Key Accounts Sales Consultant

4 weeks ago

Johannesburg, South Africa Charm Recruit Full time

**Overview**:
The Key Account Consultant is responsible for winning, retaining, and developing high street dental business. The Key Account Consultant will be allocated accounts based on clearly defined group of customers based in a geographic area that they are responsible for.

Key contact groups within accounts include practice owners and principal dentists, associates, practice managers, treatment co-ordinators, dental nurses and general business and administration staff.

The main proportion of activity is focussed on retaining and growing accounts. Growth is likely to come from come:

- Increasing the share of wallet of customers for merchandise (spend per chair)
- Enhancing GP by optimising portfolio utilisation
- Spend on small equipment
- Creating opportunities for the customers to benefit from value-add offerings

A proportion of activity will be focussed on new account acquisition from prospecting of large and medium accounts with no/low current merchandise spend with the company, as well as following up leads from other parts of the business.

Primary Key Performance Indicators may include (but not limited to):

- Sales and GP for merchandise
- Sales of small equipment
- Introduction/penetration of strategic initiatives
- New account acquisition/net customer gain
- Customer satisfaction e.g., NPS

The Key Account Consultant will need to develop an understanding of the company's business and work closely with existing and potential customers in a consultative manner. They will identify opportunities for growth and ensure that we are capitalising on those opportunities by introducing the relevant solution. The Key Account Consultant will have an in-depth knowledge of what drives account retention. A confident, communicative style is necessary as is the ability to build trust with our customers.

**Responsibilities**:
The role holder will be responsible for the following:

- Achieve and exceed Sales, Gross Profit Targets.
- Growing and retaining existing accounts.
- Managing the pricing and profitability of all accounts through tiered loyalty program
- Utilising quantitative and qualitative data/information to understand the business opportunities.
- Developing and implementing account plans to meet all business objectives and KPIs.
- Establishing professional relationships with key personnel in assigned customer accounts.
- Identifying and teaching business insights that will help the customer to grow their business and coordinate the involvement of all relevant business partners.
- Reporting as dictated by the needs of the business.
- Attend team meetings, training courses, exhibitions and seminars as required.
- The performance of all business administration required by the business, including the usage of all relevant company systems and processes.
- Participate in special projects and perform other duties as required

**Job Skills & Experience Required**:
To succeed in this role, you will need the following:
Skill & Experience:

- Excellent communication skills (written and verbal).
- Must have Dental industry experience.
- A customer-centric, collaborative, and consultative approach to selling.
- Good analytical skills and business administration with good competency levels in Excel and Microsoft 365.
- Experience of new business development and account management.
- Able to communicate and present business strategies and ideas confidently.

**Person Specification**:
We believe the type of person best suited to this role will be:

- Highly self-motivated and determined.
- Customer-centric and business focussed.
- Comfortable troubleshooting and problem solving.
- Able to work calmly and effectively under pressure.
- Comfortable working collaboratively within matrixed sales and organisational set ups.
- Curious nature excited by learning new skills and constantly developing.
- Strong interpersonal and relationship skills.

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