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NCR Corporation

We are the new NCR: Leading how the world connects, interacts and transacts with business.NCR is at the center of the self-service revolution, strategically poised between consumers who demand fast, easy and convenient options, and businesses intent on increasing revenues, building customer loyalty, reaching the contemporary consumer and lowering their cost of operations.Our leadership in customer interactions is built on deep consumer and industry expertise. NCR is the only company focused b... Read More

Address      3097 Satellite Boulevard Duluth, Georgia 30096
Website      www.ncr.com/
Holding      No Holding Details

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Sales Manager

Position name: IPS Sales (Quota) Business name: IPS Sales Manager Planning organization (optional): NCR Interactive Printer Solutions ( IPS ) Planning sub-organization (optional): IPS Headcount function: Sales Headcount sub-function: Sales (Quota) Title Reports to: Regional Area Director (IPS) Summary description: IPS The IPS Sales Manager will provide the highest level of customer service to small, medium, or large, strategic accounts. The CMS Sales Manager will be accountable for the relationship management of their assigned customer base and ensure that all customer requirements are identified and met. In this role, the IPS Sales Manager is the key interface or liaison between the customer, IPS Manufacturing, Customer Service Center, IPS Pricing, IPS Marketing and other NCR sales support teams with regards to IPS issues for current customers. In addition, this role will also be responsible for cross-selling other NCR solution offerings to their customers. This position requires strong relationship management, sales support, and account maintenance/management skills in order to ensure a high level of customer delight and work to maximize both NCR and IPS revenue and profitability within assigned accounts. The IPS Sales Manager reports to the IPS Area Director for day-to-day coaching, development and support. The IPS Sales Manager will be assigned named accounts , and will have the responsibility to ensure that these key customer accounts continue to thrive in a partnership with NCR. The incumbent will also be responsible for any prospect opportunity within their assigned account base, engaging and utilizing the expertise of the appropriate SAC. In addition, this individual will be responsible for engaging other expert resources in the business (i.e. Auto ID Specialist, Laser Specialist, Sticky Media etc. as well as other cross-BU specialists) as necessary, in order to advance new business opportunities for both IPS solutions and other cross- industry vertical solution offerings. New biz. growth is a focus area within IPS. The IPS Sales Manager will schedule and conduct regular meetings with customers to review pricing and procedures, discuss customer-specific issues, review IPS performance/value, position new IPS solutions and collect outstanding invoices. The incumbent will continually seek to build and enhance enduring relationships with key customer interfaces while working to achieve a thorough understanding of their current requirements. This individual will promote customer confidence in NCR and IPS, which will lead to long term business relationships. The IPS Sales Manager, having strong project management skills, will fulfill the role of expert on all IPS customer requirements for the assigned accounts and escalate any issues, as necessary, to the appropriate parties. He/ She will also team with other associates in executing the Sales Process and be responsible for submitting monthly forecasts. The IPS Sales Manager must identify, document and inform appropriate parties of any account-specific requirements (i.e., billing/invoicing, shipping, etc.). As a part of career progression , the incumbent must have the ability to relocate within 18-36 months ( optional) Desired Profile Education and Experience Requirements: BA/BS in Business or Related Area 4-8 years of sales or account management experience Computer skills Direct Sales experience must/ Channel sales experience preferred but not must NCR Experience or knowledge preferred but not required. Key Areas of Responsibility: (5 to 7) ACCOUNT PLANNING Obtains customer or industry information that assists in responding to customer's needs and requirements. Reacts to competitive threats in order to maximize Consumable's customer retention rate. Understand the formal and informal decision making process within each of the accounts. Recognize the customer's key challenges in their business operations and identify Consumable's products and solutions to the customer's area of need. Also identify possible opportunities for other business unit or division solution offerings. Identifies new opportunities in order to grow IPS and NCR revenue and profitability. New win is a key focus area. RELATIONSHIP MANAGEMENT Develops meaningful business relationships based on mutual value and trust with individuals at various levels within NCR and the customer location. Responds constructively to minimize difficult or negative issues and partners with internal support groups to ensure total customer care. Ensures that his/her sales activity reports reflect the appropriate sales related activities. SALES PROCESS/ACTIVITY MANAGEMENT Tracks the sales process through monthly