About the position
Brief Description of Role
The main purpose of this position is to manage the relationship and interactions with allocated accounts in a manner that promotes an excellent customer experience, including effective administration of the customer account contributing to customer retention and sales revenue growth in line with the allocated sales target.
Job Functions
Contribute to Growth Profit of the Portfolio
- Ensure that business target is achieved or exceeded by managing customer EOT'S and implementing solutions stack selling principles within the allocated customer base.
- Ensure that opportunities entered into the company pipeline are accurate and managed on a weekly basis with respect to days in pipeline and constant customer engagement and visitation to ensure quick close of the opportunities.
- Ensure that available modules are showcased to customers and that this is applied in a wallet sharing strategy in line with target expectation.
- Understand client needs and objectives and identify opportunities to upsell or cross-sell additional products or services.
- Create and execute strategic account plans to achieve sales targets and maximise revenue growth.
- Collaborate with internal teams, including marketing, product development and customer support, to ensure client satisfaction and drive business success.
Achieve and Maintain Exceptional Customer Satisfaction
- Ensure that a quality value proposition focused call cycle of 90% is driven and adhered to in line with the company strategy.
- Develop and maintain strong relationships with existing clients, serving as the primary point of contact for all sales-related inquiries and activities.
- Ensure that you are fully trained and comfortable with the entire company solutions stack.
Customer Retention
- Ensure that preventable churn within your partner's customer base is measured and managed in line with a zero-churn culture.
- Conduct regular business reviews with clients to assess performance, address concerns and identify areas for improvement.
General Responsibilities
- Stay informed about industry trends, competitor activities and market opportunities to identify potential leads and develop sales strategies accordingly.
- Utilise CRM software to track sales activities, manage pipelines and generate reports for management review.
- Represent the business at industry events, conferences and trade shows to network with potential clients and promote products or services.
- Ensure additional services are tabled, approved and implemented in line with the company's add more value principles to the partners.
- Ensure that your customer service index (CSI) remains above a 90% threshold.
Behavioural Competencies
Communication Skills
- Clear and effective communication, both verbal and written.
- Active listening skills to understand client concerns and requirements.
- Ability to articulate value propositions and negotiate effectively.
Strategic Thinking
- Strategic mindset to identify opportunities for business growth and expansion.
- Ability to analyse market trends, competitor activities and customer behaviour.
- Developing and implementing strategic account plans to achieve sales objectives.
Problem Solving & Analysis
- Strong analytical skills to identify issues and propose solutions.
- Ability to troubleshoot and resolve customer concerns in a timely manner.
- Adaptability to changing circumstances and ability to think on their feet.
Team Collaboration
- Ability to collaborate effectively with internal teams such as marketing, product development and customer support.
- Contributing to a positive team environment and sharing best practices.
Time Management
- Excellent organisational skills to manage multiple accounts and priorities effectively.
- Prioritising tasks and activities to maximise productivity and achieve goals.
Resilience and Persistence
- Maintaining motivation and resilience in the face of rejection or setbacks.
- Persistence in pursuing leads and overcoming obstacles to achieve sales targets.
Ethical Conduct
- Commitment to upholding high ethical standards in all sales activities, ensuring compliance with company policies and regulations.
Technical Competencies
Sales Expertise
- Proficient in sales techniques, strategies and methodologies.
- Strong understanding of the sales process from prospecting to closing deals.
- Ability to meet and exceed sales targets.
Customer Relationship Management
- Excellent interpersonal skills to build and maintain strong relationships with clients.
- Ability to understand customer needs and provide tailored solutions.
- Expertise in account management to ensure customer satisfaction and retention.
Negotiation Skills
- Expertise in negotiation techniques to reach mutually beneficial agreements.
- Ability to handle objections and address customer concerns effectively.
- Understanding of pricing strategies and value-based selling approaches.
Tech-Savviness
- Proficiency in using CRM (Customer Relationship Management) software and other sales tools.
- Ability to leverage technology for efficient communication, data analysis and reporting.
Qualifications & Experience
- Bachelor's degree in Business Administration, Sales or a related field.
- BCom qualification would be an advantage.
- Have or be studying towards a degree/diploma in Customer Service or Fleet Management.
- Proven track record of success in sales, with at least 3 years of experience in a similar role.
Skills
- Excellent communication skills, both verbal and written, with the ability to articulate complex ideas clearly and persuasively.
- Strong interpersonal skills and the ability to build rapport with clients and colleagues at all levels.
- Strategic mindset with the ability to analyse data, identify trends and develop effective sales strategies.
- Proficiency in using CRM software and other sales tools to manage pipelines, track activities and generate reports.
- Highly motivated and results-driven, with a passion for exceeding sales targets and delivering exceptional customer service.
- Ability to thrive in a fast-paced environment and adapt to changing priorities and deadlines.
- Willingness to travel occasionally for client meetings, industry events and conferences.
Systems Knowledge
- MS Office - Intermediate.
- Solid experience with CRM software.
***Salary - R22 000 - R40 000 CTC (Negotiable, based on skills, experience and in relation to current package)
Desired Skills:
