Strategic Account Manager (OEM)

SUMMARY:
The Role:

Essential functions:

• Strategic Account Plan
  • Defines a business plan including quarterly action plan, in order to reach the targets defined. The plan will be in accordance with the Ke...
    
    

    POSITION INFO:
    The Role:

    Essential functions:

    • Strategic Account Plan
      • Defines a business plan including quarterly action plan, in order to reach the targets defined. The plan will be in accordance with the Key Account Plan template and updated accordingly
      • Market Analysis on Strategic Named Accounts
        • Install Base Maturity Assessment
        • Install Base Saturation Assessment
        • Competitive Analysis
          • Create awareness of competitor activities to the Management Team in CRM
          • Collection of competitor pricing
          • Technical Offering
        • Strongly supports customer development of strategic accounts and key players
        • The Strategic Named Accounts identifies long term market trends (market requirement, upcoming legislationâ?¦) in the Strategic Named Accounts and participates in the Customer network events.
    • Strategic Account Planning
      • Develop strategic plan for Strategic Named Accounts Template
      • Create quarterly tactical activity plan for the Strategic Named Accounts
      • Provide monthly updates on Strategic Account progress in Strategic Account Review meeting
      • Planning and <--------Please upload your CV here--------
      • Submit Weekly Call Plan for review
    • Sales Activities
      • Following up new business opportunities within Strategic Named Account and setting up meetings
      • Communicating new product developments to Strategic Named Accounts
      • Provide Strategic Named Accounts with proposals
      • Negotiate the terms of an agreement and close sales
      • Evaluate the Strategic Named Accounts requirements and decide on which is the best engagement model to follow
      • Assistance with special pricing agreements and project specific pricing requirementâ??s
    • Channel
      • Understanding the eco-system of their Strategic Named Accounts (association, EPCs, OEMâ?¦)
      • Engage with Channel Partners to develop co-sell strategy for Strategic Named Account
    • AVEVA Portfolio
      • Educate self and be proficient in the AVEVA Portfolio
      • Understand portfolio positioning specific to Customer Industry
      • Understand how to price the AVEVA solution offerings
    • C Level engagement
      • Responsible to coordinate IS3 Management for executive meetings
      • Following up new business opportunities and setting up meetings
    • Proposals
      • Overall Responsible for quality and coordination of Bids and Proposals with support from Technical and Admin Teams according to RFT process and ISO 9001 QMS
    • Events
      
      • Prepare and present on the portfolio of products at marketing events.
      • Represent your organization at trade exhibitions, events and demonstrations
      • From time to time to assist with marketing activities like Conferences, Breakfasts, Golf days
    Skills and Experience:

    Qualification Essential Competency:

    • Matric
    • Strong Sales background

    Experience required:

    • Ability to establish strong client working relationships and network within Customer
    • Knowledge of industry related processes
    • Must have strong proposal skills including the ability to deliver technical presentations
    • An ability to solve problems
    • Consultative Selling Skills
    • Strong market knowledge
    • Entrepreneurial Spirit
    • Knowledge of operational technology
    • Valid driverâ??s license
    • Experience in Automation â?? also not necessary

    • Must have a minimum 5 yearsâ?? experience sales experience

    Other:

    Work environment:

    • A combination of working inside an office environment as well visiting clients

    Travel:

    • Traveling be required (own means of travel required)

     

    
    
    

     

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