Key Account Manager

2 weeks ago

Midrand, South Africa Milton Resourcing Full time

JOB PURPOSE

To fuel the production of revenue by working towards personal performance targets as set out by Management. To establish, maintain and develop strong long-term relationships with your portfolio of assigned clients, connecting with key business executives and stakeholders. Liaising between clients and cross-functional internal teams to ensure the timely and successful delivery of our products and services according to client needs. Critical to the business growth agenda building new and leverage existing partnership opportunities with key customers in the Telecommunication, Data Centre and Energy Sectors (both Residential, Commercial and Industrial).

DIMENSIONS

To plan and carry out all sales activities on assigned accounts. Responsible for ensuring client satisfaction and managing quality of product and service delivery.

EDUCATIONAL AND OTHER REQUIREMENTS

â-ª Matric certificate

â-ª Sales / Marketing Qualification (Preferably a bachelors degree)

â-ª Computer literacy MS Office

â-ª Sound knowledge and understanding of the principles of product life cycle, financial structures, accounting procedures and purchasing processes.

EDUCATIONAL AND OTHER REQUIREMENTS

â-ª Matric certificate

â-ª Sales / Marketing Qualification (Preferably a bachelors degree)

â-ª Computer literacy MS Office

â-ª Sound knowledge and understanding of the principles of product life cycle, financial structures, accounting procedures and purchasing processes.

â-ª Thorough understanding of the operating environment (Telecommunications-ICT and/or Energy Sector) and principles of competitive advantage.

COMPETENCY / SKILLS REQUIREMENT

â-ª Code 8 drivers license and own reliable vehicle.

â-ª Thorough knowledge, experience and understanding of the Sales.

â-ª Excellent computer skills and proficient in MS Office.

â-ª Excellent presentation skills.

â-ª Excellent interpersonal skills.

â-ª Demonstrate commitment to high professional ethical standards and a diverse workplace.

â-ª Ability to work in a fast pace and demanding environment.

â-ª Good command of the English language (verbal and written).

â-ª Fair understanding of the Afrikaans language.

â-ª Excellent planning (SWOT) and organizing skills.

â-ª Ability to negotiate and sales skills.

â-ª Ability to differentiate between gatekeepers, decision makers, suspects etc.

(Understand the circle of influence)

â-ª Ability to manage complex sales.

(Use of the company support structure-Product Managers-CSO etc.)

â-ª Resilience, tenacity, problem solving, decision making and analytical ability.

â-ª Teamwork, tolerance, and adaptability.

â-ª Able to prioritize and work under pressure.

â-ª Ability to learn and work independently.

â-ª Ability to identify new requirements timeously.

â-ª Represent the organization positively.

â-ª Time management, accuracy, attention to detail and problem-solving skills.

â-ª Passion for constant improvement.

â-ª Assertive, Patience and Endurance.

â-ª Competitive nature and Self-motivated.

â-ª Be presentable, well-spoken and diplomatic.

EXPERIENCE REQUIRED

â-ª A minimum of 5 years External Sales experience but preferably 10 years.

â-ª Knowledge or background within the ICT Industry and/or Energy Sector.

â-ª Solid ICT Industry and/or Energy Sector, Installation and Design background

KEY PERFORMANCE AREAS (KPAS) NOT LIMITED TO THE BELOW
- In-depth product knowledge, understanding of company capabilities and service, and effectively communicating all offerings to the client (Sales Process and Contract Management).
- Strong customer relationships and comprehensive understanding of your clients and their activities (Customer Intimacy).
- Forecasting, gap analysis, planning and pipeline accuracy.

iii. Meet assigned targets (Weekly Score Cards) for profitable sales volume and strategic objectives in assigned accounts.
- Account profiling; identifying new prospects and new opportunities within existing portfolio.
- Manage budgets and implement tight controls.
- Identify and grow opportunities within portfolio and collaborate with the sales team to ensure growth attainment.

vii. Clearly communicate the progress of monthly/quarterly initiatives to all stakeholders.

viii. Manage all non-conformances (quality, delivery etc.) and report accordingly.
- Preparation and submission of reports to the Head of Sales, providing regular input on all account activity, including status and call reports (call ratio, project planning) on a weekly basis.
- Understand requirements and expectations of key customers and facilitate service offerings to deliver remarkable customer experience.
- Develop commercial opportunities right across the organization and gain market share in a competitively and changing environment.

xii. Identify internal capabilities gaps that need to be filled to successfully execute the strategy and provide recommendations to fill the gaps to achieve outcome

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