Job purpose
The Account Sales Manager are responsible for developing profitable business and maximize the company’s market share, Develop and implement strategic plan through bundled & packaged solution approach, monitor competition activity in assigned territory and build tactic plan to fight competition.
Key Responsibilities:
- Take the ownership of market share for company for all activities in the assigned territory and further develop the profitable sales
- To utilize all elements of the Sales Management/ Process to effectively analyze, implement and control the opportunities within the territory
- Build fruitful working relationship with all levels in channel partners, contractors, system integrators & end users
- To actively manage and develop the growth of key products within the sales territory
- To target the appropriate customer groups to ensure successful introduction of new products
- To actively and effectively demonstrate, service, train, and where appropriate test the products
- Achieve assigned targets for defined territory or market segment
- To ensure the appropriate level of coverage is given to both Buying and Potential customers within the customer platform in order to develop profitable growth
- Understand the market thoroughly and know the players. Obtain information on competition, market price levels, new launches, seminars, new outlets, quality issues, product deliveries and report in monthly reports
REQUIREMENTS
- Establish contact person relationships within your Focus Customers (on all organizational levels and persona types) and ensure high quality contact data for them
- Identify customer needs by having a deep understanding of the corresponding trade, applications, relevant competitors and through asking the right questions
- Create a specific Account Development Plan addressing the relevant needs identified during meetings with key decision makers
- Continuously follow-up on leads that are either self-identified and or created by other leads sources (e.g. channels, engagement marketing, project specifications, etc.)
- Conduct management meetings with key decision makers to agree on common goals and corresponding activities (i.e. opportunities) that help to strengthen the business relationship
- Systematically follow-up on opportunities which require multiple interactions with different contacts on the customers side and collaborate proactively with relevant team members (e.g. FE, solution selling specialist….) to jointly win these
- Bring across the value proposition of products, services and software solutions and with that maintain a corresponding price level in the territory following our fair pricing logic
- Close leads and opportunities proactively by applying product demo and SSS negotiation skills
- Effectively plan your time schedule (day/week) prioritizing customers visits related to leads and opportunities with Focus Customers and the top jobsites
- Understand financial situation of the customer, resolve complaints and actively support accounts receivable / collection processes if needed
Person Specification:
- An agile approach to solving problems
- Strong communication and interpersonal skills
- Enthusiasm to learn and drive to succeed
- Dynamic sales personality with strong winning and high-performance mindset
*Only applicants meeting the strict criteria outlined above will be contacted as part of the shortlisting process.