Commercial Account Manager (Office Automation, IT & Software)

Commercial Account Manager (Office Automation, IT & Software)

Permanent

Cape Town

The Commercial Account manager will be responsible for the development and performance of all sales activities in assigned area. Responsible for the maintenance and growth of revenue, and relationship management with respect to assigned and newly obtained commercial Accounts (SMB Accounts). This position is pivotal to the growth of the commercial accounts, requiring interface with Enterprise account counterparts as required.

Responsibilities:

Key Performance Indicators

• Strong ability to hunt for new Commercial business and to on-board new clients by selling a diverse range of products including complex software solutions with longer sales cycles. Having a strong contact base of clients will be advantageous
• Growth of any assigned commercial accounts and delivery of revenue and profit in line with agreed targets
• Successful market planning, business development and implementation of opportunities
• Development of market capabilities, including analysis of business opportunities for assigned accounts
• Establishment of solutions to match current and future customer needs

Specific Accountabilities

Strategic

• Responsible for new account acquisitions, account growth, account penetration, customer relationship management and business improvement initiatives
• Grow a strong pipeline to secure future revenue to create a steady monthly revenue and provide an accurate forecast for deals closing in each month
• Partner with other departments to orchestrate account sales strategies and achieve growth
• Manage overall account relationships to ensure excellent customer service during implementation, transition to operation and ongoing maintenance of the account
  • Be the primary point of contact with the customer on all business-related matters pertaining to overall business processes and implementation, including new potential business, commercial issues, scope agreement, business improvements and ongoing performance
  • Always maintain an overview of account status and report as required
  • Interface and liaise with other department Managers to ensure appropriate customer relationship management

• Partner with other departments to ensure continual, consistent service and growth
  • Internal communication to key company personnel to enhance sales and profit goals
  • Participate in strategic review meetings
  • Participate in periodic business reviews with the customer

• Take a customer first approach aligned with the company’s best principles to:
  • Investigate and identify the customer needs and challenges, set goals for improvement, create a strong offering that propose new solutions to their business and guide them and work with other departments to implement these solutions
  • cross sell other lines of business not specifically stipulated in the Enterprise agreement to achieve the largest possible wallet share of services with the customer
  • Identify other business products that the company needs to on-board in order to fulfil the customer’s needs.

Tactical

• Achieve annual sales and profit goals for customers
  • Responsible for customer profitability
  • Create innovative and profitable solutions
  • Assist in multi-faceted sales development opportunities based on the requirements of customers
  • Stay abreast with the latest product offerings and continuously participate in L&D and training activities in order to have a broad enough knowledge to identify all cross-sell opportunities for each client

Other

• Attend monthly one on ones with Commercial Account Manager
• Submission of monthly status reports on accounts assigned
• Development and implementation of strategies and appropriate actions for sustained and long-term growth of the accounts

Required Skills, Knowledge & Experience

• Grade 12 or relevant qualification (compulsory)
• Relevant diploma or degree (advantageous)
• 3+ years’ experience in a sales role within the office automation/IT industry
• Strong understanding of customer requirements and market dynamics
• Excellent sales and negotiation skills
• Good business acumen
• Excellent communication and interpersonal skills
• Must be deadline driven and be able to work under pressure
• Show high levels of drive, energy and enthusiasm

Other Requirements (Compulsory)

• Valid driver’s license
• Own reliable transport
• Valid Covid 19 Vaccination Certificate