About the position
Account Managers focus on achieving their sales targets from within existing accounts only. As with most large deals, the organisation seldom entrusts the decision to just one person. A virtual 'Buying Centre' is established comprising several stakeholders from various disciplines, each with their own agenda to collectively influence and contribute to the decision-making process, typically led by an appointed (senior) 'Decision Maker' charged with the overall responsibility. Account Managers (AMs) require 'political savvy' to be able to navigate these complex high value deals. AMs enjoy the challenge of finding and closing large 'New Business' deals, in the new business 'uncharted' territory or on existing Accounts respectively.
Responsibilities:
Lead and implement the Mini Account Plan (MAP) for the relevant Accounts allocated.
- Implement a MAP for Accounts allocated, update the plan monthly according to the required time schedules. Larger accounts are typically referred to as Key Accounts and they justify formal management (i.e. MAP) to yield to their full potential. Also, very large accounts run by Head of Sales may require Account Managers (AMs) working on divisions or subsidiaries of the Strategic Account, under their guidance and leadership. In such instances, the MAP information needs to feed through to the Strategic Key Account Plan (S-KAP), providing a holistic and integrated view for the entire strategic account. AMs working on Key Accounts are often referred to as Key Account Managers (KAM) as opposed to AMs. The grading level of a KAM and AM is however the same.
- Recommend and manage the P&L and budget for the respective Accounts and monitor financial performance so that the business is aware of anticipated costs and revenues, areas of unsatisfactory performance and improvement opportunities and that the team focuses on delivering against P&L targets to meet Innovent's financial performance targets.
- On an ongoing basis, examine current operational processes to identify and implement potential operational improvements that will positively impact upon service, profitability and cost performance for the business unit.
- Identify and facilitate sales and business growth opportunities and constantly keep the commercial goals on the operations leadership team's radar.
- Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.
- Ensure the effective implementation of strategies and plans through thought leadership to ensure that the highest level of performance is achieved, and objectives are met.
- Maintain an extensive network of internal and external contacts to ensure that the Key Account is optimally managed in its understanding of business, economic and commercial challenges and opportunities.
- Lead relationship building initiatives with Principal Vendors including playing the lead role in negotiations with respect to pricing, procurement and inventory control.
Desired Skills:
- Good Business Acumen - Corporate Governance - Auditing processes - Solution Sales Methodologies - Relevant Industry/Domain knowledge - Entrepreneurial - Assertiveness - Leadership - Attention to detail - Conflict management
- Key Account
- Account Management
- New Business Opportunities
- Revenue growth
- Sales Development
- New Business Development
- Sales Strategy
- Management Key Account
- Consultative Selling
Desired Work Experience:
Desired Qualification Level:
