Account Manager

**Job Title: Account Manager - Networking**

**Division**:Sales: Networking / Cybersecurity

**Location & Address**:Century City, Cape Town

**Reports to**:Regional Sales Executive

**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 assigned reseller base.
- All administrative responsibilities within assigned accounts and brands.

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

**PERFORMANCE STANDARDS**

**Sales**
- Driving Gross Profit targets through Resellers.
- Selling First Distribution’s Network product portfolio within existing Resellers.
- Recruitment of new Resellers.
- Display key competencies of product knowledge, 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: re 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 Line Manager and brand managers 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 explanation.
- Ensure targeted profit margins are achieved.
- Ensure brand rebates are realised.
- Ensure adherence to Call Plans
- Ensure weekly activities and minutes of meetings are reported to 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 position of NW BU Trusted Advisor in Reseller Accounts
- Ensure customers receive newsletters, pricing, special promotional offers, etc.
- Record detailed account information.
- Develop 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.

**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

**Minimum Experience**:

- Customer Relationship Management (CRM) System administration
- 3 Years IT Account Management/Sales

**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 Requirements**:

- Work-from-office environment.
- Semi-formal dress code.
- Working hours are from 08:00 - 17:00.
- Excellent international business language skills (English), both written and verbal.
- Reliable transport to and from the office and customer meetings

**Job Types**: Full-time, Permanent

Ability to commute/relocate:

- Cape Town, Western Cape: Reliably commute or planning to relocate before starting work (required)

**Education**:

- Bachelors (preferred)

**Experience**:

- IT Account Management: 3 years (preferred)