key account manager: inland

2 weeks ago

Johannesburg, Gauteng, South Africa We find talent Full time
THE PURPOSE OF THE ROLE IS TO maintain and expand the customer portfolio, encompassing both B2B and B2C clients, including end-consumers and merchants. You will focus on building sustainable, long-term relationships while driving business growth throughout the value chain, ensuring clients' ambitions are met through innovative, high-quality, and environmentally responsible solutions. IF YOU HAVE THE FOLLOWING QUALITIES, THEN THIS ROLE IS FOR YOU:
  • Know how to build and sustain long-term, trust-based relationships with clients, ensuring high satisfaction levels and understanding customer needs.
  • Able to align sales strategies with organizational goals, identify sustainable solutions, and create value for the customer and the company.
  • Demonstrates excellent verbal, written, and presentation skills to engage stakeholders effectively and confidently manage challenges with emotional intelligence.
  • Can analyze complex scenarios systematically, think creatively, and make informed decisions to address issues effectively.
  • Able to manage tasks and resources efficiently, prioritize effectively, and adapt plans to achieve objectives and meet deadlines.
  • Ability to thrive in dynamic environments, embrace new challenges with positivity, and find growth opportunities outside comfort zones.
  • Can develop and test new methods, challenge existing paradigms, and contribute imaginative solutions to enhance performance.
  • Able to accurately interpret numerical and statistical data to support informed decision-making and provide valuable insights.

THE MINIMUM REQUIREMENTS FOR THE ROLE ARE: Non-Negotiable:
  • A relevant diploma in Sales, Marketing, or a related field at NQF Level 5 or higher.
  • At least 5 years experience in direct sales, preferably in manufacturing or construction industries, working with wood-based panels, decorative products, construction materials, architects, property development, hardware, paint, DIY, furniture manufacturers, or retailers.
  • Proficient in MS Office packages and Salesforce.
  • Proven ability to analyze marketing data and implement strategic sales initiatives.
  • Valid Drivers Licence, Clear Criminal Record, AND the willingness to travel as required for client engagement and market expansion.
Highly Beneficial:
  • Familiarity with SAP systems for reporting and process efficiency.
  • Qualification in Quantity Surveying or Civil Engineering.

DUTIES WILL INCLUDE: Business Development
  • Actively focus on obtaining better brand recognition.
  • Research and review current market trends in order to propose new business ideas that can improve revenue margins.
  • Setting goals and developing plans for business and revenue growth.
  • Researching, planning, and implementing new target market initiatives.
  • Researching prospective accounts in target markets.
  • Pursuing leads and moving them through the sales cycle.
  • Attending industry-related conferences and events, networking, establishing and building strategic partnerships.
  • Identifying new potential markets for selling products and developing revenue streams, and lists of potential prospects..
Strategic Territory Sales Management
  • Implementation of customer-specific plans (strategic) as per line management as well as providing appropriate input in respect of the plans.
  • Analysis and evaluation of customers sales achievements (day-to-day operational activity) together with corrective actions as necessary. This includes monitoring monthly customer targets, pricing, the share of the business (volumes), product mix, sales forecasts, etc., and providing input in respect of corrective actions as and when required e.g. weekly sales meetings.
  • Adherence to the sales policy and procedure in terms of verifying the customers account status before visiting the customer e.g. calling for inventory reports, outstanding order portfolio, credit requests, OTIF service levels, and procurement trends.
  • Inspect and verify quality complaints. Attend to customer quality complaints promptly, in accordance with set policy.
  • Assist Credit Control staff in resolving claims arising from customer disputes on administrative errors.
  • Update point of sales and marketing material regularly.
  • Develop sufficient technical knowledge around the clients product as well as the customers processes to be in a position to provide reasonable advice upon a customers request.
  • Monitor and identify trends in the specialist market environment.
  • Create pull in the downstream specification value chain, by targeting & influencing key decision-makers (Architects, Designers, Quantity Surveyors, Property Developers, Contractors, Kitchen Manufacturers, Shop-fitters & Office Furniture Manufacturers) to specify value-add.
  • Build and manage sound relationships throughout all levels of the customers' organization, especially with key personnel
  • Excellent understanding of the customers business model - anticipate and understand the customers existing and future needs in depth (communicate this within the team and own organization)
  • Identification of growth opportunities both the current customer base as well as new business
  • Ensure that customers are kept abreast of full range of products.
  • Establish a call frequency pattern per customer expectations, as well as those set by line manager and/or company requirements.
Market Intelligence
  • Obtain and analyze territory market information timeously & accurately and utilize data to improve sales and seek out new opportunities.
  • Share intelligence with the Business Manager & / or Marketing team, communicating through the appropriate channels e.g. direct verbalization to seniors/team members / Salesforce, etc
Administration
  • Ensure all orders comply with the companys order intake policy by accurately recording pricing, request dates, delivery addresses, and order numbers.
  • Reference pricing against the relevant price lists and note any applicable discounts on orders.
  • Update PriceFX promptly and accurately to reflect strategic price adjustments.
  • Maintain up-to-date weekly call reports on the Salesforce platform with all relevant details.
  • Organize and facilitate customer visits with representatives from CSC, Industrial, and Debtors departments, following company requirements.
  • Record and monitor back orders daily to ensure timely product delivery and alignment with customer classifications.
  • Communicate order portfolios weekly in collaboration with CSC, as agreed with the Business Manager or upon customer request.
  • Notify customers of delivery schedules and address any issues or delays as they arise.
  • Foster strong interdepartmental relationships with teams such as Supply Chain, Logistics, and Production to uphold or enhance customer service levels.
  • Manage a contact matrix to ensure all potential points of contact and influence are effectively serviced.

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