Senior Account Manager (Commercial)

Role Summary:

The Senior Account Manager is responsible for managing and growing key accounts while also identifying new business opportunities. This role involves building trusted relationships with clients, leading complex sales cycles, and ensuring the successful delivery of IT solutions across multiple verticals. The Senior Account Manager also plays a key role in mentoring and guiding junior sales staff, with a strong focus on achieving revenue targets and customer satisfaction.

Main Responsibilities

1. Account Management: Manage, maintain, and grow existing direct accounts while developing new accounts to sell the company’s complete line of technology solutions (desktops, laptops, peripherals, enterprise servers, networking, etc.)
2. Relationship Building: Establish and maintain strong, long-lasting relationships with client IT and business unit executives, acting as a trusted advisor who understands their needs and requirements.
3. Sales Cycle Leadership: Lead the sales cycle from prospecting to closing, including identifying opportunities, preparing proposals, and delivering presentations.
4. New Business Development: Identify new business opportunities and manage the sales cycle from prospecting to closure, engaging with principal partners and suppliers in the sales activities for IT products and services.
5. Sales Pipeline Management: Build and maintain a healthy sales pipeline, ensuringconsistent achievement of sales targets and company revenue objectives.
6. Customer Engagement: Liaise between customers and internal teams to ensure the timely and successful delivery of our solutions, according to customer needs and business objectives.
7. Complaint Resolution: Investigate customer complaints related to quality, delivery, and service, recommending corrective actions to enhance customer satisfaction.
8. Contract Negotiation and Preparation: Negotiate and prepare contracts, quotations, and sales documents, ensuring terms are favorable for both the company and the client.
9. Market Strategy and Pricing: Monitor market conditions, recommend pricing strategies, and devise market plans to maintain competitiveness and profitability.
10. Key Metrics and Reporting: Track and forecast key account metrics, such as revenue growth, sales targets, and customer satisfaction, ensuring regular communication with internal and external stakeholders.
11. Sales Support and RFP Management: Act as the focal point for sales support, coordinating RFPs, ITQs, and RFIs, specifically for PC products and other related services.
12. Escalation and Issue Resolution: Assist with high-severity requests or escalations, ensuring timely and effective resolution of customer issues.
13. Payment Collection Support: Assist the Credit Control Department (CCD) with payment collection from clients, ensuring that payments are made on time and issues related to payments are resolved promptly.
14. Mentorship and Leadership: Provide guidance and mentorship to junior sales team members, supporting them in managing key accounts and preparing responses for RFPs, ITQs, and RFIs.

Requirements

• Qualifications: Diploma or Bachelor’s Degree in IT, Business Administration, Marketing, or a related field.
• Sales Experience: 4-6 years of experience in sales and marketing roles, with a proven track record of achieving sales targets, particularly within the IT industry.
• Technical Expertise: Strong knowledge of technology solutions such as desktops, laptops, networking, enterprise servers, storage, and software licensing.
• Client Relationship Skills: Proven ability to develop and manage strong client relationships, with experience handling high-stakes client interactions and maintaining customer satisfaction.
• Sales Process Knowledge: Experience in managing the full sales cycle, from prospecting and proposal preparation to closing deals and post-sales support.
• Communication Skills: Excellent verbal and written communication skills, with the ability to present proposals and reports to diverse audiences effectively.