Key Account Manager (Data Centre)
Minimum Requirements:
Matric (Grade 12)
Bachelor's Degree or Higher Diploma in Science or Engineering or equivalent Data Centre industry experience
Related experience in the Data Centre business is required
Demonstrated ability to inspire and coordinate others as the position requires an entrepreneurial spirit, a high degree of customer affinity and a very strong ability to influence others
Demonstrable knowledge of Data Centre design and operations; a technical and engineering presence is preferred
Able to relate well as a peer to Leaders of target customers
Knowledgeable on how to identify and implement new tools and processes
A well-rounded professional who knows when to support, when to lead, when to listen and when to direct
Diversity oriented
Fluent in English
Availability to travel up to 50% of the working time
Responsibilities:
Establish, own, and continuously develop an agreed, sponsored commercial Account Plan that can meet the targets set across:
Sales, Orders, Pipeline
Sales Product Mix
Margin/Profitability
Contacts across key functions and levels
Identify and build positive relations with all account decision-makers and influencers who impact current or future business with the Company.
Understand in-depth and be able to articulate the client buying process.
Identify, engage, and secure revenue opportunities within assigned Account(s).
Understand and capture client's challenges and requirements and resolve them with reference to the Company portfolio.
Oversee and align the commercial and engineering response to tenders to client requirements.
Finalize commercial processes and secure purchase orders and framework agreements.
Oversee effective handover to post-order project management, product services, and customer support teams.
Maintain oversight of all commercial-related engagements for customer success/satisfaction and our performance as a vendor.
Knowledgeable about clients' business, commercial conditions, structure, strategy, operations, and challenges.
Be able to articulate this in terms of opportunity, growth, and risk with respect to Company business.
Be an effective advocate and communicator of the benefits of supporting your assigned accounts within the Company organization.
Know and report your account numbers.
Be continuously aware of targets and current business levels within the account for both 'year to date' and forecast for order intake and revenue information.
Responsible for reporting the narrative and the numbers.
Collaborate effectively with other sales and stakeholders at function, country, region, and global levels.
To both gain and provide support so others can function and meet their responsibilities to the account.
Provide all internal stakeholders and functional departments with the account-specific guidance and insights required so that they can execute their role and add value to the client.
Request and support marketing campaigns (ABM) and activities that can grow the Company to Client relations and business.
#J-18808-Ljbffr
