Account Manager-Mining Technology Products

A dynamic International Organisation specialising in Mining Technology products is recruiting for an Account Manager to join their team in South Africa & Africa - dynamic sales executives with Account Management experience in a technical field

Minimum Requirements

• Have a high level of technical understanding of simulation application within the mining environment
• Minimum 2 years experience in a technical sales or account management
• Proven track record in closing sales and achieving targets
• Microsoft office suite: Word, Excel, PowerPoint and Outlook
• Ability to produce clear and informative presentations, pitched to the targeted audience
• Understand and provide evidence of consultative approach to sales development with multiple key influencers per opportunity ideally in a B2B environment
• Proven track record of engaging to middle & senior managers  Good track record in sales and account management
• Technical background advantageous
• Willing to travel
• Goal Oriented
• confident in face-to-face communication
• Effective communication and interpersonal skills
• Motivated, enthusiastic and positive
• Approachable
• Ability to motivate and be involved in a team environment
• Disciplined and determined approach to work organisation
• Set priorities to accomplish work requirements thoroughly and accurately within agreed timeframes
• Continuous improvement in ways to accomplish goals and exceed expectations
•  Implement action plans that ensure efficient allocation of resources and includes critical points for review and completion
• Raise issues and makes recommendations whilst considering potential consequences
• Set high standards of performance for self and others
• Assume responsibility and accountability for successfully completing assignments
• Enjoy building long term relationships with customers

Job Specification

• Generate new sales opportunities within existing customer base to meet personal sales targets, in line with the region’s business development vision for company it’s strategies, goals, revenue objectives, budget constraints and within company policies and procedures.
• Build and manage existing accounts by articulating and developing customer maturity in within assigned territory to increase customer return on investment and develop close relationships to facilitate high levels of customer satisfaction.
• Demonstrate a high level of expertise in the application of Equipment and associated products in the course of understanding and solving customers’ problems and needs to drive greater return on investment.
• Retain existing Service revenue of customer base by understanding customer issues and generating account strategies to mitigate risk of contract cancellation

Key Responsibilities:

Leads

• Generate and qualify leads, from existing accounts, within assigned territory and effectively manage to meet required opportunity pipeline targets, with quality in alignment with sales goals. 
• Including but not limited to our services and products, conversion kits and services upgrade as appropriate.
• Minimum opportunity pipeline value of not less than 3 x Annual Planned Sales at all times comprising genuinely qualified leads. 

Customers

• Periodically assess Customers Maturity Level as defined by product and determine what products, services or guidance is appropriate
• Provide customised Reports and follow up with key points, answer to questions and determine assistance required.
• Provide prompt, relevant, accurate and complete communications, presentations, demonstrations, proposals, and understand customer order processing

Sales Executive Team

• Work collaboratively with other sales executives and departments to support the realisation of overall regional sales objectives.
• Ensure a smooth transition of all closed opportunities from sales to Finance, Operations and Technology, and Product Development
• Synergistic relationship with Product Support resulting in the identification of additional sales opportunities
• Join in with Sales Executives at the early stages of the account development in order to describe  services and products.
• Activate and develop relationships with the stakeholders within targeted accounts and then generate a more detailed roadmap of actions for all parties. Support Team
• Work collaboratively with support personal to align with customer specific requirements and customer management by facilitating customer improvement initiative, at times directly or with customer support action. Reporting and Record Keeping

Provide complete, timely, accurate and relevant reports:

• Territory sales progress against defined targets
• Forecasts of sales for the assigned territory in a timely manner
• Sales activities and outcomes (Sales Call Reports)
• Reports required to support executive management decisions as required (Sales Pipeline Report)
• Weekly Activity Report
• Maintain reliable and up-to-date records on sales activities, prospects, customers, products, and distributors, within applicable supporting systems e.g. CRM to be available for decision making within designated systems Market Information
• Periodically gather and provide accurate and up to date market information to the VP/Regional Sales Manager to aid management decision making:
• State of the market within the territory, Product, Pricing, Customer buyer values, Effectiveness of marketing campaigns, Status of competitive activities and products, Work with Marketing to ensure strategic goals developed for region are supported