Key Account Sales Manager 34 views

Purpose:

An industrial heating company is seeking a Key Account Sales Manager who will be responsible to:

• Implement the company’s sales strategy to grow sales revenue year on year
• Manage a defined portfolio (strategic markets, industries, clients and products), develop new business by educating and consulting with new and existing clients
• Actively seek new opportunities and projects and collaborate with the engineering and internal sales teams to grow business and maximise sales

Key Job Outputs:

Develop a business plan

• Understand defined markets and the processes and applications involved
• Set and track sales objectives, aligned with company objectives, prepare progress reports
• Forecast and review defined key account metrics (e.g. quarterly sales results and annual forecasts)

Grow business

• Action business plan, review and adjust in order to realise objectives
• Network across defined markets, educating and presenting in order to understand processes to find solutions
• Develop new business with existing clients and identify areas of improvements to exceed sales quotas
• Communicate clearly the progress of monthly/quarterly initiatives to management and other stakeholders

Exceed customer expectations

• Operate as the lead point of contact for all matters specific to the defined key accounts
• Fully understand the customer processes and their key deliverables
• Must be able to understand where company Portfolio of Solutions may resolve client pain points and problems
• Build and maintain strong, long-lasting customer relationships
• Negotiate contracts and close agreements to maximise profit
• Develop a “trusted advisor” relationship with key accounts, generate new business using existing and potential customer networks
• Ensure timely and successful delivery of solutions according to customer needs and objectives

Play as a team

• Share and develop ideas in order to grow the company business
• Support new initiatives through imparting learned experiences and technical insights

Core Competencies:

• Ability to drive a car
• Financial literacy, numerical and mathematical abilities in order to calculate gross margins, price and discounts
• Ability to plan and execute a budget and business plan
• Ability to relate to others and build relationships, networking skills
• High emotional intelligence
• Proficiency in English and preferably at least one other South African language
• Ability to manage multiple projects whilst paying attention to details
• Experience in delivering client focused solutions based on customer needs

Functional expertise

• Remain up to date in your area of speciality or expertise (products, services and applications)
• Apply a body of knowledge and experience to current business situations in order to add value and improve business efficiencies and profitability
• Apply technical or specialist expertise and experience for the benefit of the organisation and consider the context in which these are applied
• Ensure that your functional expertise supports that of other experts, rather than being in competition with them (e.g., colleagues and clients)
• Persuade or negotiate with others by relying on technical or specialist knowledge and experience
• Present documented material or proposals in a credible and professional manner
• Share the technical implications of a situation with non-specialists or explain it to them

Entrepreneurship and profitable growth

• Proactively look for opportunities to grow the current business and identify new business opportunities
• Act on your own initiative to identify new business opportunities
• Identify opportunities in clients’ businesses to promote relevant solutions in your own business
• Determine, as soon as possible, the costs and benefits of a business proposition
• Understand the key performance indicators driving the market, in respect of clients’ businesses and your own
• Conduct a meeting with a client of equal business stature
• Understand and manage the market dynamics (competition, the rules of the game and regulations)
• Understand financial terms and conditions in the business process, including cash flow, discounts, credit terms, implementation costs, project funding, foreign exchange, tax, etc.
• Formulate a budget
• Understand and work closely to that budget

Interpersonal skills

• Speak clearly and confidently, be articulate
• Listen actively to fully understand the other person’s view or perspective
• Tailor feedback to the specific needs and communication styles of others
• Make effective presentations and concisely present/communicate a complete and accurate picture of the current situation or of the company’s products and services
• Develop and maintain two-way communication with a variety of people at different levels both within and outside the organisation
• Suggest proposals to address your clients’ most vital concerns and important business issues
• Structure meetings and presentations to create the desired impact and increase the chances of a favourable outcome
• Build a network of relevant role-players both within and outside the organisation
• Resolve customer complaints in a professional and confident manner
• Resolve unhappiness or conflict in a calm, objective and comprehensive way

Self-management

• Work effectively under pressure and proactively manage stress levels
• View change as an opportunity for growth or improvement
• Adjust your personal style to meet changing business demands
• Work productively in a high-pressure environment, maintain a positive outlook, handle criticism well and learn from it
• Focus on the issue, not the person
• Remain focused on the task at hand despite regular distractions and on-going requests for service
• Identify your inner feelings and emotional state, and express those feelings to others in an appropriate manner
• Work hard when required and work smart whenever possible
• Manage your own time effectively by setting priorities and through productive time management
• Plan for shorter-term personal development and longer-term career development

Qualifications:

• Diploma, Sales and Marketing or relevant field

Experience:

• CRM packages
• Project management experience

Salary:   Market related

https://adr.to/7ltu6ai

Should you not hear from us within 2 weeks, kindly consider your application as unsuccessful.

All personal information received will be processed in accordance with The Protection of Personal Information Act No. 4 OF 2013