forecast submissions for assigned accounts. Designs a plan to effectively manage his/her assignment in order to maximize incoming revenue and profits, and to meet the annual quota objectives. Ensures that his/her sales activity reports reflect the appropriate sales related activities. ACCOUNT MAINTENANCE/MANAGEMENT Has primary accountability for ensuring that assigned accounts are being properly serviced by NCR in a manner that reflects NCR's commitment to delivering high quality products and services. Ensures that Goldmine records for all customers are up-to-date and maintained in an organized fashion. Responds to customer needs as problems or issues related to product quality, delivery or inventory levels arise, but also looks for opportunities in which he/she can provide added value beyond the scope of the product in assigned accounts. Partners with Global Sales & Services organization & leverage their relationships to grow within current & new accounts as well. Coordinate customer and stock orders, maintain inventory levels at customer sites, and work directly with Manufacturing and Pricing to resolve day-to-day operations involving buy-out programs, product quality or pricing discrepancies. Track growth/decline within accounts, measuring by number of units sold dollar volume, or product usage. Manage account receivables that are outstanding to ensure that orders are not withheld. Communicate price increases driven by the industry to the customer in a timely manner. Grow biz in new accounts, new geographies & new products is a focus area within IPS. This is one of the key result areas. COMPETITIVE POSITIONING Ability to describe how Consumable products and services relate to the customer's current industry position. Identifies NCR's major competitors in the account and assess the competitor's products/services, and compares their strengths and weaknesses relative to NCR's. Reviews competitive information and seeks advice from colleagues familiar with the competition in order to articulate to the customer how Consumables products and inherent value surpass those of the competition. Position Consumables as a single source provider offering additional solutions and services to maximize revenue and profitable growth within assigned accounts. SALES COMMUNICATION Involves active listening skills as well as written and verbal skills. Gives and receives feedback to and from the customer, and NCR managers, colleagues and sales support groups in a continuous effort to meet the customer's business needs. Uses effective questioning techniques to probe for information, understanding and agreement. Effectively responds to customer inquiries, problems and/or other customer communication in a timely respectful and tactful approach. PERSONAL AND PROFESISONAL DEVELOPMENT Actively seeks out new opportunities to self-improve through continuous education regarding new ideas, products, industry market trends, customers and competition. Utilizes all methods of education including reading the business section of newspapers, studying customer public literature, asking for feedback from Managers and researching the competition's literature and web sites. Takes advantage of classes by participating in the formal classroom training sessions and/or on-line courses through NCRU. Scope: Assigned a set list of accounts to maintain. Growth potential within those assigned accounts Assigned quota size Demand Creation / new biz. generation is a key requirement Assume maintenance for newly secured accounts from Strategic Account Consultants Work Environment Demanding existing accounts to manage on a day-to-day basis Daily interaction with the plants, CSC and third-party s Fast-paced, multi-functional tasking expected Attributes NCR Values Respect for Others We base our working relationships upon trust and respect. To be successful, we team globally across boundaries, valuing individual differences. We communicate openly and candidly with each other and extend our team spirit to partners, customers, and the communities, in which we live and work. Customer Dedication We are dedicated to serving customers by leading our industry in understanding and anticipating customer needs. We create long-term customer relationships by consistently delivering quality, innovation and value that meet or exceed expectations. Highest Standards of Integrity We are honest and ethical in all our business dealings. We keep our commitments and admit our mistakes. We know our companys reputation is built upon our conduct. We make the NCR name worthy of trust. Commitment to Excellence We are committed to uncompromising excellence. We set ever-higher quality standards and work together to continuously improve. We embrace creativity, encourage a growth-oriented culture, and apply innovation in our processes, ideas, products and services--to achieve best-in-class performance. Accountability for Success We take personal ownership for the success of our company. We are accountable for the resources entrusted to us. We perceive profit as the means to fuel new solutions for our customers, create opportunities for each other, and reward the financial trust of our shareowners, while applying all of our Shared Values. Qualifications BA/BS in Business or Related Area Experience 4 - 8 Years Industry Type IT-Software / Software Services Role Sales/Business Development Manager

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