Sales Capture Senior Manager, NE
Organization: Resources-Chemicals and Natural Resources
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Our Resources Operating Group serves the chemicals, energy, forest products and building materials, metals, mining, and utilities industries. With market conditions driving energy companies to seek new ways of creating value for shareholders, deregulation and climate change fundamentally reforming the utilities industry and yielding cross-border opportunities, and an intensive focus on productivity and portfolio management in the chemicals industry, we are working with clients to create innovative solutions that are designed to help them differentiate themselves in the marketplace and gain competitive advantage.
The Sales Director - Resources Northeast job entails developing and directing the sales efforts for new client target acquisition and/or directing the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients. Typically has sales targets starting at $20 million up to $50 million.
Key areas of responsibility include :
Sales: Developing, Validating, qualifying, and closing Services, Technology and Operations opportunities to NA Utilities, Energy & Chemicals and Natural Resources companies. Understanding and presenting the entire Accenture services and solution portfolio.
Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Work with client's team to determine requirements and/or specifications, build client value proposition and shape the deal; using appropriate sales processes and tools, determine and recommend through the appropriate New Business Meetings/forums which opportunities to pursue and obtain Business Development (BD) funding and support. Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).
Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Working with Operating Group leadership, form and lead the opportunity pursuit team through the sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of BD spend; Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, and price-to-win; Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win; Establish and maintain qualified sales pipeline of a minimum of 3X annual sales target.
+ Basic qualifications
- Minimum 5 years successfully selling multi-million dollar deals against an individual quota/target exceeding $20M/year
- Minimum 3 yearsâ€™ experience selling Accenture type offerings to the North America CNR industry
- Minimum 4 years developing, maintaining and obtaining meetings with new and existing C-level relationships beyond the CIO in the top CNR companies in North America (Utilities, Energy, Chemicals & Natural Resources)
- Bachelorâ€™s degree or equivalent experience
Professional Skill Requirements:
- Proven ability to build, manage and foster a team-oriented environment
- Proven ability to work creatively and analytically in a problem-solving environment
- Desire to work in an information systems environment
Accenture is an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities.
Equal Employment Opportunity
All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.
Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Accenture (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status).
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