Key Account Manager (EP Recruit)

Key Account Manager
Reports to – Branch Manager

Job Purpose

• To maintain and expand relationships with Key Account customers;
• Responsible for achieving sales quota and assigned Key Account objectives;
• Representing the entire range of the company products and services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met.

Organisational Structure

• Member of the Sales Management or Branch team.

Decision Making Authority

• Commercial decision based on agreed policy within pre-defined parameters.

Minimum Qualification/Experience Requirement

• 6 Years Sales experience of which 3 years involvement with Key Accounts Management in a business-to-business environment;
• Mining/Construction/Industrial experience an advantage;
• Rental Industry knowledge an advantage;
• Sales and Marketing Degree (IMM)/Diploma will be advantage;
• Working in a CRM environment an advantage.

Job Description

The Key Account Manager is responsible for the following:

Area/Type Responsibilities

Secure the revenue stream of the business

• Execute the annual Key Account Sales plan;
• Develop and maintain Long Term Contract rental;
• Develop and maintain “Service Level Agreements”.

Budget and forecasting management

• Forecast Key Account stock requirements;
• Deliver Turnover in line with or in excess of the Key Accounts Budget.

Develop potential within Key Accounts

• Convert key prospects who have strategic importance or offer valuable business potential;
• Maximize strategic potential within the Key Accounts by utilizing National Service Network.

Maintain commercial policy

• Implement National and Regional Key Account Customer pricing and service level strategies;
• Manage the customer relationships in an appropriate manner relative to their status;
• Ensure credit management criteria of the business is adhered to.

Customer relationship management

• Build strong customer relationships with the Key Accounts;
• Oversee / conduct call cycles to ensure Key Accounts receive premium customer service;
• Monitor customer satisfaction;
• Develop market intelligence and translate into market needs;
• Drive product and service expansion opportunities;
• Identify opposition threats and implement strategy to neutralize.

General Management

• Generate monthly reports regarding the performance of Key Accounts.

Information Flow

• Gather and distribute strategic account information to relevant managers;
• Including Strategic account sites for management via Sales and Sales Consultants and/ or Service and field service technicians;
• Including Key account administration requirements for the Commercial Manager;
• Keep in regular contact with the Sales Consultants to ensure service levels are received.