External Account Manager at Rectron South Africa

Job Purpose:
The External Account Manager – Evar will manage Rectron’s strategic partner base, the job requires that you form a strong partnership with an Internal Account Manager to drive key strategies and meet Rectron’s overachieving targets.

Education/Qualification

• Minimum: Matric or higher education preferably Sales/IT qualification

Experience (experience required for the job)

• 2 - 5 years’ experience in an IT sales environment
• Proficiency in using Microsoft suite applications
• Relevant brand knowledge and excellent communication engagement.
• Business acumen refers to a high level of alertness to the business landscape
• Strong customer relationships
• Self-motivated and driven to go beyond the sales targets given.

Job Dimensions

Customer Base

• Managing the assigned customer base, building strong relationships and driving key product lines
• Assisting with ALL customer enquiries when needed
• Contact details to be updated on Customer Base and on ERP system
• Managing the credit limit available and cover where needed.
• Ensure that accounts are current, and queries resolved
• Signing up new customers that meet the criteria

Sales & Pipeline Management

• Adequately understand the order process on Rectron’s ERP system. Read customer requests carefully, ensuring that quotes are done quickly and accurately
• Ensure month on month growth in partner base across all brands
• Identify new markets, business opportunities, grow and service existing customers
• Ensure that the team pipeline is accurately up to date and maintain pipeline coverage in order to achieve monthly sales targets
• Work with the Rectron Product Management team to identify opportunities for growth across all Rectron brands
• Build, develop and maintain relationships with existing and new customers
• Represent Rectron at trade exhibitions, events and demonstrations
• Understand and successfully complete the sales cycle to meet monthly targets

Query Management

• Should there be any queries on orders by partners, ensure that queries are raised with the correct department as quickly as possible and then providing all stakeholders with the necessary feedback

Knowledge

• Maintain a good level of knowledge across all Rectron product and solution offerings
• Online training must be up to date and completed when required
• Attending scheduled internal and external training sessions when needed (after 17:00 or weekends if needed)
• Share knowledge within the team using internal tools Identify client’s markets, design a sales strategy to fit each client’s requirements while advising clients on upcoming product developments
• Gather market and customer information and provide feedback on future buying trends

Communications

• Communicate in a clear and professional manner both internally and externally
• Ensure that all quotes are responded to within the Rectron SLA time frame
• Proactively communicate status updates to resellers, especially in times where there might be a delay in operations
• Clear communications with internal stakeholders (Product Managers, Warehouse, Admin etc.)
• Proactively keep your Sales Manager up to date with regards to your pipeline

Core Competencies

The candidate must possess the following capabilities:

Computer literacy and PC skills

• Ability to effectively navigate and use a Windows based PC
• Microsoft Excel: Basic knowledge to complete dealer base template and other spreadsheets which may be required
• Microsoft Outlook: Sending/receiving emails, out of office settings, scheduling meetings, attachments
• Microsoft Teams: Sending/receiving messages, joining conference calls, setting up meetings
• Ability to effectively use Microsoft Office 365 – Excel, Word, Outlook, SharePoint
• Must be able to do internet research if necessary

Effective Communication

• Communicate politely and effectively across internal and external stakeholders
• Getting back to stakeholders timeously
• Manage expectations with stakeholders
• Work in a team
• Collaborate across internal and external stakeholders

Organisation

• Manage time
• Prioritising of tasks
• Planning and organising
• Learn independently
• Work under pressure

Problem Solving

• Listening and effectively analyse and solve problems
• Proactively find solutions to problems using all available resources
• Know when to ask for help from internal resources and leadership

Negotiating

• Preparation and planning skills
• Knowledge of the subject matter being negotiated
• Ability to think clearly and rapidly under pressure and uncertainty
• Ability to persuade others
• Strong sales ability
• Understanding of when/how to up/cross sell to benefit the business and partner

Skills & Competencies (general job knowledge and skill sets)

• Planning and organising
• Situation analysis
• Effective communication skills – telephone etiquette
• Ability to work under pressure
• Time management
• Professional and positive acumen
• Proactive and motivated
• Expectation management

Key Performance Indicators

All Up Target

• Attain Rectron targets on Revenue/GP (depending on current ruling)

Customer management

• Ensure dealer base is updated correctly and any customer changes
• Customer breadth
• Accurate and timeous order processing – all orders must be processed on the same day as they are received

Training

• Maintain expert level on product knowledge
• Brand Training requirements must be kept up to date
• Attendance of training sessions – online and in person
• Self-learning

Relationships

• Internal – Product Managers, Sales, Leadership team
• External – Partners, Vendors

Accountabilities:

• Target, GP and Customer Breadth targets to be sent out monthly and will need to be achieved.
• Achieve exceptional ratings in client services
• Sell key components as required by management or PM
• Complete all allocated training
• Review your own sales performance, aiming to meet or exceed targets given.
• Drive sales of all Rectron products, by developing, identifying, and securing all relevant sale opportunities.