Enterprise Account Manager

Responsible for the maintenance and growth of revenue, and relationship management with respect to assigned and newly obtained Enterprise Accounts. This position is pivotal to the growth of the enterprise accounts, requiring interface with Enterprise account counterparts as required.

KEY RESPONSIBILITIES

• Key Performance Indicators
• Strong ability to hunt for new enterprise business and to on-board new clients by selling a diverse range of products including complex software solutions with long sales cycles. Having a strong contact base of clients will be advantageous
• Growth of the assigned Enterprise accounts and delivery of revenue and profit in line with agreed targets
• Successful market planning, business development and implementation of Enterprise opportunities, from initial opportunity creation to establishment of new South African Enterprise accounts
• Development of market capabilities, including analysis of business opportunities for assigned accounts.
• Establishment of solutions to match current and future customer needs
• Specific Accountabilities

Strategic

• Responsible for new account acquisitions, account growth, account penetration, customer relationship management and business improvement initiatives
• Grow a strong pipeline to secure future revenue to create a steady monthly revenue and provide  an accurate forecast for deals closing in each month
• Partner with other sales professionals to orchestrate account sales strategies and achieve growth
• Manage overall account relationships to ensure excellent customer service during implementation, transition to operation and ongoing maintenance of the account
• Be the primary point of contact with the customer on all business-related matters pertaining to overall business processes and implementation, including new potential business, commercial issues, scope agreement, business improvements and ongoing performance
• Maintain an overview of account status at all times and report as required
• Interface and liaise with other department Managers to ensure appropriate customer project management
• Partner with other departments to ensure continual, consistent service and growth
• Internal communication to key Company personnel to enhance sales and profit goals
• Participate in strategic review meetings
• Participate in quarterly business reviews with the customer
• Take a customer first approach aligned with Company best principles to: o Investigate and identify the customer needs and challenges, set goals for improvement, create a strong offering that propose new solutions to their business and guide them and work with other departments to implement these solutions cross sell other lines of business not specifically stipulated in the Enterprise agreement to achieve the largest possible wallet share of services with the customer
• Identify other business products that Company needs to on-board in order to fulfil the customers needs

Tactical

• Achieve annual sales and profit goals for customers
• Responsible for customer profitability
• Create innovative and profitable solutions
• Assist in multi-faceted sales development opportunities based on the requirements of customers
• Stay abreast with the latest product offerings and continuously participate in L&D and training activities in order to have a broad enough knowledge to identify all cross-sell opportunities for each client

Other

• Attend monthly one on ones with Enterprise Account Manager
• Submission of monthly status reports on accounts assigned
• Development and implementation of strategies and appropriate actions for sustained and long-term growth of the accounts

DIMENSIONS

• The Enterprise Accounts Manager needs a minimum of 5 years experience in a senior sales environment, preferably from within the Office Automation, complex software solutions sales industry or similar. The Enterprise
• Accounts Manager must ensure that he/she achieve 100% of the target(s) as set for the financial year by focusing on providing the agreed basket of products to their assigned customers.
• The Enterprise Account Manager must submit regular sales reports to his/her Head: Enterprise Accounts. He/she must work regularly with the marketing department to understand and communicate marketing messages to the market.

REQUIRED SKILLS, KNOWLEDGE & EXPERIENCE

• Matric/Grade 12 mandatory
• Minimum 5 years experience in the Office Automation, complex software solutions sales or similar industry
• Minimum 5 years in a senior sales environment
• Previous experience in Multinational corporate environment an advantage
• Having an existing enterprise customer base and relationships with enterprise customers will be advantageous
• Knowledge and understanding of Project management
• Customer Account Management at a regional/national level
• Strong business acumen with the ability to influence outcomes across multiple regional locations
• Leadership and people management capability through effective communication
• Excellent financial and process analytical skills
• Ability to work effectively in a customer driven deadline environment
• Boardroom level presentation skills
• Exceptional computer skills including but not limited to Excel, PowerPoint, and Word