Family Description

Sales (SA) covers end-to-end sales to customers and advocates customer intimacy. Comprises selling of products, services and solutions, and building and maintaining relationships with customers and potential customers. Contains management of customers, partners, and accounts while focusing either on a specific target group, specific products, services, solutions, or a territory.Note: population would be under the sales incentive plan.

Subfamily Description

Account & Cust. Relatnshp Mgmt-CNS (RMCNS) comprises the creation and development of profitable relations with customers (incl. multi-geographic customer businesses) or new businesses through direct customer interface for a profiled customer base by implementing a strategy for a specified customer account, products, services, or solutions. Contains management of customer interactions and driving of sales for Nokia's offering. Covers creation of sales channels to grow new businesses in completely new prospects / markets and / or existing accounts targeting new revenue streams. Contains conduction of end-to-end business management (sales and delivery) for all customers and opportunities within the responsible scope.

 

Management experience across Core functional areas or businesses.  Recognized thought leader.  Typically requires 10-12 years extensive relevant experience and/or a graduate / postgraduate equivalent degree.  Capability to interact as a peer with customers, sales teams, RBC Pre-sales and Delivery teams, to clearly articulate the customer needs and the price targets that need to be achieved.  Responsible for Purchase Orders to achieve annual target and customer satisfaction of this Market. English fluency. It would be nice if you also had:  Proven track record and ability to a align strategies with extended teams to motivate and orchestrate the experts to effectively execute customer engagements.  Deep understanding of the telecommunication and core infrastructure market for service providers including competitive vendor perspective.  Degree in Electrical Engineering, Computer Science or equivalent technology background or experience. 

• Accountable for managing Mexico, Central America and Caribbean Local operators, across Core portfolio, carrying a significant sales target. 

• Identifies and develops significant business opportunities by interpreting critical internal or external business information such as customer needs, Nokia's Core portfolio, competitive landscape, etc.

• Builds a long-term relationship with local operators, senior executives using the knowledge of industry and competitive landscape to contribute to the corporate goals and to increase own effectiveness.

• Drives sales, pre-sales and other functions based on in-depth organizational understanding (Mode of Operations, processes, etc) and develops competitive and innovative offers that deliver considerable value to customers and Nokia. 

• Actively participates in and contributes to pricing strategy and contract negotiations which generate mid-term business impact.

• Contributes to process / product / service improvements that help to sustain competitive advantage of Nokia. 

• Influences the LoA process from strategic business and commercial perspective. 

• Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment and develops unique sales approaches which differentiates our offering. 

• Acts as the most senior sales expert for this market, serves as best practice / quality resource and is an acknowledged authority both within and outside own organizational unit.

• Leads a functional team or cross-functional business team within a defined scope (portfolio, geography, etc) with considerable resource requirements, risk, and complexity to achieve significant business targets with highly visibility and high impact.