Sales Specialist

This person acts as a Sales Specialist (Business Development Manager) responsible for delivering sales figures and contributing to IT Infrastructure solutions (Network Infrastructure and Cyber Security Infrastructure) across all market sectors in Malaysia. The Sales Specialist will be accountable for achieving Order quota, Sales (Revenue) quota, GP (Margin) quota, and sales activities under the KRA.

The role requires identifying sales leads, pitching solutions and services to new and existing clients, and maintaining good relationships with contacts. Collaboration with inter-departmental Sales Specialists and NEC CoE (Center of Excellence) team on projects and tenders is essential.

Main Accountabilities:

1. Operate as the single point of contact for designated customers.
2. Build and maintain good customer relationships at all levels.
3. Ensure timely and successful delivery of solutions aligned with customer needs.
4. Communicate progress of initiatives to stakeholders.
5. Forecast and monitor key account metrics.
6. Identify and grow potential opportunities.
7. Build a pipeline for Network & Cyber Security infrastructure solutions including network, security, virtualization, and cloud solutions.
8. Provide accurate sales forecasts using NEC GPM system and regularly update reports on projects.
9. Meet and exceed sales quotas in order, revenue, and margin, with a focus on commission and quota-based incentives.
10. Target enterprise customers; existing enterprise clients are a plus, including sectors like corporate, FSI, government, GLC, manufacturing, and conglomerates.
11. Develop and maintain account management strategies, cultivate relationships, and engage decision-makers.
12. Coordinate with presales, project, and technical teams for demos, proposals, and projects.
13. Prepare sales reports, proposals, and business plans to enhance pipeline visibility and sales competency.
14. Research and interpret policies to guide operational decisions and ensure legal compliance.
15. Collaborate with client account teams to strategize project or engagement plans.
16. Develop 90-day plans and win strategies for mega projects exceeding RM3 million.
17. Ensure compliance with NEC standards and internal approval criteria.
18. Lead and strategize with teams on projects, especially when GNS contributes significantly.
19. Set goals with GNS BU head and develop new sales leads through proactive initiatives.
20. Qualify opportunities via customer interfacing, prospecting, and solicitation.
21. Maintain awareness of customer needs, buying patterns, objections, and expectations.
22. Manage client requirements, follow-up meetings, and solution plans.
23. Build partnerships and organize strategic business development campaigns.
24. Other Business Assignments: As assigned by the Head of GNS.

Education:

Bachelor’s or Master’s Degree, preferably technical. Relevant professional qualifications are a plus. Diploma holders with relevant experience are encouraged to apply.

Work Experience:

Minimum 5 years in a similar role, preferably selling IT Infrastructure, Network, or Cyber Security solutions. Experience with multinational or corporate clients, project teams, and ICT industries is preferred. Knowledge of go-to-market strategies, upselling, and cross-selling is essential. Familiarity with local public sector procurement is a plus. Proven sales track record and ability to develop new opportunities are required. Proficiency in English and Bahasa Malaysia; Mandarin is an advantage. Computer literacy in MS Office and business plan writing skills are necessary. Traits include being results-oriented, proactive, customer-focused, with strong networking, communication, and negotiation skills. Ability to work independently and travel is expected, with own transport preferred.

Competency Profiles:

General Skills: Sales management, emotional intelligence, analytical thinking, communication, work quality, cost consciousness, teamwork, customer focus, problem-solving, innovation.

Technical Skills: Product understanding, selling skills, business intelligence, and analytics.

Self-Assessment Questions:

Applicants are asked to update their profile regarding salary expectations, experience, and sales background.