ASEAN Commercial Financing Sales Specialist - Petaling Jaya, SGR
| Job description |
| Objectives of the job: This job is key sales role in ASEAN Commercial financing team. Main responsibilities will be to identify and close new sales opportunities, on board these clients into the existing portfolio of clients, comprising inventory and/or accounts receivable financing clients. Develop and maintain strong working relationships with numerous contacts at various levels of the client organization, up to ‘C level’ executives. . Identifying new opportunities with existing clients, typically companies purchasing products and services directly from IBM and also by expansion into new financing of new OEM suppliers. Responsible for territory risk management and client satisfaction attainment and ensures all communications are documented in an accurate and timely manner. Serve as an escalation point for client inquiries, requests, and complaints. Monitor collateral position and surveys to ensure that all collateral reporting requirements are adhered to and identifies, reports on and drafts action plans to address potential and actual exposures. Prepare materials for use in status account reviews conducted at local and WW levels. Ensure accounts operate within approved guidelines and obtains the appropriate level of management approval in exception situations. Keep clients appraised of the financial health of their account and its ability to support current and future financing volumes. Operate proactively at all times. Key Responsibilities: 1. Identify and develop new business opportunities. 2. Report detailed status of sales opportunities to IGF management. 3. Ensure all opportunities are approved by the IGF support functions by using the ‘Deal Review Board’ process and ensure that all deal conditions are met prior to funding. 4. Working with the Account Specialists, support the management of a large/complex account portfolio operating under multiple financing programs and representing varying degrees of risk. 5. Build effective relationships with key individuals in the clients supported at all levels. 6. Proactive communications and relationship building with IBM Channels organisations and sales teams. 7. Monitor clients for ongoing program compliance and take appropriate action in instances of noncompliance. 8. Clearly and accurately document all customer communications. 9. Provide clients with recommendations to improve their collateral position with IGFs based upon an analysis of the remarketer’s financial statements, cash flow, and business plan projections. 10. Respond timely and directly to client and vendor requests and/or provide customers with updates on issues requiring resolution which are outside of the Operational scope of responsibility. 11. Maintain a positive working relationship with clients and all IGF personnel. Financial Responsibility . This sales role will be target based and remuneration will be dependent on achievement of sales targets.. Required skills, education and experience: Strong financial background with the ability to analyse financial results, an understanding of how to manage and implement effective collateral with a background in secured lending practices preferred. Excellent written and verbal communication skills, and proven proficiency in negotiating with clients. Excellent consultative sales skills will be required. Thorough knowledge of finance, accounting, business administration, and secured lending principles as would be acquired through a bachelor’s degree program or through relevant IBM Credit or industry experience. A significant degree of analytical and organizational skills are required. Must be creative in developing new plans and methods to accommodate business needs and/or recover outstanding debts. |
Required
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| IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. |
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