Purpose of role

Responsible for the sale of products and services to assigned Key Accounts, acting as the primary point of contact. The Key Account Manager acts as the primary point of contact, typically manages between 1 and 20 customers of FLEET size, carrying a revenue quota in excess of $5m per year.

Key Objectives

• Deliver sales target through the sale of products and services
• Ensure coverage to customers meets guidelines, both in terms of frequency and number of calls
• Establish strong relationship with all decision makers, influencers and blockers within assigned customers
• Understand customers businesses and key needs
• Participate at all opportunities within assigned accounts
• Produce accurate sales outlook figures on a monthly basis
• Maintain customer and opportunity data in Salesforce.com

MAIN DUTIES & RESPONSIBILITIES

Prospects Acquisition

• Be fully compliant to the lead qualification process and response times

 Coverage Studies

• Maintain customer and machine population is correctly and timely updated in Salesforce.com

Key Account Planning

• Participates in periodic reviews of Key Account Plans with sales manager including strategies, terrain maps, action plans, and results.

 Territory Planning

• Execute the territory sales plan, reaching out to current key accounts to expand business

 Call Planning

• Build and maintain strong relationships by ensuring that coverage is prioritised to drive customer loyalty and that key customers enjoy a positive customer experience
• Delivers beyond the minimum PAR (planned annual rate) standards for calls per customer and average call per day;  

Sales Funnel Management

• Applies sales methodology to progress sales opportunities through the sales funnel
• Makes optimal use of selling time for coverage, call preparation and engagement with the key decision makers

 Sales Outlooking

• Commits on future sales figures based upon sales pipeline data

 Sales Review Sessions / Self Development

• Prepares for one-to-one performance review sessions with Sales Manager, at least once a month, based upon Sales Process metrics (i.e. Sales Effectiveness Tracker)

Contacts arising from the job

Internal Contacts

• Sales Manager and / or Head of Function
• Product Support Sales Representatives
• CoE departments:- Sales Effectiveness, Strategic Planning
• Sales Specialists

External Contacts

•  Key Customers

Does this role require international travel?

• No, however travel will be required in territory

Does the role involve managing a remote team?

• No

Department: Product Support

Reporting to (Title): Head of Function or Sales Manager

Department: Product Support

No. of direct reports: 0

Job Requirements

Experience

Essential 

• Extensive experience of Business to Business sales experience, dealing at a senior level

Desirable

• Experience of using CRM database

Knowledge

Essential 

• Strong commercial awareness

Desirable

• Good mechanical aptitude
• Strong cultural awareness

Skills

Essential 

• Excellent interpersonal skills with the ability to build and maintain strong working relationships
• Strong written and verbal communication skills
• Strong business development skills
• Demonstrable focus on excellent customer service
• Excellent negotiation and influencing skills
• Good numerical skills
• Strong team player
• Tenacity, with the ability to close sales
• Proficient in the use of Microsoft Office including Word, Excel and PowerPoint

Desirable

• Good presentation skills

Qualifications

• Engineering degree or equivalent qualification 

Core Competencies

• Customer Focus
• Emotional Intelligence
• Innovation
• Leadership
• Strategic Awareness
• Planning, Organizing & Controlling
• Personal Development/Job knowledge and Business Sense

How to Apply

Interested and qualified candidates can send their CV through:  international_construction@ethiojobs.net

Note: Use "Key Account Manager" as the subject title of your email.