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 qualificationExperience (experience required for the job) 2 - 5 years' experience in an IT sales environmentProficiency in using Microsoft suite applicationsRelevant brand knowledge and excellent communication engagement.Business acumen refers to a high level of alertness to the business landscapeStrong customer relationshipsSelf-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 linesAssisting with ALL customer enquiries when neededContact details to be updated on Customer Base and on ERP systemManaging the credit limit available and cover where needed.Ensure that accounts are current, and queries resolvedSigning up new customers that meet the criteriaSales & Pipeline Management Adequately understand the order process on Rectron's ERP system. Read customer requests carefully, ensuring that quotes are done quickly and accuratelyEnsure month on month growth in partner base across all brandsIdentify new markets, business opportunities, grow and service existing customersEnsure that the team pipeline is accurately up to date and maintain pipeline coverage in order to achieve monthly sales targetsWork with the Rectron Product Management team to identify opportunities for growth across all Rectron brandsBuild, develop and maintain relationships with existing and new customersRepresent Rectron at trade exhibitions, events and demonstrationsUnderstand and successfully complete the sales cycle to meet monthly targetsQuery 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 feedbackKnowledge Maintain a good level of knowledge across all Rectron product and solution offeringsOnline training must be up to date and completed when requiredAttending 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 developmentsGather market and customer information and provide feedback on future buying trendsCommunications Communicate in a clear and professional manner both internally and externallyEnsure that all quotes are responded to within the Rectron SLA time frameProactively communicate status updates to resellers, especially in times where there might be a delay in operationsClear communications with internal stakeholders (Product Managers, Warehouse, Admin etc.)Proactively keep your Sales Manager up to date with regards to your pipelineCore Competencies The candidate must possess the following capabilities:
Computer literacy and PC skills Ability to effectively navigate and use a Windows based PCMicrosoft Excel: Basic knowledge to complete dealer base template and other spreadsheets which may be requiredMicrosoft Outlook: Sending/receiving emails, out of office settings, scheduling meetings, attachmentsMicrosoft Teams: Sending/receiving messages, joining conference calls, setting up meetingsAbility to effectively use Microsoft Office 365 – Excel, Word, Outlook, SharePointMust be able to do internet research if necessaryEffective Communication Communicate politely and effectively across internal and external stakeholdersGetting back to stakeholders timeouslyManage expectations with stakeholdersWork in a teamCollaborate across internal and external stakeholdersOrganisation Manage timePrioritising of tasksPlanning and organisingLearn independentlyWork under pressureProblem Solving Listening and effectively analyse and solve problemsProactively find solutions to problems using all available resourcesKnow when to ask for help from internal resources and leadershipNegotiating Preparation and planning skillsKnowledge of the subject matter being negotiatedAbility to think clearly and rapidly under pressure and uncertaintyAbility to persuade othersStrong sales abilityUnderstanding of when/how to up/cross sell to benefit the business and partnerSkills & Competencies (general job knowledge and skill sets) Planning and organisingSituation analysisEffective communication skills – telephone etiquetteAbility to work under pressureTime managementProfessional and positive acumenProactive and motivatedExpectation managementKey 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 changesCustomer breadthAccurate and timeous order processing – all orders must be processed on the same day as they are receivedTraining Maintain expert level on product knowledgeBrand Training requirements must be kept up to dateAttendance of training sessions – online and in personSelf-learningRelationships 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 servicesSell key components as required by management or PMComplete all allocated trainingReview 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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