Job Purpose: The External Account Manager – Evar will manage Rectron's strategic partner base. The job requires that you form a strong partnership with an Internal Account Manager to drive key strategies and meet Rectron's overachieving targets.
Education/Qualification
Minimum: Matric or higher education preferably Sales/IT qualification
Experience
2 - 5 years' experience in an IT sales environment
Proficiency in using Microsoft suite applications
Relevant brand knowledge and excellent communication engagement.
Business acumen refers to a high level of alertness to the business landscape
Strong customer relationships
Self-motivated and driven to go beyond the sales targets given.
Job Dimensions
Customer Base
Managing the assigned customer base, building strong relationships and driving key product lines
Assisting with ALL customer enquiries when needed
Contact details to be updated on Customer Base and on ERP system
Managing the credit limit available and cover where needed.
Ensure that accounts are current, and queries resolved
Signing up new customers that meet the criteria
Sales & Pipeline Management
Adequately understand the order process on Rectron's ERP system. Read customer requests carefully, ensuring that quotes are done quickly and accurately
Ensure month on month growth in partner base across all brands
Identify new markets, business opportunities, grow and service existing customers
Ensure that the team pipeline is accurately up to date and maintain pipeline coverage in order to achieve monthly sales targets
Work with the Rectron Product Management team to identify opportunities for growth across all Rectron brands
Build, develop and maintain relationships with existing and new customers
Represent Rectron at trade exhibitions, events and demonstrations
Understand and successfully complete the sales cycle to meet monthly targets
Query Management
Should there be any queries on orders by partners, ensure that queries are raised with the correct department as quickly as possible and then providing all stakeholders with the necessary feedback
Knowledge
Maintain a good level of knowledge across all Rectron product and solution offerings
Online training must be up to date and completed when required
Attending scheduled internal and external training sessions when needed (after 17:00 or weekends if needed)
Share knowledge within the team using internal tools Identify client's markets, design a sales strategy to fit each client's requirements while advising clients on upcoming product developments
Gather market and customer information and provide feedback on future buying trends
Communications
Communicate in a clear and professional manner both internally and externally
Ensure that all quotes are responded to within the Rectron SLA time frame
Proactively communicate status updates to resellers, especially in times where there might be a delay in operations
Clear communications with internal stakeholders (Product Managers, Warehouse, Admin etc.)
Proactively keep your Sales Manager up to date with regards to your pipeline
Core Competencies
The candidate must possess the following capabilities:
Computer literacy and PC skills
Ability to effectively navigate and use a Windows based PC
Microsoft Excel: Basic knowledge to complete dealer base template and other spreadsheets which may be required
Microsoft Outlook: Sending/receiving emails, out of office settings, scheduling meetings, attachments
Microsoft Teams: Sending/receiving messages, joining conference calls, setting up meetings
Ability to effectively use Microsoft Office 365 – Excel, Word, Outlook, SharePoint
Must be able to do internet research if necessary
Effective Communication
Communicate politely and effectively across internal and external stakeholders
Getting back to stakeholders timeously
Manage expectations with stakeholders
Work in a team
Collaborate across internal and external stakeholders
Organisation
Manage time
Prioritising of tasks
Planning and organising
Learn independently
Work under pressure
Problem Solving
Listening and effectively analyse and solve problems
Proactively find solutions to problems using all available resources
Know when to ask for help from internal resources and leadership
Negotiating
Preparation and planning skills
Knowledge of the subject matter being negotiated
Ability to think clearly and rapidly under pressure and uncertainty
Ability to persuade others
Strong sales ability
Understanding of when/how to up/cross sell to benefit the business and partner
Skills & Competencies
Planning and organising
Situation analysis
Effective communication skills – telephone etiquette
Ability to work under pressure
Time management
Professional and positive acumen
Proactive and motivated
Expectation management
Key Performance Indicators
All Up Target
Attain Rectron targets on Revenue/GP (depending on current ruling)
Customer management
Ensure dealer base is updated correctly and any customer changes
Customer breadth
Accurate and timeous order processing – all orders must be processed on the same day as they are received
Training
Maintain expert level on product knowledge
Brand Training requirements must be kept up to date
Attendance of training sessions – online and in person
Self-learning
Relationships
Internal – Product Managers, Sales, Leadership team External – Partners, Vendors Accountabilities:
Target, GP and Customer Breadth targets to be sent out monthly and will need to be achieved.
Achieve exceptional ratings in client services
Sell key components as required by management or PM
Complete all allocated training
Review your own sales performance, aiming to meet or exceed targets given.
Drive sales of all Rectron products, by developing, identifying, and securing all relevant sale opportunities.
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