Job Title: Account Manager
Division: Sales
Location & Address: Century City, Cape Town
Reports to: Regional Sales Executive
WORKING RELATIONSHIPS:
Internal:
- Procurement
- Sales Operations
- Brand Operations
- Account Managers
- Systems Engineers / Presales
- Marketing
- Logistics
- Regional Managers
External:
- Vendor
- Resellers
- End Users
- Vendor Alliance Partners
JOB SUMMARY:
Main Purpose of Position: To manage, maintain, and grow First Distribution’s product sales within assigned reseller base, identify and secure new business opportunities, cultivate relationships with key stakeholders, and achieve revenue targets.
Key Performance Areas:
- Driving Gross Profit targets through Resellers.
- Selling First Distribution’s Network product portfolio within existing Resellers.
- Recruitment of new Resellers.
- Display key competencies of product knowledge, brand programs across the relevant product portfolio.
- Business Review Sessions with brand managers.
- Bi-weekly sales review with Line Manager.
- Monthly sales review with General Manager: Networks.
- Drive Sales Strategy and overview sessions with resellers.
- On-boarding process within accounts: re-operational, sales, technical processes.
- Build and manage effective relationships with team members and resellers.
- Ensure satisfactory execution of the aligned business plan with Line Manager and Brand Managers.
- Identify and Qualify new deals and partners to sustain pipeline and target coverage.
- Report opportunity details regularly to Line Manager and brand managers.
- Ensure sales targets, profit margins, and brand rebates are achieved.
- Adhere to Call Plans, submit weekly activities, and sales forecasts to Line Manager.
Reseller Account Management
- Engage with Resellers and Brand Managers on required Marketing events/initiatives.
- Ensure the achievement of the position of NW BU Trusted Advisor in Reseller Accounts.
- Ensure customers receive newsletters, pricing, special offers, etc.
- Record detailed account information.
- Develop a Strategic account plan for each allocated account.
- Comprehensive understanding of role players, budgets, purchasing, and competitors within assigned accounts.
- Facilitate & resolve queries and escalations.
Internal training associated with competencies:
- Training on all FD Vendor’s products.
- Sage CRM administration and reporting.
- Experience using CRM.
- 2-3 Years of SAAS Sales in the IT Distribution/Reseller Industry.
- Knowledge and experience in selling Data Centre Solutions, Networking, or Digital Security.
- Proven experience in business development.
Additional Skills:
- Strong Self-Motivational and Empowerment skills.
- Strong Communication Skills.
- Strong Relationship and Self-Management Skills.
- Takes Initiative.
- Works well with all kinds of people.
- Remains calm under pressure.
Office Requirements:
- Work-from-office environment.
- Semi-formal dress code.
- Working hours are from 08:00 – 17:00.
- Excellent international business language skills (English), both written and verbal.
- Reliable transport to and from the office and customer meetings.
Notes:
- The remuneration package will be discussed during the interviewing process.
- Subject to a 3-month probation review scheduled by Human Resources monthly.
- You will be required to perform duties as reasonably required by the business.
- Your job description may be amended from time to time if valid and reasonable.
- You will serve the Company or any Associated Entity as management requires.
- Duties must be performed faithfully, diligently, and to the best of your abilities.
- You agree to promote the best interests of the Company and any Associated Entity.
- You may be required within reason, to work outside of set duties and/or perform in more than one role.
#J-18808-Ljbffr
