Account Manager: External Sales - VAAL

JOB PURPOSE

Responsible for maximizing the profitability of allocated accounts, by managing the relationship with the Retail Customers and supporting them to exceed their sales targets of our product range.



JOB RESPOSIBILITIES



Achievement of Sales Targets

Ensure yield on revenue sold is at the required level of Gross Profit
Increase turnover of existing customers across the entire account base by upselling and cross selling

Set overall revenue and profit targets for each account, with specific targets for individual products
Identify opportunities to win business where Customers currently favour competitors’ products.
Ability to negotiate a win/win business solution in meeting client needs.
Focus on “Sell through” rather than “Sell to”
Inform customers of new products/brands, promotional campaigns or joint marketing programs and feedback to management
Formulate and implement plans to increase turnover per existing customer
Research and gather information about potential product ranges
Ensure knowledge and understanding of client’s business
Determine who the key decision-makers are and what the prospect’s needs are


Key Accounts Management

Build trust and confidence Customer through reliable and consistent service delivery and industry and product knowledge
Increase usage of Rapid Trade (online sales)
Resolve complaints and queries effectively
Determine and manage the Customer’s expectations regarding stock and delivery


Sales Planning

Complete and submit a comprehensive monthly Customer Call Cycle Planner
Complete and submit a comprehensive weekly Call Report


Product Knowledge

Develop and demonstrate specialist knowledge of company’s and competitor’s products
Determine training needs and provide relevant training on product benefits
Assist or facilitate intervention at end user level with a view to recommending correct product
offering or basic fault diagnosis
Attend sales and product knowledge training sessions


Internal Coordination

Demonstrate team work by collaborating across business functions
Coordinate tender or project quotations with the tender specialist
Monitor turnaround of Customer’s returns and repairs and escalate where required
JOB REQURIREMENTS

Minimum Matric or NTC3
Post matric qualification preferable
5 years’ experience in the Retail sales sector (hardware, tools, DIY)
Must have a valid driver’s license
Good understanding of sales cycle and key account management
Has detailed product and industry knowledge
Has in depth knowledge of competitor’s products and can clearly point out the FAB’s of the company products
Good business acumen (i.e. numeracy skills, generation of profit and loss, cash flow, margin)
Excellent Selling skills
Able to provide basic training on industrial product lines
Able to build strong relationships with resellers at buyer and owner level
Planning and organisational skills
Problem solving skills
Computer literacy - intermediate Excel, Outlook, Power point, Word
Basic + R7900 car allowance, R1500 cell allowance, data card + company tablet and commission

Job ID : , #299, 5 views,

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