External Account Manager
The main purpose of the External Account Manager role is to manage, maintain, and grow First Distribution’s product sales within the assigned reseller base and to identify and secure new business opportunities, cultivate relationships with key stakeholders, and achieve revenue targets.
Duties & Responsibilities
- Driving Gross Profit targets through Resellers.
- Selling First Distribution’s Network product portfolio within existing Resellers.
- Recruitment of new Resellers.
- Display key competencies of product knowledge, brand programs across the relevant portfolio of products.
- Business Review Sessions with brand managers.
- Bi-weekly sales review with Line Manager.
- Monthly sales review with General Manager : Networks.
- Drive Sales Strategy and overview sessions with resellers.
- On-boarding process within accounts : re-operational, sales, technical processes.
- Build and manage effective relationships with relevant team members and resellers.
- Ensure the satisfactory execution of the aligned business plan in conjunction with your Line Manager and Brand Managers.
- Demonstrate the ability to Identify and Qualify new deals and partners to sustain the required levels of pipeline and target coverage.
- Report opportunity details to the Line Manager and brand managers regularly (weekly) showing deal progression and pipeline creation using the Customer Relationship Management system.
- Ensure that sales targets are achieved and report any deviations with detailed explanations.
- Ensure targeted profit margins are achieved.
- Ensure brand rebates are realized.
- Ensure adherence to Call Plans.
- Ensure weekly activities and minutes of meetings are reported to Line Manager.
- Ensure sales reports and sales forecasts are submitted to Line Manager.
Reseller Account Management
- Engage with Resellers and Brand Managers on required Marketing events / initiatives.
- Ensure the achievement of the position of NW BU Trusted Advisor in Reseller Accounts.
- Ensure customers receive newsletters, pricing, special promotional offers, etc.
- Record detailed account information.
- Develop a Strategic account plan for each allocated account.
- Comprehensive understanding of all role players, budgets, purchasing, and competitors within assigned accounts.
- Facilitate & resolve queries and escalations.
Desired Experience & Qualification
- 2 - 3 Years of SAAS Sales in the IT Distribution / Reseller Industry.
- Knowledge and experience in selling Data Centre Solutions, Networking, or Digital Security.
- Proven experience in business development.
- Experience using CRM.
Package & Remuneration
- Basic Salary
- Commission
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