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 short-term through individual and team contributions. Scope is primarily within own subject area in a function/unit. Actions and errors impact on program, project or function. Provides measurable input into new products, processes, standards or operational plans in support of the organisation's business strategies, with some impact on business unit/ function overall results.

Scope & Contribution:

Individual Contributor: Operates autonomously in own subject area. Can analyze, develop and implement concepts and solutions as a subject matter expert. Increased awareness of and involvement outside of own subject area. Distills big picture. Makes decisions about and prioritizes own work. Managerial/Supervisory: Clear managerial responsibilities for people. Typically first level of solid line management. Interprets policies. Ensures existing plans are put into operation. Executes and/or oversees processes to meet customer needs. Responsible for analysis, design & development of policies, plans, programs.

Innovation
Carries out specialised activities/projects according to general direction. Influences others to support decisions. Works mostly independently. Analyze situations or data that requires review of relevant factors. Solutions can often be checked and proved. Demonstrates success in multiple roles and is adaptable to manage complex changing business environments.

Communication
Communicates with parties within and outside of own job function and teams, and typically has responsibilities for communicating with parties external to the organisation, which may include customers or vendors.

Works to influence others to accept job function’s view/practices and agree/accept new concepts, practices, and approaches.

Has cross-cultural knowledge and global mindset Requires ability to communicate with executive leadership regarding matters of significant importance to the organisation. May conduct briefings with senior leaders within the job function. May at times be required to negotiate regarding operational issues.

Knowledge & Experience:

• Management Experience / Achieved well-advanced skills of a specific professional discipline combining deep knowledge of theory and organisational practice or expertise. Recognised expert in their field (depth & breadth). Typically requires 5-8 years extensive relevant experience and/or a graduate / postgraduate equivalent degree.
• Accountable for multiple customers or a single medium customer across multiple portfolios or specific portfolio, carrying independent sales targets.
• Identifies and develops new business opportunities, in collaboration with pre-sales experts.
• Constantly interacts with key stakeholders within customers, understanding their objectives, challenges and remit to increase own effectiveness.
• Coordinates activities among sales, pre-sales and other functions based on in-depth organisational understanding (Mode of Operations, processes, etc) and relevant market knowledge, in order to meet business objectives.
• Participates in pricing strategies and contract negotiations and actively provides useful input.
• Contributes to the LoA process from business and commercial perspective.
• Interprets internal and external business challenges and recommends best practices to improve products, processes and services.
• Contributes to strategic decisions within own defined scope (account, portfolio, geography, etc).
• Solves complex problems based on sophisticated analytical thought and complex judgment.
• Acts as a professional leader for staff / workteam / taskforces, often the most senior and recognised sales professional in a team, who serves as best practice resource.
• May lead cross-functional deal team with manageable risks and resource requirements.