Job Purpose
The purpose of this job role is to create long term relationships with the portfolio of assigned customers. The role serves to understand the customer''s demands, plan on how to meet these demands, and generate sales for the company as a result.
The job role ensures the sales of the company’s products and services within a defined line of business (LOB). Ensures consistent, profitable growth in sales revenues within the LOB through execution of agreed sales strategies.
Key Responsibilities
Generate sales for a portfolio of accounts and reach the company''s sales target.
Identify new sales opportunities within existing accounts to maintain a client-account manager relationship by up-selling and cross-selling.
Attending client’s meetings.
Preparation of Proposal, bids and quotes.
Participate in all sales meetings along with attendance of Tech shows as required.
Ensure excellent customer satisfaction working with customers.
Provide feedback from customers and ensure resolution of issues (if any).
Maintain and update customer contact records.
Identify / manage and escalate/solve conflicts with clients.
Interact and coordinate with the sales team and other staff members in other departments working on the same account.
Identify clients’ budgets.
Meet targets and deadlines for accounts.
Key Result Area
Achievement of the LOB’s sales target.
Maintain a good working relationship with team members.
A satisfied clientele portfolio.
A cordial and efficient synergy between the sales team and the technical team.
Requirements
Experience & Education Requirements
A minimum qualification of First Degree in any related field.
A minimum of 4 years in sales role in an active capacity (IT Sector)
Strong understanding of technology products and services and the ability to communicate technical concepts in business terms.
Strong commercial acumen and understanding of sales margins.
Experience with CRM and sales pipeline management tools.
Strong consultative and solution-selling skills.
Experience in a target-driven environment is an added advantage.
Key Skills & Competencies:
IT Solutions Knowledge – Strong understanding of ICT products, solutions, services, and technologies, including how they meet customer requirements.
Solution Selling – Ability to understand customer business challenges and recommend appropriate technology solutions.
Account Management – Strategic management of customer accounts, understanding customer needs, and building long-term relationships.
Technical Product Knowledge – Ability to explain technical features, benefits, use cases, and value propositions to customers.
Customer Needs Analysis – Ability to assess customer requirements and translate them into suitable technical and commercial solutions.
Proposal Development – Ability to develop accurate, compelling, and commercially viable technical/business proposals.
Solution Presentation – Ability to clearly present technology solutions and communicate their business value to both technical and executive stakeholders.
Tender & RFP Management – Competence in reviewing RFPs, RFQs, and tender requirements and coordinating timely responses.
Sales Pipeline Management & CRM – Ability to manage sales opportunities throughout the sales cycle and maintain accurate customer, opportunity, activity, and forecast information in CRM systems.
Competitive Intelligence – Monitoring competitors, market developments, pricing trends, and emerging technologies to identify opportunities and remain competitive.
Pricing & Commercial Understanding – Understanding pricing, margins, commercial terms, contracts, and profitability.
IT Industry Knowledge – Keeping up to date with ICT trends, digital transformation, cloud, cybersecurity, enterprise solutions, and related technologies.
Solution Integration Knowledge – Understanding how different technology products and services can be integrated to provide complete customer solutions.
Sales Forecasting – Using customer intelligence, pipeline information, and opportunity stages to produce realistic sales forecasts.
Business Development – Identifying new customers, expansion opportunities, and markets that can generate revenue growth.
Technical & Commercial Negotiation – Negotiating technology solutions and commercial terms while protecting customer relationships and the organisation''s interests.