Customer Accounts Manager - Capital

SUMMARY:
Our client in the Engineering industry is looking for a Customer Accounts Manager – Capital in Johannesburg Main responsibility will be the management of Key customer relationships, for the purpose of developing solutions to solve their mining production and safety problems by profitably selling the company’s capital equipment and service products fit for their purpose.

POSITION INFO:

Application of Knowledge, Experience, Network & Skills

• Utilise sales learning, product knowledge and experience to understand the customer production challenges, needs and concerns and develop strategies to provide equipment and product support solutions that meet these needs safely and profitably, establishing a win-win relationship.

• Develop a pro-active approach to the business, understanding the local business environment, the individual customer preferences, alliances and commitments, and developing strategies to work with and around these for new business development.

• Identify and rapidly respond to business opportunities that align with our strategies, goals and objectives.

• Develop and build a network of customers and other people that provide accurate and meaningful market information and statistics.

• Learn and understand fully how the customers’ business functions, where the weaknesses and threats are and potential opportunities

Performance Expectations

• Agree to and accept the executive responsibility with accountability for allocated key customer relationships, maintaining effective and reliable long-term relations.
• Successfully achieve established sales targets and goals, including margins with accurate achievable forecasts.
• Assume the lead project management role in developing and managing service and product support interventions including product trials and performance tests etc.
• Know the products thoroughly, their applications, features, benefits to develop sound value propositions.
• Commit to and take responsibility for ensuring aftermarket product support with each Key customer, attend regular engineering meetings and become involved in the project management of service and aftermarket support initiatives and approved sales strategies.
• Visit underground operations to review the products in operation, determine the customer satisfaction and production performance according to their expectations, offer solutions for improvement and future innovation.
• Interact with key customers at all levels, on a business and social, but professional level to build relationships and trust.

Duties and responsibilities:

Sales

• Optimise Existing Sales
• Service existing customers across the range of products fight to win all related capital and aftermarket business.
• Margin Control – ensure sales margins are preserved, increase where possible.
• Sales planning and forecasts constantly reviewed and the correct inventory stocked.
• Develop and monitor sales strategies to maintain and grow turnover.
• Continuously monitor lost sales and develop strategies to win back.
• Manage customer risk, and ability to pay for goods and services alert executive to any increased risk developments.

• New sales opportunities;
• Monitor customer base and seek new profitable sales opportunities.
• Rapidly develop sales opportunities with new capital customers, where our equipment operates and where potential exists on other equipment types.
• Training sales opportunities need to be incorporated into the machine delivery and follow training solutions offered to optimise customers operations.

• Customer business dynamics;
• Understand the customers’ business dynamics through study of site conditions, published reports and information, mineral product demand and pricing and other information.
• Visit underground, mine site facilities and personnel to understand operating conditions, production challenges, opposition equipment shortcomings and other opportunities to generate business solutions.

• Quotes, Contracts and Agreements;
• Monitor sales quotes, contracts, and agreements, negotiate for agreed price increases and inflation indices, and currency variances etc.
• Maintain agreed margins.
• Ensure all role-players are familiar with the terms and conditions of the various contracts and sales agreements.
• Obtain pre-payment for capital sales where possible.

• Rapid Response;
• Respond rapidly to market demand, and new opportunities, VMI, consignment stock, stores establishment, and controls. Take initiative and drive to completion.
• Respond to break-downs, standing machines own brand and other products if we can supply the correct parts. Be the go-to person the customer relies on in a crisis to organise a problem fix.

• Opposition Intelligence;
• Understand our opposition at all levels and the purchasing dynamics on each mine site, why they purchase from this company and not ourselves.
• Understand opposition pricing, relationships, sales and service practices, any advantages they offer over our goods and services. I.e. pricing, delivery time, quality, availability etc.
• Report this information to management regularly.
• Develop an opposition data base and SWOT analysis of the business for discussion and counter strategy initiatives.

• Budgets, Goals and Forecasting;
• Understand each customers buying cycle, opex and capex budgets and purchasing triggers with potential business opportunities.
• Understand the sales demand from each customer, by product line.
• Compile and monitor annual budgets and monthly forecasts based on demand and market circumstances. Achieve sales goals.
• Develop sales targets by machine population, type, and historical demand.

• Product Scope and Project management;
• Work with the customer and production department to define the equipment scope of supply, liaise with the customer as necessary for any scope change price increase.
• Project manage the scope, delivery and supply of the product to the customer.
• Be present during the commissioning and hand-over of the equipment to the customer.
• Offer additional training and aftermarket services.
• Continue to follow-up with the customer to ensure the product delivers to their expectations, implement and manage any necessary product support initiatives required.

Finance

• Sales and Invoicing management;
• Ensure proper sales and invoicing control in accordance with the customer instructions, minimising credit notes and misallocated invoicing.
• Invoices to be compiled as goods leave the premises or as soon thereafter, pre-payment invoices as directed by finance and in accordance with the contract obligations, currency variation invoices to be submitted as soon as possible.
• Debtor Control;
• Manage all your customer debt and outstanding debtors on a monthly basis.
• Ensure prompt resolution of queries and manage payments and outstanding debt as a priority.
• Report any developing risks in terms of debtor management.
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• Overhead Costs;
• Manage overhead costs in line with budget, optimise and reduce where possible.
• Job Costing Control;
• Ensure all your open jobs are reviewed on a monthly basis and closed as soon as completed.
• Raise and resolve any queries relating to estimates and customer order. All variances to be approved by appropriate sales manager.
• Sales Risk
• Monitor new and existing customers to ensure the company is under no risk in doing business with them.
• All new and potential customers should be approved prior to any credit extension provide by the company.

*full job spec available on request

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