KEY ACCOUNT MANAGER
Contract
type: Permanent
Experience required: 3yrs and above
Studies level required: Degree
Working place: Regional
Experience required: 3yrs and above
Studies level required: Degree
Working place: Regional
Job Description
Department:
Branch and National Sales
Sub-department: Sales and Marketing
Reporting to the position: Branch Operations Manager
Type of the function: Execution Function
Sub-department: Sales and Marketing
Reporting to the position: Branch Operations Manager
Type of the function: Execution Function
Role Purpose:
Key Responsibilities
1.
Operational: 100%
* Meet and exceed sales targets by developing relationships within targeted customers. Engage with customers at the Executive level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards the expansion of the Business services.
* Develop multi-level and multi-functional relationships to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus.
* Understanding customer’s deployment plans and identifying strategic plans for success of the customer and profitability of the Company. Understand the customer's business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where the Company’s solutions provide value.
* Responsible for overall account management, account development, relationship and sales development. Working with the expanded team provide overall account strategy and direction; program risk, assessing situations, making recommendations, and implementing planned contingencies, when necessary.
* Ensure maximum customer exposure and response to business development requirements through a proactive approach of periodic reviews with key contacts within the organization. As required provide concise and professional presentations to customer and Branch Operations Management.
* Ensure that all account plans, organizational charts, and related documentation at both the executive summary level and line management detail level are kept current. Providing critical communication links to the customer, business units, necessary functional organizations, executive and senior managers.
* Provide overall management of critical Target Market List, information relative to the customers including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and ensure that the customer contract is kept up-to-date.
* Reports to the Branch Operation Management, providing regular input on all account activity, including status and call reports on a weekly basis.
* Meet and exceed sales targets by developing relationships within targeted customers. Engage with customers at the Executive level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards the expansion of the Business services.
* Develop multi-level and multi-functional relationships to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus.
* Understanding customer’s deployment plans and identifying strategic plans for success of the customer and profitability of the Company. Understand the customer's business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where the Company’s solutions provide value.
* Responsible for overall account management, account development, relationship and sales development. Working with the expanded team provide overall account strategy and direction; program risk, assessing situations, making recommendations, and implementing planned contingencies, when necessary.
* Ensure maximum customer exposure and response to business development requirements through a proactive approach of periodic reviews with key contacts within the organization. As required provide concise and professional presentations to customer and Branch Operations Management.
* Ensure that all account plans, organizational charts, and related documentation at both the executive summary level and line management detail level are kept current. Providing critical communication links to the customer, business units, necessary functional organizations, executive and senior managers.
* Provide overall management of critical Target Market List, information relative to the customers including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and ensure that the customer contract is kept up-to-date.
* Reports to the Branch Operation Management, providing regular input on all account activity, including status and call reports on a weekly basis.
Education Background & Experience:
*
Degree in Business, Finance or other relevant field (or equivalent).
* MBA is an advantage.
* Membership in related professional organizations.
* Certifications accreditation in relevant areas.
* Minimum of 3 years experience in consultative selling and relationship management preferably within multi-national companies.
* Proven track record in selling high dollar value services; 3 or more years experience or equivalent.
* Understanding of industry sector that the customer is in and associated strategies and business challenges.
* Identification and development of key partners and vendor relationships to maximize the Company’s ability to provide total integrated solutions to the customer.
* Minimum 2 years of work experience in the area of IT Products & Services Sales.
* MBA is an advantage.
* Membership in related professional organizations.
* Certifications accreditation in relevant areas.
* Minimum of 3 years experience in consultative selling and relationship management preferably within multi-national companies.
* Proven track record in selling high dollar value services; 3 or more years experience or equivalent.
* Understanding of industry sector that the customer is in and associated strategies and business challenges.
* Identification and development of key partners and vendor relationships to maximize the Company’s ability to provide total integrated solutions to the customer.
* Minimum 2 years of work experience in the area of IT Products & Services Sales.
Professional Knowledge:
*
Knowledge in creating solutions for customers based on their business and IT
initiatives rather than on a company’s product offering.
* Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges.
* Customer service management.
* Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges.
* Customer service management.
Professional Skills:
*
Proven track record in sales of quota achievement
* Partnering with software, hardware and consulting vendors, who have a multi-national customer base.
* Background in business consulting, process analysis design and improvement, and development of technology based business solutions.
* Self-starter with experience and desire to acquire new business.
* Adept at prospecting, funnel management and closing business.
* Must be self driven, energetic, resourceful, creative, and possess strong leadership skills.
* Ability to project a strong, positive image of him/herself and the Company.
* Ability to build good customer relationships at all levels.
* Ability to deliver professional sales presentation, proposals and reports. High Proficiency in MS Word, Excel & PowerPoint.
* Must be a strong team player with a commitment to value-based leadership.
This position will be based in the Coast Region; however, this role will require frequent travel to the Central, Rift Valley, Eastern, Western and Nyanza regions.
Kindly send your application including a cover letter indicating your desire to work with the Company; a detailed CV highlighting relevant experience, details of current and expected salary, a daytime phone contact, email address, and the names of three professional referees by close of business Friday 16th September 2011 to:hr@xtranet.co.ke or info@xtranet.co.ke . Indicate clearly the position applied for on the subject line.
Only shortlisted applicants will be contacted.* Partnering with software, hardware and consulting vendors, who have a multi-national customer base.
* Background in business consulting, process analysis design and improvement, and development of technology based business solutions.
* Self-starter with experience and desire to acquire new business.
* Adept at prospecting, funnel management and closing business.
* Must be self driven, energetic, resourceful, creative, and possess strong leadership skills.
* Ability to project a strong, positive image of him/herself and the Company.
* Ability to build good customer relationships at all levels.
* Ability to deliver professional sales presentation, proposals and reports. High Proficiency in MS Word, Excel & PowerPoint.
* Must be a strong team player with a commitment to value-based leadership.
This position will be based in the Coast Region; however, this role will require frequent travel to the Central, Rift Valley, Eastern, Western and Nyanza regions.
Kindly send your application including a cover letter indicating your desire to work with the Company; a detailed CV highlighting relevant experience, details of current and expected salary, a daytime phone contact, email address, and the names of three professional referees by close of business Friday 16th September 2011 to:hr@xtranet.co.ke or info@xtranet.co.ke . Indicate clearly the position applied for on the subject line.
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