EDUCATION: Bachelor's of Science degree holder preferably in EE, ECE, Computer Science or Math (minor in networking/computer science) WORK EXPERIENCE: Exposure in selling Telecom, IT, Info Communication Technology (ICT product/solutions) is an advantage. At least two (2) years' experience in selling Telecom, IT, Info Communication Technology (ICT product/solutions). Considered among the top 5% of his peers (validated through client feedback). BASIC SCOPE: Develops and maintains relationship with assigned Enterprise clients by understanding their business and by offering solutions that will support their current and future telecom requirements. Ensure high level of customer satisfaction and long-term revenue stream for Enterprise Business.
REGULAR DUTIES & RESPONSIBILITIES: • Sales Generation / Relationship Management:
• Generates Sales from existing and potential Enterprise clients through solution selling and offering converged products of the PLDT Group.
• Acts as single point of contact of PLDT in providing feedback to Enterprise Accounts on status of service requests and in proposing solutions of the converged products and services for Enterprise accounts.
• Identifies sales opportunities and develops specific solutions to address the requirements of the Enterprise client.
• Monitors competitor activities within the accounts. Prepares an account plan, knows the PLDT wallet share and competitors' wallet share. Formulates strategies in order to increase wallet share.
• Conducts client visits to ensure quality of service; expands relationship and business.
• Develops and understands the customer nature of business to determine its current and future telecom requirements.
• Analyzes in the business process of the Enterprise account and offers a better solution to improve their process using convergent solutions.
• Ensures high level of customer satisfaction and long-term income stream for PLDT by establishing and maintaining long-term relationships with clients.
• Investigates key customer complaints and coordinates responses to customer questions and concerns. Creates customer-specific action plans and develops specific recommendations to improve customer satisfaction in coordination with org nizations concerned.
Risk Analysis: • Prepares Business Case for Solutions Offering.
• Presents cost-benefit analysis to the Enterprise account
• Presents a cost-benefit analysis to PLDT
• Recommends the appropriate pricing without sacrificing the profitability of the company.
• Ensures delivery of the Service Level Agreement/Guarantee.
• Conducts environmental scanning as input to business case.
• Leads a cross functional team in responding to customers requirement for telecom solutions by evaluating cost effective alternatives that leverage the current networks, platforms, and tariffs of the PLDT Group. Credit Analysis and Decisions:
• Evaluates and recommends credit worthiness of the account and endorses it to CM for further evaluation of special credit arrangements as deemed appropriate.
• Leads collection efforts in coordination with Corporate Collection, to maintain a satisfactory level of receivables.
• Recommends write off accounts disputes for collection based on approval levels.
• Evaluates the correctness of the first bill and delivery to the E account in coordination with Credit and Collection. Authority to Close Deals:
• Provides value proposition to Enterprise accounts based on the appropriate solution and needs of the Enterprise account.
• Leads the closing of opportunities to Enterprise accounts.
• Acquires knowledge on the following:
• Products and Services Portfolio of the PLDT Group
• Rates, tariffs, and costs and margins of the different Products and Services
• Applied Technologies network platforms
• Authorizes discount based on the published rate of Business Solutions for Data Services up to a maximum of five percent (5%). (Anything excess shall be subject to approval by the next level of authority).
• Negotiates and commits pricing with customers to secure business while maintaining margins and ensuring profitability.
• Makes commitments and decisions for and in behalf of the PLDT Group with respect to resources, lead times, service levels, credit, and rating policies Authorizes giving out of Value-Added Service Units (VASUs) to Enterprise Customers
• Authorizes provision of free testing period upon installation (up to 5 days).
Administration: • Encodes and updates all sales activities thru CMS
• Provides input in the development of the annual sales forecast.
• Initiates company sponsorship of customer's special events to promote goodwill and establish rapport.
• Facilitates delivery of customer requests with the assigned accounts through direct interface with concerned units within PLDT and the different subsidiaries and affiliates. Communication:
• Participates pro-actively in all meetings.
• Recommends innovative ideas to concerned product management/development organizations within PLDT Group for the development of Products & Services portfolio; recommends innovative ideas on processes and systems to improve service delivery, revenue generation, and collection.
• Consults senior relationship management executive regularly to improve own performance and to encourage open communication. Performs other related duties and responsibilities that may be assigned from time to time.
