ICT Key Account Manager: SADC (Automated Technical & Payment Solution Sales)

The primary objective for this Key Account Manager Role is to Grow Market Share within Oil Companies through strategic initiatives that will result in revenue growth. Considering the accelerated growth strategy, this role is critical in ensuring a sustainable funnel growth of 4X the stretch budget. Additionally, it will be responsible for managing various strategic accounts. This role will be critical in helping drive market share growth in some of the under-penetrated markets within the SADC Region Furthermore, this role will be responsible for driving the Retail Automation strategy as well as the successful adoption of Latitude as well as POS and PMT Solutions across the SADC Region.

The Key Accounts Manager must have strong experience and ability to Consultative Selling and to Sell Solutions within the full Sales Cycle, Source, Secure and Close deals, with Good Customer Management Relations to be able to Strategically Plan Technical Solutions with Clients.

KEY RESPONSIBILITIES:

• Ø Drive revenue growth through KAM strategy.
• Ø Define and drive strategic initiatives that will help achieve business objectives.
• Ø Accurately Capture Sales Funnel and Document all Sales Activities on Salesforce.com.
• Ø Funnel Development and Management
• Ø Forecasting Annual, Quarterly, and Monthly Sales Goals.
• Ø Stakeholder Management - become the single point of contact for your Portfolio.
• Ø Expose Oil Companies to full Company Product basket and obtain buy-in.
• Ø Find creative ways of leveraging off global contracts.
• Ø Achieve predetermined revenue and funnel targets.
• Ø Have a 360 view of all account activities globally and inform business of any key developments.
• Ø Compile product preparations and solution proposals.
• Ø Sales Administration and Reporting.
• Ø Market Research and keeping up to breast with Industry Developments.
• Ø Developing specific plans to ensure growth both long and short-term.
• Ø Regular funnel reviews in line with the Company’s Standard Work.
• Ø Market Segmentation, Analysis, and Penetration.
• Ø Develop and maintain relationships with customers, regulators, market participants and business partners.
• Ø Ensure the effective deployment of Key Account Management Standard Work.
• Ø Building customer confidence in Company’s Products and Solutions within the SADC Region.
• Ø Collaborating with the procurement and warehouse managers to ensure sufficient stock holding.

In a nutshell, one will be Responsible for Providing Account Management for a dedicated Portfolio of Key Customers, with a focus on Building and Developing Long-Term, Strong Relationships to ensure long-terms Success of Business Relationships through Proactive, Consultative Customer Services. Partner with internal resources to resolve client issues and provide Exceptional Customer Service. Acts as a Customer Advocate within the Region and be accountable for the timely resolution of all assigned customer inquiries and present insightful recommendations.

One will also be responsible for Developing & Growing Business through acquiring of new Business and expanding Clientele Base. Play a crucial role in generating leads and managing the sales process throughout the entire sales cycle, thus contributing directly to the overall success of the region by reaching and exceeding defined Revenue Targets.

EDUCATION REQUIRED:

• Tertiary Qualification in Marketing, Sales, Technical or Business-related Degree or Diploma.

EXPERIENCE & KNOWLEDGE REQUIRED:

• Minimum 5 Years Proven Track Record in Consultative Selling Environment and Solution Sales?
• Direct Consultative and Solution Sales experience, must have experience in selling the Cloud, selling a concept, and not easily discouraged in the sales cycle process.
• Extensive solution sales experience preferably in the IT Sector or or Telecommunications or Oil Industries.
• Consistent Top Performer in Sales with ability to Close Deals, Great Communicator with excellent Interpersonal Skills.

KEY SKILLS REQUIRED:

Results Driven Skills:-

• Has capability and capacity to set goals that stretch self and peers.
• Consistently drives high quality, on-time results.
• Demonstrates the sense of urgency and the flexibility needed to achieve results, immediate impact.
• Organizes and prioritizes to drive results.
• Does not let perfect get in the way of better.

Champions Continuous Improvement Skills:-

• Takes actions and makes decisions that support the VBS culture.
• Is aware of and appropriately uses the VBS tools.
• Proactively makes recommendations for future improvements.

Critical Thinker Skills:-

• Thinks through and analyses complex problems, challenges, and drives to root cause.
• Positively copes with change; applies knowledge and skills effectively in new environments.
• Motivated by the challenge of new work; comfortable with ambiguity; proactively seeks answers.
• Quickly learns when faced with new challenges and strives to enhance his/ her knowledge and skills.
• Applies past learning to solve current problems

This really is an exciting opportunity where career progression is highly realistic as our client continues to invest and grow this area of the Business. The position is available immediately but can negotiate on reasonable notice period if needed.

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