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Client Director, Retail Sales

NCR Corporation - Melbourne, VIC

Source: uWorkin


About NCR

NCR Corporation (NYSE: NCR) is a leading software- and services-led enterprise provider in the financial, retail and hospitality industries. NCR is headquartered in Atlanta, Georgia, with 36,000 employees globally. NCR is a trademark of NCR Corporation in the United States and other countries.

Role Summary

In this exciting role, you will be responsible for account and opportunity planning to maintain and grow accounts within your assigned territory. The main focus is to be developed profitable sales of NCR’s Retail portfolio into retail customers including our full solutions encompassing hardware and software, professional services and managed services. In addition to a sales target, your main performance metrics are to manage and develop your accounts ensuring the highest level of customer service and support to NCR’s Retail customers in Australia region. This role requires strong relationship management, sales support and account development and management skills in order to achieve your targets and a high level of customer satisfaction.

Key Areas Of Responsibility

  • Understand the retail industry (including competitor landscape) and articulate the business value of NCR’s Retails solution portfolio to our customers
  • Capturing and updating opportunities for the sales funnel. Manage the sales funnel opportunities from pipeline to closure.
  • Maintaining and building strong relationships with customers to increase customer satisfaction and account profitability
  • Matching customer business objectives with NCR self service solutions that deliver value to the end customers. Work to build a business case with the customer and internally
  • Developing strategic account plans, customer opportunity plans and presenting high quality, professional presentation and proposal materials
  • Responsible for customer relationships ensuring that all customer requirements are identified and met driving volume and growth into these user accounts
  • Key liaison between the customer, sales support teams, the factory, product management and other internal resources
  • Responsible for any prospect opportunity within their assigned account base
  • Schedule and conduct regular customer meetings to discuss customer-specific issues, review performance and value, ongoing projects and rollouts, and to position new solutions
  • Continually fill the pipeline with qualified opportunities and execute winning sales campaigns to deliver quarter on quarter growth from those opportunities. Manage your opportunity funnel accordingly.
  • Obtain customer or industry information that assists in responding to customer's needs and requirements
  • Capitalizes on industry knowledge and customer contacts to uncover future business opportunities
  • Responds to competitive threats to maximize NCR’s customer retention rate
  • Understand the formal and informal decision-making process within each of the accounts and drive go regular cadence/governance accordingly.

Qualifications And Desired Experience
  • Experience in the Retail industry
  • Good understanding on the supermarket landscape in AU
  • Strong understanding of the technology plays, including HW (POS, SCO), Software (POS, SCO, Analytics, Loyalty), Cloud (SaaS, PaaS) and services related to large retailers.
  • Bachelor’s degree in Engineering, Business or Commerce (MBA preferred)
  • Executive level (GM and up) conversation skills including Thoughts Leadership, negotiation and conflicts management
  • Building a GTM plan to grow the account
  • Ability to forecast orders and revenue
  • Building and executing a multi-stakeholders strategy using multiple NCR teams, locally and globally
  • Working independently while not losing sight of the larger NCR team
  • Experience in selling solutions – infrastructure & software applications are highly advantageous
  • Proven sales success in attaining quota objectives
  • Proven success in managing account relationships
  • Ability to develop senior level business relationships with customers.
  • Demonstrated performance and ability to sell value through a Consultative Selling approach
Offers of employment are conditional upon passage of screening criteria applicable to the job.

EEO Statement
Integrated into our shared values is NCR's commitment to diversity and equal employment opportunity. All qualified applicants will receive consideration for employment without regard to sex, age, race, color, creed, religion, national origin, disability, sexual orientation, gender identity, veteran status, military service, genetic information, or any other characteristic or conduct protected by law. NCR is committed to being a globally inclusive company where all people are treated fairly, recognized for their individuality, promoted based on performance and encouraged to strive to reach their full potential. We believe in understanding and respecting differences among all people. Every individual at NCR has an ongoing responsibility to respect and support a globally diverse environment.

Statement to Third Party Agencies
To ALL recruitment agencies: NCR only accepts resumes from agencies on the NCR preferred supplier list. Please do not forward resumes to our applicant tracking system, NCR employees, or any NCR facility. NCR is not responsible for any fees or charges associated with unsolicited resumes.