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With a history of innovation, technology leadership, reliability and product and service excellence, CPI is a market share leader in its five largest markets. We’re experiencing remarkable growth. The most exciting challenges still lie ahead, and we invite you to grow with us.

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Job Description

Job Number
SAT-Singapore
Job Title
Regional Sales Account Manager - Asia
Department
SAT : Sales and Marketing
Location
Singapore
Description
Department: Sales and Marketing

Proposed Job Title: Regional Sales Account Manager - Asia

Job-Type: Full Time Employee

Location:Singapore

Job Summary
The Regional Sales Account Manager is responsible for the strategy, development, and maintenance of new and existing accounts within a pre-defined geographic territory. The role of a Regional Sales Account Manager is to identify and target prospective customers and pursue, and close new sales opportunities, through the successful execution of pre-sales customer engagement and relationship development. This external-focused position will operate as part of a regionally aligned team and serve as a key customer advocate internally to the business. Key contributor in CRM opportunity and data management that will ultimately provide the business with visibility into the health of the pipeline and drive the development of an orders forecast for business planning purposes.

Primary Duties and Responsibilities of the Job
Customer Relationship Development (50%):
•   Establish, grow and maintain customer relationships
•   Work with reps, value-added-resellers and distributors to address new and/or on-going opportunities and to enhance business in active and new/related markets
•   Proactively manage the day-to-day business with strategic accounts.
•   Support and collaborate with Product Sales Managers on customer meetings, discussions and product demonstrations
•   Support coordination and participate in regional representation at tradeshows
•   Retain ownership of customer issues and engage the relevant parts of the organization for effective resolution
•   Establish and present account and regional growth strategies to Sales Management with an execution plan
•   Make recommendations for and implement specific account and regional target campaigns that demonstrate growth opportunities for the region and/or business
•   Drive the business forward through developing an innovative and personalized approach to new and existing customers

Bid Qualification and Proposal Activities (30%):
•   Perform qualification of accounts and opportunities
•   Perform bid/no bid/Price to Win analysis and recommendation
•   Responsible for matching the capabilities of the company with the customer’s requirements/needs
•   Provide pre-sales support to customers and provide quotes for standard product lines
•   Strategy development and coordination of major accounts, opportunities and pursuits within assigned territory and cross regionally
•   Work closely with Central Account Managers and Product Line Sales to address customer needs as required
•   Coordinate sales efforts with other departments to ensure qualified responses to customer requests

Market Intelligence (10%):
•   Survey the market to provide customer oriented inputs and collaborate with Sales Intelligence/Business Managers/Product Line Sales and Tech Directors to drive product line roadmaps
•   Contribute to the development of product marketing collateral materials
•   Provide competitive market intelligence to Sales Intel team
•   Identify and suggest new market approaches to drive growth and profitability into the business

Reporting Tasks (10%):
•   Coordinate with the Account Management teams to maintain the opportunity pipeline within the CRM
•   Perform regular CRM funnel reviews to maintain data integrity
•   Support Lessons Learned exercises post proposal activity
•   Provide quarterly plan to Regional Director with gap to close analysis
•   Utilize CRM to highlight to sales management where multiple routes to the same opportunity are being pursued
•   Work alongside Regional Director and Sales Operations in support of annual quota setting activities
•   Provide weekly/monthly/quarterly report inputs as required

Interface:
•   CPI leadership
•   Internal customers including Sales, Contracts, Finance, Engineering, Program and Business Area Management personnel
•   Government Customers – program management level and above
•   Commercial Customers – managerial level and above



Requirements
Minimally Required Job Skills
•   Working knowledge of Microsoft Office Suite
•   Strong analytical skills
•   Strong communication and presentation skills
•   Fluency in Mandarin or any other language is preferred but not required
•   Target Account selling and account management training is preferred but not required
•   Strong negotiation and presentation skills
•   Ability to present company products, technology and solutions to customers at all levels from C-level to engineering teams

Minimum Job requirements:
•   Bachelor’s degree or equivalent industry experience is required
•   10 + years of experience

Preferred job requirements
•   Bachelor’s degree in Engineering related subject
•   Understanding of the VSAT, SATCOM, Telecom markets
•   Account Management experience and contacts in commercial and defense
•   Working knowledge of funnel management and maintenance
•   Familiarity with a Customer Relationship Management (CRM) system

Working Conditions (i.e. travel, work schedule, etc.)
•   Domestic and International travel required (50%-75%)
•   Ability to work remotely and independently
•   Typical 40 hour work week but will require periodic evening and weekend work in support of customer needs

Minimum Physical Job Requirements (i.e. lift, carry, handle 10 lbs.)
•   Ability to carry/handle 15 lbs. (occasional – tradeshow setup, demo set up)
•   Ability to travel
•   Long hours at a computer terminal


CPI values the contributions of a diverse workforce and is proud to be an Equal Opportunity Employer.