Business to Business Account Development Manager at Watershed Consulting

Purpose of the position: Develop business portfolio through the sales of offers (product/service/solution) to Customer (Professional End User, Dealer)

Duties: 

Business Partnering 

• Manages cross functional partner relations.
• Monitors partnership arrangements to ensure that the objectives of the partnership remain on target.
• Influences various partnerships to meet multiple goals.
• Analyses complex information, identifies patterns and implications; understands that the root cause of an issue may initially appear to be unrelated to the issue.
• Initiates and form partnerships and alliances that promote organizational objectives
• Works with appropriate departments to onboard new business - pricing, order guides, routing.

Channel Distribution

• Coordinates the implementation of channel strategy with other organizational stakeholders (e.g. sales, technology, etc.).
• Designs standards and procedures for marketing channel activities.
• Monitors and manages the effectiveness of channel performance and utilization of channel resources.
• Liaises with marketing and sales to facilitate the launch of new products via distribution channels.
• Builds and maintains long term relationships with channel members.
• Deploy marketing and eCommerce strategies
• Customer Value Management
• Develops and executes channel and customer promotions/programs that leverage national brand ideas/thinking and customer activity.
• Works with sales& marketing to deliver against organization and customer objectives.
• Coordinates planning activities with other functions/stakeholders and customers.
• Proactively monitors key performance indicators and is responsible for implementing corrective measures, when appropriate, to maximize performance and achieve revenue.

Industry Knowledge

• Objectively critiques the competition (strengths, weaknesses) and seeks opportunities for business development
• For a given bid, evaluates direct competition in order to position own organization appropriately.
• Continually develops industry knowledge by attending trade shows, seminars, conferences etc.
• Identifies current industry trends.
• Explains industry trends to customers
• Develops knowledge of related industries and their impact on own industry.

Insight management

• Generates new insights that capture the needs and experiences of dealer/consumers/end users in order to identify opportunities for the organization’s products.
• Executes marketing plans that are aligned with dealer/consumer/end user insights.
• Synthesizes insights and market data from a variety of sources to identify and anticipate dealer/consumer/end user behaviour.
• Uses insights to verify that programs and initiatives address dealer/consumer/end user needs.

Revenue and Profitability Management

• Achieves revenue management goals within own department or functional area.
• Performs appropriate profitability analyses and makes recommendations to support short- and long-term decisions (e.g. break-even, relevant cost, contribution margin, linear programming, sensitivity and uncertainty analysis, etc).
• Management of B2B Distribution Budget
• Identify budget requirements linked to Commercial Sales Plan
• Estimate Budget per action item
• Process P2P on JDE
• Supplier Management
• Identify new suppliers
• Manage current suppliers
• Identify new products and services
• BBBEE ESD Pillar
• Plan and implement ESD plan on yearly basis

Qualifications, Experience and Skills

• Relevant qualification – degree/diploma
• Minimum 5 years relevant experience e
• Computer literate
• Business Partnering
• Channel distribution
• Customer Service Relationship
• Customer Value Management
• Industry Knowledge
• Multi-Channel Marketing
• Revenue and Profitability Management
• Strategic eCommerce
• Strategic Sales Planning