrepreneurial attitude in regards to the Account.
• International business experience in sales management.

Qualifications: BA in Business Administration with 8 years of Experience

• Customer or partner-facing experience.
• Quota-carrying experience.
• Track record of effectively managing a significant book of business, including opportunity/risk analysis, forecasting and outperforming metrics-based business goals.
• Must have commercial acumen.
• Understanding of how businesses and organizations work and how to navigate a partner's business.
• Excellent communication skills and the ability to manage diverse partners across businesses and levels.
• Project management and organizational skills.
• Experience working cross-functionally.
• Must have marketing experience.
• Able to thrive in a fast-paced environment focused on growth.
• Able to be proactive, creative and flexible.

Qualifications: BA in International Business with 4 years of Experience

• Progressive work-related experience in the service industry with multi-unit or corporate roles in a hotel setting.
• Demonstrated understanding of technical and business knowledge and understanding of multiple disciplines/processes related to the position.
• In-depth knowledge of sales principles and techniques.
• Strong client management, problem-solving solving and organization skills.
• Effective communication and negotiation skills.
• Strong knowledge of IHG products, rates and marketing programs.
• Good PC/MS Office skills.
• Knowledge of Delphi.
• Ability to develop strong relationships with customers' senior management.
• Able to flexible approach.
• Able to demonstrate confidence in representing multiple properties and working remotely with team members and the line manager.
• Understanding of market trends and customer needs.
• Must be competent in allocating resources, controlling expenses and working within pre-determined budgets.
• Ability to establish goals and objectives, set performance targets and ensure timely delivery of projects.
• Ability in report writing and strong presentation skills.

Qualifications: BA in Sales Management with 7 years of Experience

• Strong listening skills that foster a connection with the audience.
• Expert relationship cultivator.
• Able to be flexible and adaptable in a fast-paced, deadline-driven environment.
• Strong organizational and time management skills.
• Excellent verbal and written communication in English.
• Strong problem-solving skills, strategic thinker.
• Able to demonstrate confidence, independence and reliability.
• Able to team player, understanding the need to operate as one, working across all elements of sales and delivery.
• Proficient knowledge of retail and selling software/SaaS.

Qualifications: BA in Communication Studies with 4 years of Experience

• Ability to speak French, English and German (C1).
• Experience in a similar environment (FMCG, Retail, Cosmetics, Luxury).
• Experience in dealing with key clients on a global scale.
• Experience in managing and developing a team.
• Prior experience in a changing and fast-moving environment.
• Ability to fine negotiator, empower people around to reach targets.
• Ability to broad-minded, flexible, agile and resilient person.
• Exceptional organisation, presentation, and interpersonal skills, both verbal and written.
• Ability and proven experience with strategic account planning.

Qualifications: BA in International Business with 6 years of Experience