Account Manager

1 week ago

Cape Town, Western Cape, South Africa Hartmann Lahr Full time

Job Title: Account Manager

Division: Sales

Location & Address: Century City, Cape Town

Reports to: Regional Sales Executive

WORKING RELATIONSHIPS:

Internal:

  • Procurement
  • Sales Operations
  • Brand Operations
  • Account Managers
  • Systems Engineers / Presales
  • Marketing
  • Logistics
  • Regional Managers

External:

  • Vendor
  • Resellers
  • End Users
  • Vendor Alliance Partners
JOB SUMMARY:

Main Purpose of Position: To manage, maintain and grow First Distribution's product sales within assigned reseller base and to identify and secure new business opportunities, cultivating relationships with key stakeholders, and achieving revenue targets.

Key Performance Areas:
  • Driving Gross Profit targets through Resellers.
  • Selling First Distribution's Network product portfolio within existing Resellers.
  • Recruitment of new Resellers.
  • Display key competencies of product knowledge, brand programs across the relevant portfolio of products.
  • Business Review Sessions with brand managers.
  • Bi-weekly sales review with Line Manager.
  • Monthly sales review with General Manager: Networks.
  • Drive Sales Strategy and overview sessions with resellers.
  • On-boarding process within accounts: re-operational, sales, technical processes.
  • Build and manage effective relationships with relevant team members and resellers.
  • Ensure the satisfactory execution of the aligned business plan in conjunction with your Line Manager and Brand Managers.
  • Demonstrate the ability to Identify and Qualify new deals and partners to sustain the required levels of pipeline and target coverage.
  • Report opportunity details to the Line Manager and brand managers regularly (weekly) showing deal progression and pipeline creation using the Customer Relationship Management system.
  • Ensure that sales targets are achieved and report any deviations with detailed explanations.
  • Ensure targeted profit margins are achieved.
  • Ensure brand rebates are realized.
  • Ensure adherence to Call Plans.
  • Ensure weekly activities and minutes of meetings are reported to Line Manager.
  • Ensure sales reports and sales forecasts are submitted to Line Manager.
Reseller Account Management:
  • Engage with Resellers and Brand Managers on required Marketing events/initiatives.
  • Ensure the achievement of the position of NW BU Trusted Advisor in Reseller Accounts.
  • Ensure customers receive newsletters, pricing, special promotional offers, etc.
  • Record detailed account information.
  • Develop a Strategic account plan for each allocated account.
  • Comprehensive understanding of all role players, budgets, purchasing, and competitors within assigned accounts.
  • Facilitate & resolve queries and escalations.
Internal training associated with competencies:
  • Training on all FD Vendor's products.
  • Sage CRM administration and reporting.
  • Experience using CRM.
  • 2 - 3 Years of SAAS Sales in the IT Distribution/Reseller Industry.
  • Knowledge and experience in selling Data Centre Solutions, Networking, or Digital Security.
  • Proven experience in business development.
Additional Skills:
  • Strong Self Motivational and Empowerment skills.
  • Strong Communication Skills.
  • Strong Relationship and Self-Management Skills.
  • Takes Initiative.
  • Works well with all kinds of people.
  • Remains calm under pressure.
Office Requirements:
  • Work-from-office environment.
  • Semi-formal dress code.
  • Working hours are from 08:00 – 17:00.
  • Excellent international business language skills (English), both written and verbal.
  • Reliable transport to and from the office and customer meetings.
Notes:
  • The remuneration package will be discussed during the interviewing process.
  • Subject to a 3-month probation review which will be scheduled by Human Resources monthly.
  • You will be required to perform such duties as reasonably required by the business.
  • Your job description may be amended from time to time if it is valid and reasonable.
  • You will serve the Company or any Associated Entity in such capacity as management may reasonably require.
  • Duties must be performed faithfully, diligently and to the best of your abilities.
  • You agree to use your best endeavors to promote the best interests of the Company and any Associated Entity.
  • You may be required within reason, to work outside of set duties and/or perform in more than one role.
Apply Online Here
  • Name & Surname.
  • Email Address.
  • Please Attach Your CV.
  • Previous Total cost to company package (Average Gross).
  • Expected Total cost to company package (Average Gross).
  • Do you have a criminal record? (Yes / No) If yes, please elaborate.
  • Have you ever been dismissed? (Yes / No) If yes, please elaborate.
  • Please motivate why you will be a good fit for the role with reference to the minimum requirements and qualifications as per the job description.
  • Do you have a positive attitude? Yes / No
  • I hereby authorize the Company Human Resource Department, and the authorized Management team / Company to use, review and process any personal information provided to the company during my application as well as any information that I have provided in support of my application. I understand my right to privacy and the right to have my personal information processed in accordance with the conditions for the lawful processing of personal information and hereby give my consent to the Company to collect, process, and share relevant personal information where the company is legally required to do so. In addition, I have also received permission from my References to provide the Company with their details.
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