Senior Commercial Account Manager

3 days ago

Johannesburg, South Africa First Distribution Full time

**JOB PROFILE**:
**Job Title: Senior Commercial account manager**

**Division: Commercial Sales Johannesburg**

**Direct Subordinates**:None

**Total Staff in Function: 5**

**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:
Acting as a client advocate with a focus on improving the buyer experience.

**RESPONSIBILITIES AND DUTIES**:
Key Performance Areas:
**KPA PERFORMANCE STANDARDS**

**Sales ** **Driving Gross Profit targets through Resellers.**
- Selling First Distribution’s 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.
- Drive targeted partner development planning.
- 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 sales growth.
- 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 Line Manager and brand managers on a regular basis (weekly) showing deal progression and pipeline creation using Customer

Relationship Management system.
- Ensure that sales targets are achieved and report any deviations with detailed explanation.
- Ensure targeted profit margins are achieved.
- Ensure brand rebates are realised.
- 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.
- Strategy planning
- Take a client’s requirements and assist with plans to meet those requirements
- Maintaining updated knowledge of company products and services.
- Communicating with clients to understand their needs and explain product value.
- Forecast and track key account metrics.
- Monitor and analyze customer's usage of our product.
- Maintain a balanced brand performance
- Engage with Resellers and Brand Managers on required

Marketing events / initiatives.
- Ensure the achievement of position of NW BU Trusted

Advisor in Reseller Accounts
- Ensure customers receive newsletters, pricing, special

**Reseller Account Management **promotional offers, etc.
- Record detailed account information.
- Develop 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.

**COMPETENCIES**:
**Knowledge** - You must know**:Skills** - You must be able to **Attributes** - You must in a way that will perform: drive successful performance which is supported by the **Company’s values.**
- Knowledge of relevant - Excel Intermediate - Attitude - always demonstrate your brand products and process. - Demonstrated accuracy and best in your role and ensure
- Knowledge of vendor attention to detail with professional attitude with internal and structure to have the numbers external customers. correct point of contact. - Demonstrated - Respect - demonstrate respect with
- Knowledge of information confidentiality. actions and words to internal and management industry in - Ability to deliver on service external customers.
South Africa. level agreements. - Accountability - accountable for the
- Previous IT solutions sales - Demonstrated ability consequences of your action, both and business development towards business positive and negative. experience. intelligence. - Integrity - consistently honest and
- Knowledge of IT Industry. - Emotional Intelligence. truthful in dealings with peers,
- Understanding of - Adhere to all policies and customers, and vendors.

Distribution. procedures that are - Teamwork
- strive to work
- Good understanding of implemented by the productively in co-operation with one

Cyber Security, Datacenter Company. another, fostering a healthy
Infrastructure, Networking atmosphere with mutual support, thus and Cloud a must. allowing everyone to achieve their
- Overall solutions selling own work-related goals. knowledge. - Enjoyment - be creative and enrich the working atmosphere.
- Self-Starter - Be able to use your initiative to get things done and be an out of the boc thinker

**Internal training associated with competencies**:

- Adhere and complete the Company Learning Map issued during the first week of employment to meet expectation

**Minimum Qual

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