Renewals Account Manager at First Distribution

Main Purpose of Position:

• The Account Manager function shall be responsible for assisting in developing our client base by compiling and configuring quotations based on existing licenses as well as working in conjunction with First Distribution Sales Teams on upselling / cross-selling within their current environment and securing orders in the client base.
• This will be achieved by working in conjunction with our vendors on future opportunities to provide a proactive approach to quoting, seeking opportunities, and providing quotations to resellers on their incumbent opportunities in advance of the customer requesting the quotation.
• Additionally, through responding to quotations requested via the resellers. Daily responsibilities will include – analyzing internal and vendor renewal reports to provide timeous and accurate quotations in collaboration with the Brand and Sales Operations Team; order processing and administration; eta management and communication. The below KPAs are not exhaustive, additional responsibilities may be assigned as deemed necessary by your direct manager.

Renewals Account Manager Duties and Responsibilities.

• Perform the administration of reseller quotations and orders, and adhere to all internal and external processes
• Proactively Draw regular internal and vendor reports to analyze future opportunities and provide proactive quotations to Account Managers and/ or Resellers – working to a timeline of 90 days in advance
• Respond to the Account Manager and/ or Reseller within 2 hours of receiving a request for a quotation, either with a quotation or to feedback expected SLA on the quote
• Submit quotes to the Account Manager and/ or Reseller, and follow the sales process on CRM, by loading the opportunity, the quote to the client and all relevant support documents, and loading quote values to progress the opportunity to the “identified” stage
• Follow up with the Account Manager and/ or Reseller to ensure that they have received their quote and to address any queries. In cases of direct contact with the Reseller, the CRM sales stage must be progressed to “validated” once the Reseller is happy with the quote
• Follow up with the Account Manager and/or Reseller to encourage closure of the deals, and assist as required
• Liaise with the Brand and Sales Operations team, who will assist in compiling and providing all required quotations, and upsell/cross-sell opportunities in conjunction with Brand Teams (Note: The Team may also compile quotes where skill set, knowledge, and workload allow)
• Check all quotes prior to dissemination by the request, ensuring that parts included meet requirements and pricing is accurate, including promotions where applicable
• Ensure that any information or advice about the quotation, product mix, and pricing recommendations is communicated to the Account Manager and/ or Reseller
• Provide daily feedback to the Account Manager and/or Reseller on quotes in progress, including progress with timelines
• Manage the revision of quotes as required. Example: amendments to the bill of materials and amendments of the rate of exchange, in partnership with the Brand and Sales Operations Team
• Maintain professional working relationships with Vendors, Brand teams, Account Managers, Brand and Sales Operations Team, Procurement, and Stores
• Build and maintain strong inter-team relationships within the Team, working together to achieve team targets as well as targets for personally dedicated brand/s, as outlined in the Sales Plan
• Perform any general administration duties in line with previous capabilities and competencies

Client service and relationship management

• Develop and maintain professional and collaborative relationships with our vendors, resellers, and internal customers
• Effectively deal with email and/or telephonic inquiries to include acknowledgment of receipt of email inquiries within 1 hour using appropriate methods as per the SLA where applicable
• In cases of unavoidable delays to this SLA, communication, and updates must be given to the Account Manager and/ or Reseller
• Communication to Account Manager and/ or Reseller around delivery dates and ETA’s of stock, deal registration approvals, pricing from the vendor, etc.
• Confirm delivery address, contact person, and alternative contact person with telephone numbers against all orders
• Give stores at least 24-hour notice for any delivery or collection with the correct information and documentation
• Communicate to creditors when deferred payment has been agreed to and approved
• Process sales orders from the client via Accpac and ensure that the orders comply with the Vendors Terms and Conditions
• Ensure all orders are “clean” – in that they comply with procurement requirements to place orders on vendor

Vendor product and process knowledge

• Product Training and Updates on EOL and new products, as well as current promotions
• Pricing Structure Training – partner levels/programs, discount structures, deal registration policies, and processes, the process for requesting a quote from the vendor (i.e co-term, contract consolidation)
• Vendor SLAs
• Order processes – to include information and documents required to place an order
• Access to all previous and current standard and promotional price books
• Portal
• Access to download reports for expired current, and future renewal opportunities
• Vendor escalation process
• Vendor expectations in terms of revenue targets
• Vendor Contacts
• Internal training associated with competencies:
• Training on all FD Vendor products
• Sage CRM administration and reporting

Minimum Qualification:

• Matric
• Diploma in Business Management/ Business Administration would be advantageous

Minimum Experience:

• 2-3 years of administration experience

Nice-to-have Skills:

• Technology Diploma, Degree, or equivalent
• Mainstream Technology Distribution experience (i.e. selling to IT resellers)
• CRM System Administration would be advantageous
• Previous experience in an account management/sales specialist role would be beneficial

Additional Skills:

• Strong Self Motivational and Empowerment skills.
• Strong Communication Skills.
• Strong Relationship and Self-Management Skills.
• Takes Initiative.
• Works well with all kinds of people.
• Remains calm under pressure