1. JOB PURPOSE
To maintain and expand relationships with Key Account customers
(Assigned to a specific list of named customers – 25 Key Accounts)
Responsible for achieving sales quota and assigned Key Account objectives
Representing the entire range of Eazi company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met
2. ORGANISATIONAL STRUCTURE
Member of the Sales Management team
3. DECISION MAKING AUTHORITY
Commercial decision based on agreed policy within pre-defined parameters
4. MINIMUM QUALIFICATION/EXPERIENCE REQUIREMENT
6 Years Sales experience of which 3 years involvement with Key Accounts Management in a business-to-business environment
Mining/Construction/Industrial experience an advantage
Rental Industry knowledge an advantage
Sales and Marketing Degree (IMM)/Diploma will be advantage
Working in a CRM environment an advantage
5. JOB DESCRIPTION
The Key Account Manager is responsible for the following:
AREA / TYPE
Responsibilities
Secure the revenue stream of the business
o Execute the annual Key Account Sales plan
o Develop and maintain Long Term Contract rental
o Develop and maintain “Service Level Agreements”
Budget and forecasting management
o Forecast Key Account stock requirements
o Deliver Turnover in line with or in excess of the Key Accounts Budget
Develop potential within Key Accounts
o Convert key prospects who have strategic importance or offer valuable business potential
o Maximise strategic potential within the Key Accounts by utilizing National Service Network
Maintain commercial policy
o Implement National and Regional Key Account Customer pricing and service level strategies
o Manage the customer relationships in an appropriate manner relative to their status
o Ensure credit management criteria of the business is adhered to
Customer relationship management
o Build strong customer relationships with the Key Accounts
o Oversee call cycles to ensure Key Accounts receive premium customer service
o Monitor customer satisfaction
Develop market intelligence and translate into market needs
o Drive product and service expansion opportunities
o Identify opposition threats and implement strategy to neutralize
General Management
o Generate monthly reports regarding the performance of Key Accounts
Information Flow
o Gather and distribute strategic account information to relevant managers
o Including Strategic account sites for management via Sales manager and his Sales Consultants and/ or Service Manager and his field service technicians
o Including Key account administration requirements for the Commercial Manager
o Keep in regular contact with the Sales Consultants to ensure service levels are received
6. SKILLS REQUIRED – SPECIFIC
6.1 SKILLS
KPA
Skill
Administrative
o Proposal generation and presentation
o Customer Reconciliations
o Pricing strategy and control
o Report Writing
Organizing and Planning
o Must be highly organized and able to plan him and the team
o Must be able to work systematically and deliver outputs within prescribed deadlines
Computer Literacy
o Fully computer literate, including Microsoft Office
Communication
o Able to communicate verbally and in writing in English
Other
o Must have valid driver’s license
o Must have flexibility to work overtime where required
o
6.2 INTERNAL COMPETENCIES
Competency
Level
EaziT hire desk Training
Do
Customer Satisfaction, Communication and Telephonic Selling
Do
Machine Familiarisation 1 & 2 and Selection
Do, Teach
MEWP U/S 243272 Training
Do, Teach
Train the trainer/Coach
Do, Teach
6.3 WORK EXPERIENCE REQUIRED
Job
Functional experience
Years
a) Sales
· 6 Years Sales experience of which 3 years involvement with Key Accounts Management in a business-to-business environment
6
b) Industry experience/knowledge
· Mining/Construction/Industrial experience an advantage
· Rental Industry knowledge an advantage
· Working in a CRM environment an advantage
3
Job Type: Full-time
Work Location: In person
