JOB TITLE: Key Account Manager: Commercial & Industrial
DEPARTMENT: Commercial & Industrial
REPORTING TO: Managing Director Transit Solutions and Government Markets MEA / Director C&I MEA
LOCATION: Durban/eThekwini
ADDITIONAL INFO: Must be based in the eThekewini region or be willing to relocate. Must have own reliable transport and driver's licence. Exposure to government contracts, mining, oil company sales/KAM will be advantageous.
PURPOSE OF POSITION:
To assist the C&I business unit, implement and maintain the status quo, through interventions as outlined in the service level agreements while promoting growth and customer satisfaction.
KEY RESPONSIBILITIES:
Drive revenue growth through KAM strategy.
Define and drive strategic initiatives that will help achieve business objectives.
Accurately capture sales funnel on Salesforce.com.
Stakeholder management - become the single point of contact for his/her portfolio.
Achieve predetermined revenue and funnel targets.
Accurately document all sales activities on Salesforce.com.
Have a 360 view of all account activities globally and inform business of any key developments.
Compile product preparations and solution proposals.
Sales administration and reporting.
Maintain relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements.
Maintain quality service by establishing and enforcing organization standards.
Stakeholder engagement plans for building strong client relationships.
POSITION RELATIONSHIPS:
Internal:
Company Leadership Team (all functions).
Projects, KAM, finance, products, and technical teams.
External:
Clients.
Competitors.
Industry Bodies.
MEASURES OF PERFORMANCE (INDICATORS):
Leading:
Creates a realistic stakeholder engagement plan and works towards exceeding it.
Religiously drives actions that will enable us to deliver on strategic objectives.
Proactively works with stakeholders on new initiatives that will deliver growth.
Continuously engages his/her portfolio on pain points.
Value sells on full complexity of the C&I portfolio and is able to communicate the benefits to the various stakeholders within the customer.
Lagging:
Achieves monthly and quarterly targets consistently.
Positions Gilbarco as the leader in C&I solutions globally.
Leverages off the strength and experience of wider team to achieve objectives.
Is perceived as a trusted advisor by his/her customers.
PERSONAL QUALIFICATIONS & EXPERIENCE:
Education/Achievements:
Tertiary qualification in marketing, sales, technical or business-related studies.
Business-related degree or diploma.
Experience/Knowledge:
At least 5 years proven track record in consultative selling environment and exposure to solution sales.
Extensive solution sales experience preferably in the public sector.
Specific Skills:
Consistent top performer in sales and excellent interpersonal skills.
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