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Account Manager

6 months ago

Durban, South Africa Epsidon Management & Marketing Consultancy Full time

**JOB PROFILE**:
**Job Title: Account Manager**:

- Networking and Cyber Security

**Division**:Durban

**Location & Address**: La Lucia Ridge, Durban

**Reports to**:Regional Executive

**Direct Subordinates**:Internal Account Manager

**Total Staff in Function**:2

**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 Networking product sales within the assigned reseller base.
- Perform administrative responsibilities within assigned accounts and brands.

**Key Performance Areas**:
**KPA**

**PERFORMANCE STANDARDS**

**Manage the Sales and align with all Brand objectives for Network and Cyber Security Portfolio to partner base.**
- Driving revenue targets through targeted set of Small, Medium and large Resellers.
- Driving Relevant Networking and Cyber Security brand Strategy and portfolio within existing resellers but not limited to the business development of New Resellers.
- Display key competencies of knowledge re relevant brand programs and relevant portfolio of products including relevant brand certifications.
- Weekly Business Review Session with Relevant brand managers.
- Weekly Business Review with Line Manager - Sales Manager
- Drive targeted partner development planning
- Drive All Networking and Cyber Security Sales Strategy and overview sessions with Business Partners with the support of the Brand Managers.
- Existing and New (Networking and Cyber Security) partner recruitment and Development
- On-boarding process re Operational processes within focus list with relevant brand managers.
- Build and manage effective relationships with relevant team members
- Ensure the satisfactory execution of the aligned business plan in conjunction with your sales Manager and relevant Brand Manager
- Demonstrate sales growth.
- Manage Demo Accounts - ensure that the reseller’s expectation is managed in terms of Demo Due back dates.
- Report opportunity details to Line Manager (Sales Manager) and brand manager 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 explanations.
- Ensure targeted profit margins are achieved
- Ensure rebate targets are achieved as set out in accordance with sales budgets
- Ensure weekly activities and minutes of meetings are reported to Regional Sales Manager.
- Ensure productivity reports and sales forecasts are submitted to Sales Manager.
- Stay current with industry trends
- Identify and onboard potential new partners

**Marketing**
- Engage with Resellers and Brand Managers on required Marketing events / initiatives, discuss plans and ensure Brand and Sales Manager Sign off.
- Help drive the expectations and deliverables manage partner marketing plan with Brand Manager
- Engage with brand in Quarterly and Annual Marketing Planning sessions with Relevant brand and (non-Relevant brand Targeted Partners Partner Enablement (Target, Certifications, growth)
- Communicate and pique interest of quarterly/ weekly Promo and Programs and events
- Brand Manager is to - Develop an Account Plan that documents the key sales & marketing strategies and performance and success within the focus list, Senior account manager is to keep partner updated consistently to ensure ROI of Marketing investments.

**People Management**
- Attend training provided by Networking and Cyber Security Brands to become totally self-sufficient in the sales of Relevant Brands.
- Sales Certifications are to be up to date

**Administration**
- Load CRM
- Request and evaluation quotes for submission
- Follow up on quotes
- Follow up on operations responses
- Manage SLA with brand operations
- Managing the deal from start to finish

**COMPETENCIES**:
**Knowledge** - You must know:
**Skills** - You must be able to perform:
**Attributes** - You must in a way that will drive successful performance which is supported by the **Company’s values.**
- Knowledge of relevant brand products and process.
- Knowledge of vendor structure to have the correct point of contact.
- Knowledge of information management industry in South Africa.
- Knowledge of IT Industry.
- Excel Intermediate
- Demonstrated accuracy and attention to detail with numbers
- Demonstrated confidentiality.
- Ability to deliver on service level agreements.
- Demonstrated ability towards business intelligence.
- Emotional Intelligence.
- Adhere to all policies and procedures that are implemented by the Company.
- Attitude - always demonstrate your best in your role and ensure professional attitude with internal and external customers.
- Respect - demonstrate respect with actions and words to internal and ext