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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.