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  • Posted: Aug 7, 2017
    Deadline: Not specified
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    Steelcase helps the world’s leading organizations, create places that help their people think better, feel better and be happier. We do this by helping them create places that people want to work in. Places that improve interaction and give people access to the things they want and the things they need. We believe the wealth of any organization relies...
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    Strategic Account Manager

    Job description

    SummaryB

    Develop and execute strategic account plans leveraging input and capabilities from fellow Steelcase Specialists. Own, lead and grow business within assigned accounts, increasing share of wallet. Leverage proven selling strategies, exploratory workshops (Plays) and Steelcase insights to create opportunities within assigned accounts. Drive sales at each account to deliver individual targets and focus on cross selling. Key focus are the Strategic Accounts but being part of a small agile sales team will require a hands-on mentality to support other opportunities and accounts as well.

    The key market in the region is South Africa (Johannesburg and Cape Town) but other countries in Sub Saharan Africa can be part of the scope as well. The Sub Saharan Africa sales team is part of the Middle East and Sub Saharan Africa sales region in the EMEA Steelcase organization.

    The Main tasks include:

    • Developing assigned accounts
    • Own, lead and develop the relationship with your assigned accounts, ensuring sales goals are met, including share of wallet growth.
    • Build resilient, supportive and deep relationships throughout all levels of your clients’ organization.
    • Review sales performance and account business with the Regional Sales Manager during weekly 1:1 meetings. Conduct at least five planned face-to-face sales calls per week (discuss client business issues, Steelcase insights or positioning products and solutions)
    • Developing and implementing strategic account and opportunity
    • Develop account strategy and opportunity/project plan, including aspirations, sales targets, key corporate products, Plays and other activities to grow share of wallet
    • Accountable for, and measured on, sales targets and results across EMEA strategy
    • Leverage input and resources from Steelcase specialists, WPC and dealer partners
    • Effectively utilise Relay Teams to secure business with accounts and opportunities
    • Engage strategic Support Team to help execute account and opportunity plans.
    • Conduct regular business reviews (quarterly) with your accounts.
    • Lead and own the planning and execution of strategy in collaboration with your account team (Steelcase specialists etc.).
    • Utilise insights and execute Plays to differentiate Steelcase and create opportunities within accounts
    • Consistently leverage the use of CRM (Sales Force) to manage performance and communicate with team
    • Managing funnel and enabling Steelcase team and relay collaboration on accounts and opportunities
    • Utilise CRM to capture account /opportunity progress and communicate strategies / activities with team
    • Lead account check-ins with WPC/ Influencer(s) and pull in relays as appropriate
    • Engage as the captain of an extended Steelcase team within the EMEA region, sharing best practice and account knowledge within the greater SAM team


    To succeed in this role, we need someone with the following profile:

    • Degree and/ or business qualification preferred
    • Fluent English a necessity (Second language desirable)
    • Excellent written and oral presentation skills
    • Proven account management ability including developing strategies
    • Strong team and collaborative working ability
    • Understand our business
    • Ability to build long-term working relationships with highly diverse functions in customers’ organisation (purchasing, facility management, general direction etc.), specifiers (Architects and Designers - A&D), marketing and product experts and other relevant partners and dealers as part of a complex sales approach
    • Proficient use of IT supporting tools such as CRM, Outlook calendar, tablets, smartphones and confidence in interacting via webinars, living on video applications, virtual meeting tools, business applications
    • Strong organisation and time management skills
    • Autonomy, adaptability, commitment and team playing qualities will be highly valued.

    Method of Application

    Interested and qualified? Go to Steelcase on www.linkedin.com to apply

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