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Key Account Coordinator
4 months ago
The Key Account Coordinator is the front-line for High-Value Accounts managing the complexity associated with them. This person is responsible for increasing the spend of their allocated accounts by conducting a combination of phone-based business reviews and identifying opportunities.
- Your purpose is to maintain and grow B_ revenue base by:
- Create and maintain an environment within our High-Value Accounts that encourages an increase in their spend.
- Assist in the identification of sales opportunities from business reviews.
- Conduct regular business reviews at pre-determined intervals.
- Your singular responsibility is to steadily grow sales among your basket of accounts.
- Steadily grow sales among your allocated accounts by conducting regular business reviews
- Manage the retention of your allocated accounts.
- Manage issues & provide resolutions for your allocated accounts.
SPAN OF CONTROL
This position will form part of the Commercial Sales team and will report to the Head of National Sales
**KEY ACCOUNTABILITIES & OUTPUTS**
Areas in which you must exercise control - CuriosityYou must ensure that:
- You do not pursue short-term sales results at the expense of longer-term client relationships
- Your relationships with other team members are productive and free from conflict.
- All client contacts are recorded — in real time — in CRM
- You engage in no behavior that is damaging to — or in competition with — this organization.
- Key performance indicator:
- Average daily Throughput (relative to optimal range)
- Secondary indicators:
- Opportunity Leadtime
2.
Number of opportunities generated per external Business Review.
- The greater proportion of your time will be spent externally with existing or potential accounts, prosecuting sales opportunities.
Internal relationships and Hand-offs
- Customer-service representatives: customer service processes all orders and handles all quality issues.
- Inside sales routes all orders to customer service for processing (an inbound enquiry is to be classified as an order if the client is already aware of the list of SKUs that constitutes their order — even if price updates are required)
- Inside sales routes all quality issues to customer service (and ensures that the CSR has the information required to assume ownership of the issue). In the case that inside sales receive an enquiry with both a customer service and sales component, inside sales will treat each component separately (and will explain the benefit of so doing to the client)
- If customer service encounters a client that is uncertain about the SKU’s required to solve their problem, the CSR will escalate the enquiry to inside sales.
- Enterprise Development Manager (EDM): the EDM is responsible for organizing all field activity. Inside sales can route two types of work to the EDM:
- Opportunities that inside sales is prosecuting that — for some reason — have a critical requirement for a field visit (in this case, inside sales retains ownership of the opportunity)
- Business-development opportunities — where the client’s requirements are greater than a single order.
- Campaign Coordinator: the campaign coordinator maintains an (optimally sized) queue of opportunities for inside sales.
- The campaign coordinator will run campaigns to top-up the opportunity queue when it falls below its optimal size.
- In order to stimulate the creation of new opportunities, inside sales must close existing opportunities (by either winning or abandoning them)
Reporting and Documentation
- Report against agreed regional goals and KPI
- Work with the Commercial team to develop clear short
- and long-term action plans to address variances to achieve sales margins, growth and revenue targets by using leading indicators and **short interval control, monitoring and re correcting techniques**
Develop and implement **your continuous improvement** processes (IGP) to improve output, reduce variability and manage operational constraints
QUALIFICATIONS
- Grade 12 / Matric with mathematics or math’s literacy.
- At least 3-5 years relevant sales experience in a similar role within a relevant industry is essential.REQUIREMENTS
- Commercial flooring sales experience 3-5 years essential and the nous to quickly pick up our product portfolio.
- Be able to articulate products and services to perfection.
- You must be comfortable with a lot of things going on at any one time and able to communicate with a wide variety of people.
- Experience working in a CRM system is essential.
- Excellent time management skills in order to execute our daily tasks
- Ability to plan and organize your priorities and calendar.
- Excellent interpersonal and communication skills with the ability to converse at all levels but especially strong and effective in digital and online communication platforms.
- Other favourable traits include:
o Proven track record in sales
o Ability to show initiative and collaborate effectively
