Qualifications
Key areas of responsibility include:
- Lead and Opportunity Generation: Identify specific sales opportunities within existing and prospective WNS clients. Work with client's team to determine requirements and/or specifications, build a client value proposition and shape the deal; using appropriate sales processes and tools, determine and recommend opportunities to pursue. Engage in activities focused on generating market awareness of the firm and/or demand its Procurement Services (may include attending conferences, writing white/thought papers, developing/sending promotional materials).
- Solution Selling
- Consultative Seller
- Developing, validating, qualifying, and closing Procurement Solutions opportunities to all industry verticals in North America, with an emphasis on the Eastern half of the continent. Understanding and presenting the entire WNS Denali services and solution portfolio and specifically with a subject matter expertise in Procurement.
- Hunter: Able to identify new potential markets for selling products, developing new profit and revenue streams, and developing lists of potential prospects.
In addition to being driven, adaptable, and matching the criteria below, we prefer someone with understanding and experience of Procurement Services in a consulting, BPO/BPM, and/or software/services capacity.
- Deep Procurement knowledge (Sourcing, Category Mgmt., Procurement Operations), and relationship development skills.
- Bachelor's degree in a related field and a minimum of 5 years of sales management experience, with working experience at the senior executive level within the Procurement Services Industry.
- Be able to actively engage with industry business executives mostly C-Level personnel to articulate the attributes of our procurement solutions and offering as well as understand the industry environment into which they are being offered.
- Be responsible for developing, managing, and creating the relationship between the organization and customers by establishing and cultivating relationships with key individuals at target companies at C-levels.
- Target specific corporate customers provide leadership to the sales organization in developing strategic account-level business relationships and help develop and execute corporate client-level marketing and selling strategies.
- Direct the identification and pursuit of new business opportunities for all, or a major portion, of the organization.
- Solid familiarity with the procurement industry and a good overall understanding of the trends and solutions.
- Demonstrate creativity and innovation in cross-functional selling, with an ability to present oneself in a professional manner always.
- Training experience in a selling methodology and training in account management is desired.
- Effective listening skills.
- A proven track record in consistently meeting/exceeding sales goals.
- Excellent interpersonal skills to create, maintain, and continue profitable and growing executive relationships with existing and potential customers.
- Excellent communication/negotiating/closing skills with customers/prospects as well as with internal resources.
- This is a US-based position; applicants must be fully authorized to work in the US.
- 25-30% travel - Mostly Domestic but may need to travel Internationally 1-2 times per year