Description
This role is responsible for developing and nurturing strategic partnerships with top-tier commercial clients, serving as a trusted advisor, and aligning solutions with their overarching business goals.
Responsibilities
- Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and selling the organisation's offerings.
- Identifies customer requirements, maps with the organisation's capabilities, and chooses the respective direct/indirect supply chain.
- Builds professional relationships with clients up to the executive level and develops a core understanding of unique business needs.
- Engages with partners to improve win rates on selective deals; achieves and manages quarterly, half-yearly, and yearly sales quotas.
- Develops and executes sales strategies and territory account plans to drive significant revenue growth and expand market share.
- Leads contract negotiations with clients to secure profitable deals while maintaining positive relationships.
- Monitors and analyses sales performance metrics, identifying areas for improvement, and implementing corrective actions.
- Enters and updates opportunities in the pipeline tool; recommends and implements pipeline management practices.
- Leverages existing opportunities to expand into multiple business units within the account.
- Conducts regular business reviews with clients to assess their satisfaction, gather feedback, and identify areas for improvement.
Education & Experience
- Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
- Typically has 4-7 years of work experience, preferably in account management, tele sales, product specialty (computers, printers, servers, storage), or a related field or an advanced degree with 3-5 years of work experience.
Preferred Certifications
- Certified Technology Sales Professional (CTSP)
Knowledge & Skills
- Business Development
- Business To Business
- Cash Handling
- Cash Register
- Cold Calling
- Conflict Resolution
- Customer Relationship Management
- Inside Sales
- Marketing
- Merchandising
- Outside Sales
- Product Knowledge
- Sales Development
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Territory Management
- Salesforce
- Selling Techniques
- Upselling