To implement strategic customer account strategies for multiple and/or complex accounts in the assigned territory and accounts translating them into tactical and operational plans to protect existing revenue, ensure account growth, acquire new accounts and manage customer satisfaction.

Education and experience required:

• B degree in Business Administration or equivalent
• IT diploma or degree
• 6-8  years Account management / Customer Business Management/  Senior Sales Management experience

Skills and Competencies

• Account Management – Advanced
• Sales Management - Advanced
• Sales and Marketing processes – Advanced
• ICT environment – Intermediate
• Bid management and Proposal writing – Intermediate
• Service delivery – Intermediate
• Project management principles – Intermediate
• Resource management principles – Intermediate
• Industry specific knowledge – Intermediate
• Pricing and Benchmarking – Intermediate
• Legal contracts – Intermediate
• Presentation skills – Intermediate
• Analytical skills – Intermediate
• Negotiation and conflict management skills – Intermediate
• Communication (written and verbal) skills – Advanced
• Management and Leadership skills – Advanced
• Interpersonal skills – Advanced
• Management accounting – Intermediate
• Strategic thinking – Advanced
• Resilience / Adaptability – Advanced
• Self management – Advanced
• Passion for service delivery – Advanced
• Ability to decide and initiate action
• Ability to work with people (team work)
• Ability to adhere to principles and values
• Ability to relate and network with people
• Ability to persuade and influence
• Ability to communicate and present information
• Ability to analyse and interpret information
• Ability to learn and research
• Ability to create and innovate
• Ability to achieving Personal Work Goals and Objectives
• Ability to cope with pressures and setbacks
• Entrepreneurial and commercial thinking            

Key areas of responsibility

• To identify customer specific pain points or competitive disadvantages and create new opportunities in cooperation with sales management in the assigned territory and accounts
• To develop and sustain the execution of a comprehensive territory business plan that addresses client business requirements and provide value add for the client, by strategically positioning innovative solutions
• To implement an overall multi-level selling-approach and steer all customer related CRM measures
• To lead and implement a consultative selling approach to strategically position our value proposition (e.g. ICT-Solutions) in the territory and at the assigned accounts
• To manage and supervise all commercial aspects (overall Profit & Loss responsibility) to meet the specific targets for Order Entry, Revenue and GP of the assigned territory and Customer Satisfaction at the accounts
• To influence, implement and communicate territory and account strategies and ensure alignment between the company and the customer, Customer Business Manager (CBM) and internal service lines in order to satisfy the customer expectation.
• To manage and monitor the performance of the assigned CBM and Sales Management team and identify appropriate resources and supporting initiatives to ensure customer requirements are met.
• To keep senior management informed of critical issues within the territory and accounts.
• To create, maintain and manage contracts for new and existing accounts to ensure that risk is managed, revenue guaranteed, penalties avoided and governance is adhered to.
• To develop business partnerships with vendors and service providers to prevent competition from eroding account share and identify who to collaborate with to provide a solution.
• To substantially extend the business relation (share of wallet) and consistently grow profitable business on a multi-year basis
• To manage customer expectations ensuring they are mutually beneficial without compromising the integrity / brand.
• To manage and report on the financial performance of the territory to ensure overall profitability.