Enterprise Account Manager

1 month ago

Durban South, South Africa Ricoh Full time

What you will be doing

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
o 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
o Maintain an overview of account status at all times and report as required
o Interface and liaise with other department Managers to ensure appropriate customer relationship management

• Partner with other departments to ensure continual, consistent service and growth
o Internal communication to key Ricoh personnel to enhance sales and profit goals
Internal
o Participate in strategic review meetings
o Participate in quarterly business reviews with the customer
• Take a customer first approach aligned with Ricoh 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
o 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
o Identify other business products that Ricoh needs to on-board in order to fulfil the customer’s needs


Tactical

• Achieve annual sales and profit goals for customers
o Responsible for customer profitability
o Create innovative and profitable solutions
o Assist in multi-faceted sales development opportunities based on the requirements of customers
o 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

You will ideally have

• 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

In return for your commitment, you can expect

Ricoh is an exceptional place to work. A place where there is strong emphasis on career development. This is a role where you can excel within a fast-paced environment and succeed within a thriving organisation. This is an excellent opportunity to join a global company where you can truly capitalise and build on your own experience.

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