Key Responsibilities
Business Development
Build a quarterly account plan for key accounts, which includes clear goals, actions, timeline to achieve this potential.
Identify opportunities for growth in each channel account.
High level account intelligence - understand end users key strategic objectives and challenges with respect to B2E/B2G Universe.
Review any financial and strategic info publicly available.
Review trends in account - competitor analysis (benchmark) – other vendors pricing to the corporates and education sector.
Clearly identify & point to each account, potential value contribution of our brand to their business, translate this into impact on re-seller/end user’s bottom line
Drive implementation of plan with each account & monitor effectiveness at end of each quarter.
Specific Key Performance Measurement/Indicators
Account plan developed and translated into a quarterly business plan which delivers increased profitability in each account in line with agreed targets - 100% achievement.
Weekly monitoring - 100% achievement. 100% capturing of the agreed customer data based including existing and planned.
100% sales achievement on all LOBs.
Number of new accounts as per agreed target.
5.Qtr wise growth in B2E and B2G accounts - Minimum 30%.
B2E/B2G contribution to revenue - Minimum 35%.
Sales Management
Achieve sales targets.
Present confirmed forward orders/ forecasts.
Weekly stock management & sell out management (where applicable)
Maximize B2E/B2G product sales in each account
Identify and develop B2E and B2G accounts.
Reach the CXO level officers of these customers and develop good relations with them.
Engage with the CTOS and IT Managers.
Engage with Procurement Managers and other decision making executives.
Inspire and create innovative solutions to drive sales, margin and turnover with Corporate accounts.
Offer product benefits to Corporate and Education customers.
Arrange Trainings for the customers’ staff.
Also work with a Key Distributor as Account Manager.
Specific Key Performance Measurement/Indicators
Target achievement - 100% Secured by start of each quarter
Unit Sales number as well as number of B2E/B2G customers developed - 30% growth
Number of CXO contacts developed during the period - Minimum 20 per qtr
Number of successes with Employee Choice - Minimum 5 per qtr
Overall Evaluation = Satisfactory if targets met
Administration & Stock Planning
Contact reports
Ensure correct stock holding.
Ensure weekly sell out reports are received
SAMI planning
Manage the admin around existing customers.
Customer service
Sales and Service support
Manage Vendor Registration for various corporate and education customers.
Effective documentation and filing procedures
Managing Debtors and receivables for the corporate and education customers.
Adhere to the various policies and procedures of B2B accounts, including top companies.
Managing online registrations, bidding, filing invoices etc for the B2E and B2G customers.
Work with a Key Distributor as Account Manager to manage the Supply Chain from Principal to Distributor. This involves coordination between Nigeria and South Africa HO on orders, deliveries, service support etc.
Specific Key Performance Measurement/Indicators
Accurate plans in place one month prior to the quarter.
Monthly 95% satisfaction.
100% compliance on documentation for registration with vendors in a timely manner.
0%% overdue debts.
0% bad debts
Job Requirements:
Minimum of Bachelor''s degree or equivalent qualification.
Minimum of 5 years in Account Management/Business Development with a reputable brand.
Proficient in working on ERPs and other business related software.
Negotiation experience, sales experience, analytical ability, managerial skills, presentation skills
Skilled in communicating with stakeholders
Excellent understanding of Excel
Attention to details, good communication skills, passionate, flexible and efficient.