IT Key Account Manager

SUMMARY:
IT Key Accounts Manager required for a Global Leader, our Client, invested in the development and sale of sustainable solutions in appliances, electronics and information technology.  The position has a Midrand base and requires candidates presenting with a minimum of 3 to 5 years’ IT industry sales, sound understanding of retail, distributor, dealers and end-users as well as various sales / marketing channels.  Own vehicle is required.

POSITION INFO:
Purpose:
To increase IT sales market share and ensure achievement of consistent, profitable growth in sales revenue through positive planning, achieving monthly/ quarterly/ annual targets in line with company objectives. Cross business unit sales in conjunction with other business units.

Key responsibilities for this position include, but are not limited to:

IT Product Strategy/Plan

• Develop and implement the IT product strategy and business plans for the allocated specific products to Resellers and Retailers.
• Ensure alignment with the overall business strategy to support company objectives.
• Understand consumer needs, identify market opportunity, define the vision and lead the team to deliver.
• Strategize and plan around the product promotion based on the accurate understanding of customer needs, market trends and competitor activities.
• Responsible for each allocated product’s life cycle management including the product launch plan and actual launch as well as sustaining the existing products.
• Secure end user engagements and brand awareness of new products to launch onto IT market.

• Growth of the Client’s IT products Market Share.
• Indicate to Product Managers on Stock Status per Channel.
• Motivation/Product Knowledge.
• Develop promotional campaigns in line with specific channels and products.
• Market share knowledge and customer needs analysis to increase revenue.

• Forecasting by channel (Key customers – Resellers and Retail partners).
• Ensure enough stock of right models to avoid LTI.
• Manage WOS to ensure the Client stays under the target set by HQ.

• Ensure delivery of return on investment and building of brand sustainability.
• Ensure accounts meets its income targets and that they pay on time to reduce AR hold.
• Effectively solve problems and manage risk to ensure achievement of targets.
• Performance vs. budget by unit and Rand Value.
• Accounts analysis by Channel including sell out management to establish profit.

• Knowledge of buying potential by Channel.
• Catalogue Requirements.
• Incentive Programs.
• Market survey and understanding.
• Merchandising Understanding.

• Managing the relationship between your company and the customer is a big responsibility..
• Treat your customers as partners and challenge them to grow their business with your brands.
• Relationship Building with PIC’s, PM’s, Key Account Executive, Networks, Key Contacts and Retailer contacts.
• Ensure customer needs are established and reviewed.
• Dealer/Retailer/End User presentations and regular product training.
• Provide solutions to management when faced with challenges.
• To liaise with corporate contacts, build and develop relationships.
• To assist with the preparation of contractual agreements and ensure that these are fully adhered to.
• Develop a unique way to grow the business with your customers.

• B2B Sales Force Reports.
• Monthly Meeting Report.
• Compile management reports monthly.
• To prepare presentations, proposals, plans, contact reports as necessary.
• Progress report on forecast accuracy and inventory plans against set targets.

• 3 – 5 years sales experience.
• Key Accounts Sales and Marketing experience.
• Minimum 3-5 years industry/IT products sales experience.
• MS Office Suite (Intermediate).
• Possession of a reliable vehicle and a valid driver’s license.

• Requirement to meet deadlines and set goals.
• Persistence and results orientated.
• Very good oral and written communication skills.
• Ability to function under pressure.
• Administration skills and creativeness.
• Reseller / Distributor and Retailer knowledge.
• Buying function knowledge.
• Good Customer liaison.
• Interpersonal skills.
• Strong understanding of consumer buying behavior in consumer electronics.
• Negotiation skills to get support from retail managers for sales promotions and best displays.
• Honesty, integrity and ethical conduct at all times.
• Willingness and ability to travel nationally and internationally when required.