Account Development Manager – Public Sector at SurTech Group of Companies

Job Description:

• Our clients are our top priority. The Account Development Manager will manage a set of accounts that are currently using the worlds #1 GRC software solution! We are the sole reseller of this software in South Africa, a solution that is currently used by 89% of the Fortune 500.
• You will be responsible for nurturing client relationships, maintaining a high satisfaction rating, identifying sales opportunities within your client base and ultimately closing deals to meet predetermined targets.
• Reason for vacancy: Growth
• Reporting to: Head of Sales
• Management level of role: This is not a management role
• Working environment & travel: Exceptionally busy, team-orientated environment. This role will require some travel nationally. Driver's license and own transport is essential.
• Working hours: 07h30 – 16h00 or 08h00 to 16h30 or 08h30 to 17h00

Key deliverables

• Utilise strategic, proven sales methodologies to ensure that renewal business opportunities convert to software renewal sales.
• Prepare business cases, proposals, tender responses, presentations, and sales contracts.
• Prepare a variety of sales status reports including activities, follow-ups, closings, and adherence to targets.
• Schedule and conduct Customer Success Meetings with your customer based at the required frequency.
• Schedule and conduct account / relationship management meetings with your customer based at the required frequency.
• Ensure that the CRM system (Zoho) is accurately updated with all necessary information.
• Actively increase your industry knowledge to educate and create awareness within the customer environment.
• Develop and maintain excellent product knowledge and be able to discuss the unique benefits of the solution.
• Ensure that existing client renewals are communicated timeously and processed by the due date.
• Identify upsell opportunities and convert to add-on business software sales.
• Effectively work with the Client Partner to ensure customers are sufficiently enabled to maximize solution utilization.
• Effectively work with the Client Partner to ensure client is satisfied with services received and drive improvements on areas where dissatisfied.
• Effectively partner with the Services team to ensure the overall teams success.
• Build and strengthen client relationships to achieve long-term partnerships.
• Maintain accurate client records, keeping track of any contract updates and renewals.
• Work with internal teams to develop strategic marketing plans and ensure KPIs are being met.
• Take inquiries and requests from customers and address their needs.
• Stay on top of accounts, making sure they're receiving services that are within their budget and meeting their needs.
• Meet regularly with other members of the team to discuss progress and find new ways to improve business.
• Generate progress reports to give to clients and higher-ups within the organization.

Technical knowledge, skills & abilities

• Management of customer communications.
• Understanding of Governance, Risk & Compliance Management.
• Problem solving skills and ability to deal with potentially difficult clients.
• Mature individual with high level of emotional intelligence.
• Proven track record of meeting or exceeding quotas and receiving positive customer feedback.
• Proficiency with common customer success and customer relationship management software, such as Salesforce.
• Proven solution software sales knowledge and ability.
• Demonstrated track-record in over-achieving challenging targets within an enterprise software solution sales role.

Behavioural, soft competencies & skills

• Target-driven, dynamic and confident.
• Excellent interpersonal, relationship-building and networking skills.
• Ability to confidently communicate with C-suite individuals.
• Proven ability to meet deadlines and thrive under pressure.
• Ability to multi-task and work across multiple projects and clients, without dropping-the-ball.
• Well-spoken and professionally presentable with exceptional presentation skills.

Education & qualifications

• Matric certificate.
• Completed Business Degree / similar is highly preferable.

Details of experience

• At least 5 years proven experience in a software solution sales role with targets consistently achieved (must be in this role currently).
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level.
• Solid experience with CRM software (e.g. Salesforce, Zoho CRM or HubSpot) and MS Office (particularly MS Excel).
• Experience delivering client-focused solutions to customer needs.
• Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail.
• Excellent listening, negotiation and presentation abilities.
• Strong verbal and written communication skills.

What would make the applicant successful in the role?

• The candidate must have strong interpersonal skills.
• Be self-motivated and a collaborative team player.
• You should have an inherent desire to succeed and exceed the goals and targets you and the business have set.
• Be DRIVEN.
• Can name more than three Star Wars characters.
• Accuracy, Leadership, Results Orientation, Accountability, Humour, Integrity.
• We are committed to employing based solely on MERIT, irrelevant of gender, religion or race.