Family Description

Sales (SA) covers end-to-end sales to customers and advocates customer intimacy. Comprises selling of products, services and solutions, and building and maintaining relationships with customers and potential customers. Contains management of customers, partners, and accounts while focusing either on a specific target group, specific products, services, solutions, or a territory.

Note: population would be under the sales incentive plan.

Subfamily Description

Account & Cust. Relatnshp Mgmt-CSP (RMC) comprises the creation and development of profitable relations with customers (incl. multi-geographic customer businesses) or new businesses through direct customer interface for a profiled customer base by implementing a strategy for a specified customer account, products, services, or solutions. Contains management of customer interactions and driving of sales for Nokia's offering. Covers creation of sales channels to grow new businesses in completely new prospects / markets and / or existing accounts targeting new revenue streams. Contains conduction of end-to-end business management (sales and delivery) for all customers and opportunities within the responsible scope.

Impact

Impact is primarily short term and and typically functional, departmental or small single geographic in scope through management of resources. Accountable for departmenta/program goals, achievement and cost performance. Actions and errors will normally impact business, program, project, function. Marked contribution to defining the direction for new products, processes, standards or operational plans based upon business strategy.

Scope & Contribution

Individual Contributor: Independently carrying out consulting, specific functional work within a Business Unit/Geography. Assumes broad perspective. Resolves unique and highly complex problems within own discipline. Makes decisions about own and/or project work using known solutions as basis. Managerial/Supervisory: Typically second (occasionally first) level of solid line management. Effective management of resources and development/implementation of plans and processes. Interprets policies and establishes procedures. Increased awareness and influence of other functions outside of own business area. Decision making often repeated in similar manner - able to choose correct solution or modify existing solution.

Innovation

Highly independent and self directed. Develops plans, measures effectiveness. Assesses customer relationships and service levels. Can develop and implement complex and innovative concepts. Problems require searching and selecting. Anticipates problems, seeks opportunities. Models creative and innovative work methods.

Communication

Communicates with parties within and outside of own job function, which may include external customers or vendors depending upon the job function.

Requires ability to influence others outside of own job area on policies, practices and procedures. Has cross-cultural knowledge and global mindset. Works to influence others to accept job function’s view/practices and agree/accept new concepts, practices, and approaches. Requires influencing others outside of own job area on policies, practices and procedures, e.g. by expressing complex information in an engaging and inspiring manner.

Knowledge & Experience

Management Experience / Mastery of a specific professional discipline combining deep knowledge of theory and practice within a function. Expert in more than one area, broad perspective. Typically requires 7-10 years extensive relevant experience and/or a graduate / postgraduate equivalent degree.

• Accountable for large / medium customers at global or regional level across multiple portfolios or specific portfolio, carrying significant sales target.

• Identifies and develops significant business opportunities by interpreting critical internal or external business information such as customer needs, Nokia's portfolio, competitive landscape, etc.

• Builds a long-term relationship with customer's senior executives using the knowledge of industry and competitive landscape to contributes to the corporate goals and to increase own effectiveness.

• Drives sales, pre-sales and other functions based on in-depth organisational understanding (Mode of Operations, processes, etc) and develops competitive and innovative offers that deliver considerable value to customers and Nokia.

• Actively participates in and contributes to pricing strategy and contract negotiations which generate mid-term business impact.

• Contributes to process / product / service improvements that help to sustain competitive advantage of Nokia.

• Influences the LoA process from strategic business and commercial perspective.

• Influences strategic decisions within own defined scope (portfolio, geography, etc) that affect the performance of the entire Customer Team (CT) or Global Customer Business Team (G/CBT) or even broader organisation.

• Solves highly complex or novel problems based on sophisticated analytical thought and complex judgment, and develops unique sales approaches which differentiates our offering.

• Acts as the most senior sales expert, typically at a global or regional level, serves as best practice / quality resource and is an acknowledged authority both within and outside own organisational unit.

• Leads a functional team or cross-functional business team within a defined scope (portfolio, geography, etc) with considerable resource requirements, risk, and complexity.