Full-Time SENIOR ACCOUNT MANAGER
Create, build and maintain profitable and strategic relationships with customers through excellent service to customers. To ensure customer satisfaction, recognize opportunities and maximizing sales
Sales target higher than R30m (excluding VAT)
? Actively identify and pursue potential business, in the business areas defined by Line of Business in identified existing accounts as well as potential new accounts.
? Define, develop and manage relationships with key individuals in all accounts as above and ensure that the relationships with these contacts are maintained at all levels, both in company and in the customer organisations, as appropriate.
? Ensure that sales and margin targets set for the account manager are achieved on both an individual and team basis.
? Develop and implement account strategies that deliver on the objectives.
? Subscribe to and actively contribute information relating to the sales and prospecting activities in support of the management information system in the organization. Through continuous participation in product updates, product, sales and business training and personal research ensure that skills and knowledge stays up to date.
? Familiar with all business activities within the company in order to market company capabilities at an executive level in the customer base.
? Perform marketing co-ordination functions.
? Coordinating, communicating and integrating of business plans.
? Ensure the retention of current markets and customers.
? Develop sales strategies to feed into budget planning.
? Implement appropriate sales programmes.
? Ensure that revenue targets are achieved.
? Develop strategies to identify and explore new business.
? Develop strategies to identify, explore and close new business.
? Take responsibility for the compiling of proposals, delivery to customer and to explain the details of the proposal to customer.
? Present the high level business requirements, business solution and pricing to customers.
? Present the history of the sale and business side of the proposal in the internal project kick-off meeting.
? Present the history and customer requirements in the customer kick-off meeting.
? Generate and qualify leads.
? Schedule sales activities.
? Make sales calls to new and existing clients.
? Negotiate with clients.
? Maintain sales activity records and prepare sales reports.
? Ensure customer service satisfaction and good client relationships.
? Monitor and report on sales activities and follow up for management.
? Updating the sales forecasting (minimum of twice a week).
? Ensure probabilities on deals are managed accurately and are correct.
? Develop a plan (Account Plan) for each and every customer of a strategic nature.
? Adhere to all company processes.
Job Requirements? At least 5 years working experience in a sales and marketing environment. ? At least 6 years working experience in the ICT environment NQF Level 5, minimum 120 credits equates to a National Certificate or Higher Certificate e.g. National Certificate Systems Support or Higher Certificate: Information Technology ? Sales or Marketing training and certifications. ? A minimum of three (3) product sales certifications must be achieved and maintained ? Must be register with PSIRA if selling Security LOB products Proven track record in sales within the ICT sector. ? Extensive understanding of sales metrics and methodologies. ? Extensive IT knowledge with specific exposure in large accounts where solutions selling was done. ? Well-developed transformational leadership skills. ? Highly developed people management skills. ? Highly developed financial management skills. ? Exceptional planning and organising skills. ? Excellent customer relations management skills. ? Excellent communication and written skills. ? Highly developed analytical skills. ? Negotiation skills. ? Strategic sales skills. ? Results orientated. ? Problem solving skills. ? Excellent presentation skills.
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