Strategic Accounts Sales Manager

SUMMARY:
We have an exciting opportunity for a Strategic Accounts Sales Manager for one of our IT Solutions clients servicing the banking Industry. Cape Town based PERMANENT POSITION

POSITION INFO:

Responsibilities :

• To implement a MAP for Key Account allocated, update the plan monthly according to the required time schedules and present the changes at the monthly Strategic Account Meeting. The documented Strategic Key Account Plan is a tool to, first and foremost, be of most use to the Strategic Key Account Manager and his/her account team (made up of representatives from each appropriate Opco, performing the role of Account Manager for their Opco, and thereby managing and maintaining a MAP which feeds the Strategic Key Account Plan) The overall purpose of maintain a Strategic Key Account Plan is to set the strategy for the account with the intent; to build on or improve relationships and to ensure revenue retention & revenue growth by highlighting and managing opportunities & risk The ultimate measure is to add value to the client’s business – in everything that they do. The Strategic Key Account Plan is an executable action-oriented document that answers the basic question: “so what are you going to do and achieve with this client”.
• The Strategic Key Account Manager cannot achieve these objectives on their own; so, the Strategic Key Account plan is also the theme and glue that brings the entire account team together, integrating
• the various MAPs into one consolidated view, onto the same page (regarding the agenda we have for the client) irrespective of level – from senior executives, to technical personnel, to billing clerks. It is the document that aligns goals and purpose, enabling all to execute as a team in front of the customer. Even more importantly, it attempts to galvanise our team to become part of the customer’s team. This is achieved by gaining agreement on select portions of the account plan with the customer.
• Recommend and manage the P&L and budget for the respective Key Accounts and monitor financial performance so that the business is aware of anticipated costs and revenues, areas of unsatisfactory performance and improvement opportunities and that the team focuses on delivering against P&L targets to meet Altron’s financial performance targets.
• On an ongoing basis, examine current operational processes to identify and implement potential operational improvements that will positively impact upon service, profitability and cost performance for the business unit.
• Identify and facilitate sales and business growth opportunities and constantly keep the commercial goals on the operations leadership teams’ radar. This document is protected by Altron - labelled as General Business Information
• Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.
• Ensure the effective implementation of strategies and plans through thought leadership to ensure that the highest level of performance is achieved, and objectives are met.
• Maintain an extensive network of internal and external contacts to ensure that the Key Account is optimally managed in its understanding of business, economic and commercial challenges and opportunities.
• Lead relationship building initiatives with Principal Vendors including playing the lead role in negotiations with respect to pricing, procurement and inventory control.
• Coach, support, mentor and challenge Key Account Managers in the application of effective operations practices, provide advice and guidance on complex issues to minimise risk and ensure performance. 

Requirements :

• Business Management degree or equivalent qualification
• At least 8 years progressive experience within a professional services business, including the demonstrated ability to manage, deliver and grow Strategic Key Accounts.
• At least 8 years solutions sales experience with a documented successful track record in selling high end services, rich and complex IT solutions in the banking solutions industry.

Only Candidates that meet the above requirements will be considered for this position.

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