IBM is looking for an Asset Recovery Sales (ARS) Client Solutions Manager who is an experienced and successful sales professional capable of developing relationships with end-user clients across the US at the highest level of the organization. This individual works collaboratively and effectively with other sellers in support of the client across IBM. The ideal candidate will have a passion for the environment as it pertains to the safe disposition of eWaste and eRecycling of highly sensitive data in a safe, environmental manner. This is an exciting opportunity to participate in IBM Global Financing's growth initiatives in the PC & Mobility space.
The ARS Client Solutions Manager is, or will become an expert in designing and selling comprehensive solutions utilizing the breadth and depth of the recovery services solutions IBM has to offer. This individual works either directly with the end-user client; or in support of the IBM sales teams, assisting them in managing large / complex recovery services opportunities. This role is or will become, well versed in the secondary market for hardware products and understand the importance of IT disposal. This role works closely with all constituencies of IBM, whether that is within IBM Global Financing, Sales and Distribution, Global Services, or any other internal organization, at all levels.
The ARS Client Solutions Manager makes sure that IBM delivers in a timely manner, a comprehensive proposal to the client that is competitive and highlights our value proposition that is custom built for the specific needs of each client. To accomplish this, the ARS Client Solutions Manager will collaborate with the Global Asset Recovery Services (GARS) team to put together a winning proposal.
Success in this role is measured by achieving budgeted revenue and gross profit. Other important factors are our win-ratio; the speed in which we respond to inquiries and last but not least; the satisfaction and feedback from the clients.
This role is responsible but not limited to the following:
-Plans, outlines and executes all necessary activities to make plan, including developing detailed territory plans and identifying business opportunities and target markets.
-Initiate client contact, either through the IBM sales teams that have the relationship or directly through visits or calls.
-Identify client's needs / challenges and formulate business proposals accordingly.
-Negotiate prices & variations in prices and specifications.
-Ensures when new deals are identified, quickly outline the information that is required to provide an accurate take-out price.
-Responsible for account management and expansion activities, developing new opportunities and close existing ones.
-Challenge objections in order to get the customer to buy a product.
-Ensure appropriate and timely delivery of service /products then follow up on once delivered.
-Build meaningful relationships within the company and outside at all levels.
-Provides feedback to the ARS team based upon the observation of market trends and products.
-Is familiar, or becomes familiar with the various laws, policies, and regulations that regulate our industry.
-Responsible to forecast revenue and gross profit for the territory.
A little about us:
IBM is the world’s largest information technology company with more than 360,000 employees serving clients in 170 countries.