Senior Sales Manager

Ideas need initiative.


HighJump is a global provider of supply chain management software that streamlines the flow of inventory and information from supplier to store shelf. The company is headquartered in Minneapolis, MN (USA) and supports customers ranging from SME business to marquee global enterprises.  HighJump’s functionally rich and highly adaptable end-to-end solutions efficiently manage customers' warehousing, manufacturing, transportation, distribution, delivery routes and retail stores. The company belongs to the Business Unit Software and is part of the Business Area Logistics Systems belonging to the international technology group Körber.

The Business Area Logistics Systems is the leading supplier of fully-integrated solutions for optimizing complex internal and external logistics processes. Under a common roof the companies of this Business Area offer solutions in the fields of warehouse and conveying technology, palletization plants, software and logistics network controls as well as system integration.


The Körber Group is an international technology group with around 10,000 employees all over the world. It unites technologically leading companies with more than 100 production, service and sales locations and offers its customers solutions, products and services in the Business Areas of Körber Digital, Logistics Systems, Pharma Systems, Tissue and Tobacco.

For our location in Shanghai we are looking for

Senior Sales Manager

Tasks:

The Senior Sales Manager’s primary responsibilities include prospecting, qualifying, selling and closing new business to existing and net new customers. The Senior Sales Manager brings a Point of View to the Customer engagement; uses all resources to solve customer problems with appropriate HighJump products.

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

  • Annual Revenue - Achieve / exceed quota targets.
  • Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth.  
  • Develop relationships in new and existing customers and leverage to drive strategy through customers organization.
  • Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). 
  • Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
  • Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape.  
  • Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. 
  • Encourage all accounts to become HighJump references.
  • Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points.  
  • Utilize value engineering techniques, benchmarking and ROI data to support the customer’s decision process.

Demand Generation, Pipeline and Opportunity Management

  • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. 
  • Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.  
  • Leverage HighJump Solutions – Be proficient in and bring all HighJump offers to bear on sales pursuits
  • Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
  • Support all HighJump promotions and events in the territory

Sales Excellence

  • Sell value
  • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
  • Orchestrate resources: deploy appropriate teams to execute winning sales. 
  • Utilize best practice sales models.
  • Understand HighJump’s competition and effectively position solutions against them.
  • Maintain CRM system with accurate customer and pipeline information.

Leading a (Virtual) Account Team

  • Demonstrates leadership skills in the orchestration of remote teams.
  • Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events.   
  • Maximize the value of all sales support organizations.

Qualifications:

  • Education: Bachelor equivalent
  • Minimum 7 years’ experience in sales & indirect sales
  • Solution sales experience in complex business software/IT Solutions
  • Proven track record in business application software sales.
  • Experience in lead role of a team-selling environment.
  • Understanding the principles of solution & cloud selling through Partners.
  • Knowledge and understanding of Indirect channel dynamics.
  • Knowledge of SCM market.
  • Local market knowledge and understanding.
  • Business level English: Fluent
  • Local language: Fluent, Business Level