Key Account Manager
3 months ago
Key Account Manager (Data Centre)
Minimum Requirements:
- Matric (Grade 12)
- Bachelor's Degree or Higher Diploma in Science or Engineering or equivalent Data Centre industry experience
- Related experience in the Data Centre business is required
- Demonstrated ability to inspire and coordinate others as the position requires an entrepreneurial spirit, a high degree of customer affinity and a very strong to influence others
- Demonstrable knowledge of Data Centre design and operations, a technical and engineering presence is preferred
- Able to relate well as a peer to Leaders of target customers
- Knowledgeable on how to identify and implement new tools and processes
- A well-rounded professional who knows When to support, When to lead, When to Listen and When to Direct
- Diversity oriented
- Fluent English language is required
- Availability to travel up to 50% of the working time
Responsibilities:
- Establish, Own, Execute continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set across:
- Sales, Orders, Pipeline
- Sales Product Mix
- Margin/Profitability
- Contacts across key functions and levels
- Identify and build positive relations with all account decision-makers and influencers who impact current or future business with the Company.
- Understand in-depth and be able to articulate the client buying process.
- Identify, engage, and secure revenue opportunities within assigned Account(s).
- Understand and Capture client's challenges and requirements and resolve them with reference to the Company portfolio.
- Oversee and align the commercial and engineering response to tenders to client requirements.
- Finalize commercial process and secure purchase orders and framework agreements.
- Oversee effective handover to post-order project management, product services and customer support teams.
- Maintain oversight of all commercial-related engagements for customer success/satisfaction and our performance as a vendor.
- Knowledgeable on clients' business, commercial condition, structure, strategy, operations and challenges.
- Be able to articulate this in terms of opportunity, growth, and risk with respect to Company business.
- Be an effective advocate and communicator of the benefits of supporting your assigned accounts, within the Company organization.
- Know and report your account numbers.
- Be continuously aware of targets and current business levels within the account for both 'year to date' and forecast for order intake and revenue information.
- Responsible for reporting the narrative and the numbers.
- Collaborate effectively with other sales and stakeholders at function, country, region and global level.
- To both gain and provide support so others can function and meet their responsibilities to the account.
- Provide all internal stakeholder and functional departments with the account-specific guidance and insights required so that they can execute their role and add value to the client.
- Request and Support marketing campaigns (ABM) and activities that can grow the Company to Client relations and business.
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