The Purpose of this Position
The successful candidate will be responsible for all activities related to the management of key accounts, target accounts and product standards in terms of OEM requirements.
As part of the business's growth strategy, the candidate will be engaging with National and Branch Management to identify key and target accounts and develop strategies to provide effective value solutions by engaging with the identified customers at an executive and strategic level. This will include strategic action plans with assigned responsibilities for the identified customers.
To enhance our level of customer satisfaction, the candidate will liaise with our respective OEM's to ensure all product standards are met and consult to sales teams to ensure the correct products are supplied for the respective applications. The candidate will work closely with the Managing Director to interpret and apply these standards to the local environment.
Competencies & Responsibilities
A university-level business qualification is a must.
A demonstrated ability to effectively identify and drive new business opportunities.
Communicate with Branch Managers and Sales Managers to identify Key and target accounts.
Develop account strategies and develop suitable value solutions for the identified customers.
A demonstrated ability to win over customers despite competition or resistance.
A demonstrated ability to effectively plan and independently organise their prospecting for new business.
Plan and organise to meet targets and set daily and monthly objectives, preferably using CRM.
Manage priorities when circumstances may conflict.
Build relationships and build rapport with targeted customers and prospects. Listen and engage with them to ensure their needs, specifications and expectations are fully understood and met, and use these relationships to drive increased revenue.
Build relationships with the Sales Managers and the Sales Representatives, so as to maximize sales.
Engage with product management teams and specialists of OEM's to determine the correct specifications, standards and applications of products in the local environment.
Provide feedback to OEM's about local market developments and needs.
Ensure that all products supplied to customers are according to these specifications and selected correctly for the identified application.
Ensure that all sales representatives are adequately equipped to obtain the correct information, to select the best suitable products and solutions.
Engage with the Technical Manager and the Operations Director to ensure that all OEM requirements are met in terms of service and maintenance standards, and local supplier selection.
Local and international travel will be required.
Knowledge, skills, and abilities
Knowledge of current industry challenges and trends.
Must have extensive product knowledge and experience of selling earthmoving machinery.
Good working knowledge of the industry, competitor products, features, and specifications.
Must have experience of new business prospecting.
Fully understands all aspects of business e.g., marketing and sales, finance, and engineering.
Demonstrate experience at dealing with clients at both a strategic and executive level, as well as at a lower, operational level.
Strong background in Key Account relationship management essential.
Personal characteristics
Behave Ethically: Unquestionable ethical behaviour and business practices and ensure that one's own behaviour and the behaviour of others is consistent with these standards and aligns with the values of the organisation.
Communicate Effectively: speak, listen, and write in a clear, thorough, and timely manner using appropriate and effective communication tools and techniques
Creativity/innovation: Develop new and unique ways to improve the organization to create new opportunities.
Focus on Client Needs: Anticipate, understand and respond to meet or exceed their expectations within the organizational parameters.
The ability to be a hard-working member of a competitive, results-orientated team, that regularly has to overcome obstacles and challenges.
Preferred Experience
5+ years relevant experience
A proven track record of devising, implementing, and achieving sales goals.
