Senior Account Manager

3 weeks ago

Johannesburg, South Africa Epsidon Management & Marketing Consultancy Full time

**JOB PROFILE**:
**Job Title**:
**Division**:
Commercial Sales

**Location & Address**:
Midrand Kyalami, JHB

**Reports to**:
**Commercial Sales Manager**

**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.

**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 and brand programs across the relevant portfolio of products.
- Business Review Sessions with brand managers.
- Bi-Weekly sales review with Line Manager.
- Monthly sales review with General Manager: Networks.
- Drive targeted partner development planning.
- Drive Sales Strategy and overview sessions with resellers.
- On-boarding process within accounts: 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 in order to sustain the required levels of pipeline and target coverage
- Report opportunity details to the Line Manager and brand managers on a regular basis (weekly) showing deal progression and pipeline creation using the Customer Relationship Management system.
- Ensure that sales targets are achieved and report any deviations with detailed explanations.
- Ensure targeted profit margins are achieved.
- Ensure brand rebates are realized.
- Ensure adherence to Call Plans
- Ensure weekly activities and minutes of meetings are reported to the Line Manager.
- Ensure sales reports and sales forecasts are submitted to Line Manager.

**Reseller Account Management**
- Engage with Resellers and Brand Managers on required Marketing events/initiatives.
- Ensure the achievement of the position of NW BU Trusted Advisor in Reseller Accounts
- Ensure customers receive newsletters, pricing, special promotional offers, etc.
- Record detailed account information.
- Develop a 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 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
- In depth knowledge of Sage CRM
- Excel Advanced
- 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 external customers.
- Accountability - accountable for the consequences of your action, both positive and negative.
- Integrity - consistently honest and truthful in dealings with peers, customers, and vendors.
- Teamwork
- strive to work productively in co-operation with one another, fostering a healthy atmosphere with mutual support, thus allowing everyone to achieve their own work-related goals.
- Enjoyment - be creative and enrich the working atmosphere.

**Internal training associated with competencies**:

- Training on all FD Vendor’s products
- Sage CRM administration and reporting

**Minimum Qualification**:

- Multiple Technical Sales Certifications in global Networking Technology, CCT, Security Surveillance

**Minimum Experience**:

- Customer Relationship Management (CRM) System Administration
- 3 Years of IT Account Management/Sales in the CCTV, Security Surveillance ndustry

**Nice-to-have Skills**:

- Technology Diploma, Degree, or equivalent
- Mainstream Technology Distribution experience (i.e. selling to IT resellers)

**Additional Skills**:

- Strong Self Motivational and Empowerment skills.
- Strong Communication Skills.
- Strong Relationship and Self-Management Skills.
- Takes Initiative.
- Works well with all kinds of people.
- Remains calm under pressure.

**Office

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