External Account Manager - Bryanston
External Account Manager - Bryanston
Responsible for the management of assigned account(s) by developing partnership through the coordination of sales, sales operations and technical support teams at a senior level. Responsible for account acquisition, penetration development and customer satisfaction and long term sales results
- Tasks
- Attain targeted sales goals and performance through the effective management of resources
Develop, drive, maintain and document a account strategy including at a minimum the following:
- Profile of account using the agreed formats, including key business and financial drivers, geographic profile, business strategy and key executives
- Profile of existing IT operations includng strategy initiatives (storage, outsource, DR, refresh etc) supplier profile (i.e. relative share of wallet between vendors) and map of key IT contacts
- Thorough analysis of the clients strengths, weaknesses, opportunities and threats, provide a summary of the business opportunities offere, critical success factors and associated risk / resource considerations
Develop and execute appropriate account contact plan to include:
- Offer single point of contact for customer – ensure appropriate face-to-face coverage with key contacts in all regions
- Develop executive contact plan and arrange meetings with appropriate clients executives
- Ensure correct alignment of Internal Sales Representative to maximise account team penetration and effectiveness
- Develop executive contact plan and arrange meetings with appropriate clients executives
- Early identification of service / technical issues and respond with appropriate escalation and remedial plan
- Identify enterprise opportunities and engage with EMC account team and solution team to develop joint enggement plan
Manage the flow of information through your virtual team via:
- Regular meetings or one on one communictions
- Maintenance of the account data in the appropriate information repositories (i.e. Phoenix, CRM, BI, Account plans, Visit reports etc)
- Distribution of pricing / operational information in a clear and timely manner
- Notification of new product or service opportunities
- Identification of opportunities to increase and maximise TRU or expand product mix (services, consultancy etc) into the account
Fully participate in the financial planning and measurement process to ensure that:
- Revenue trends and opportunities can be factored into the forecast and targets – set expectations correctly
- The account operates within margin and payment guidelines agreed with finance
- Other business costs (i.e evaluation equipment, non-standard costs) are understood and budgeted by GS Finance
- Manage ambiguity
- Lead strongly, but be inclusive, flexible and sensitive but when necessary make the tough calls
- Develop creative solutions to problems
- Take responsibility of own personal develop plan
- Watch others to understand own develop opportunities and actively seek feedback / examples of best practice
- Be adaptable to changing environment and circumstances and respond quickly
- Identify through the clients learning and development programme opportunities for professional development and improvement in personal effectiveness
- Technical and functional training
- Attend appropriate technical / product training to ensure ability to confidently and convincingly position the cleints products and services in a customer-facing environment
- Ensure sufficient knowledge of internal functions and processes to be able to both design appropriate business and operational solutions to cusotmer needs, and to fix problems / get
- Competencies
- Drive for results / customer focus / business acumen / organising
- Ability to lead effectively in a complex matrixed organisation through virtual teams and geographies
- Ability to motivate and lead a driven account team
- Organisational agility / political savvy / priority setting
- Comfort around higher management
- Command skills
- Ability to contribute to the bottom line success of the business, regional and corporate goals
- Strong knowledge of computer hardware, software and peripherals
- Strong verbal and written communication skills
- Strong organisational skills
- Strong presentation skills
- Good knowledge / experience of industry sectors
- Qualifications
- Degree qualification preferred
- 5-8 years proven track record of complex face to face selling skills in large complex corporate accounts
- Previous experience of selling within the IT market preferred
- Remuneration
- R360,000.00* P/A
- *Plus: Commission