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Senior Account Manager

Gauteng Market Related
Sector: IT / Computers / Software
Posted: Wednesday, 11 May 2022





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Job Details

An IT solutions company are looking for a Senior Account Manager / Account Director to join their team, to be responsible to deliver on agreed business growth values related to the overall company growth target. The focus will be in the large enterprise space dealing with corporate business. This requires a solid track record of successful sales engagements with prospective customers at all levels, as well as client engagements, both from new business development as well as managing existing clients.

Your role further includes;

  • be the single point of contact for all relationship management, contractual and financial elements of general account management activities
  • collaboration with internal services, pre-sales, business support units promoting open communication and teamwork
  • you will also participate in supporting general sales operations and administrative functions for the Sales department by following policies and procedures for creation of documents, workflow, CRM (Salesforce) administration, document management, contract management, quoting and other administrative functions.

DUTIES WILL INCLUDE, BUT ARE NOT LIMITED TO:

  • Single point of contact for Enterprise Account engagement
  • Produce, manage and track customer quotes
  • Upload and maintain the accuracy of information in CRM
  • Perform account administration function to support the Sales Office
  • Prepare and present the required management reports
  • Assist with Invoicing
  • Assist with Debtors Management
  • Contract Management
  • Client Engagement
    • Strategic focused engagement, making use of time and resources in the most effective way
    • Use good communication and negotiation skills to generate sales and profits from client engagements to meet sales targets
    • Understand and use market intelligence to position and judge the competition to derive accurate pricing
  • Produce, manage and track quotes
    • Perform an oversight role in checking quote details to ensure that they are correct, ie: correct stock codes, GP%, RoE, delivery address and client order number are all loaded.
    • Assist with raising sales orders.
    • Ensure that procurement always receives the relevant documentation and information for the purchasing of stock.
    • Check that the correct type of quote has been used and issued to the client, for example, Sales quote or Loan quote/Demo quote.
  • Upload and maintain the accuracy of information in CRM
    • Run a pipeline, forecast and deals closed (won/lost) query on a weekly basis on CRM for all Open opportunities.
    • Check data validity on CRM and report exceptions.
    • Assist to load all sales related information on CRM and maintain data.
  • Perform account administration function to support the Sales Office
    • Assist with setting up meeting schedules, document management, Sharpoint filing, printing and general sales office administration support.
  • Prepare various management and sales reports
    • Run reports at agreed times to ensure that the required reports have all the necessary information in the correct format at the right time, including pipeline, forecast, opportunities closed, budget, actual and CRM related reports
  • Assist with Invoicing
    • Make certain that invoices comply with company procedures and policies.
    • Ensure that the correct amounts are invoiced
  • Assist with Debtors Management
    • Obtain and manage debtors report
    • Distribute and follow up on Debtors issues
  • Contract Management
    • Manage contract repository
    • File and Print contracts
    • Maintain contract renewal schedule
    • Assist with contract change process
  • Manage Enterprise accounts
    • Monitor the level of client satisfaction at regular intervals or after each significant delivery of product or service
    • Promptly respond to clients’ queries and complaints
    • Ensure corrective action is taken as and when necessary
    • Create, identify and respond to, opportunities for providing products and services to the client organisation
    • Monitor the level and quality of business actually achieved

REQUIREMENTS              

  • Matric or equivalent
  • Relevant Sales Business Degree or Diploma (Desirable)
  • 5 or more years in a Senior Enterprise Account Management role
  • Relevant Quoting Systems, Accessing Client Quotations
  • Expert understanding of the CRM System (Preferably Salesforce)
  • Proven Enterprise Account Sales Skills
    • Entrepreneurial Behaviour
    • Strategic Engagement and ability to manage multiple enterprise customers
    • Energetic with a can-do attitude
    • Motivated and process driven
    • Industry knowledge
    • Professionalism in servicing and dealing with internal and external parties
    • Ethical selling approach
  • Know and Understanding company go to market solutions
  • Know, Understanding and support Partner Solutions
  • Comprehend OEM Offerings
  • In depth knowledge of your customers business
  • Detailed account plan development and presentation per customer
  • Knowledge of CRM system and utilisation
  • Regular sales certification training and certification updates

Additional Skills/Attributes:

  • Analytical Thinking
  • Excellent Communication skills
  • Conformity
  • Customer Excellence Orientation
  • Organising
  • Reading Comprehension
  • Attention to detail
  • Accuracy