EHOD: Strategic Accounts

ROLE PURPOSE

The key function of this role is to drive sales revenue and margin, and to ensure effective execution across an assigned portfolio of strategic accounts. This is achieved by putting in place a clear and consistent strategic account management approach, creating strong focus on priority customers, and ensuring that portfolio management exceeds guidelines for each account.

The role provides leadership, direction, and resource stewardship for the strategic accounts sales function. As a senior sales leader, the incumbent works closely with the Chief Sales and Marketing Officer to ensure the profitable achievement of strategic account sales goals and alignment of strategic account objectives with the organisation’s business strategy.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

ROLE REQUIREMENT

• Primarily involved in developing, evolving, and gaining approval for the long-term vision and growth strategy for the assigned strategic accounts.
• Sets the strategic account strategy and significantly influences business unit strategy.
• Provides leadership to sales team.
• Provides technical guidance to sales team.
• Gives regular, comprehensive and constructive feedback to team and conducts their performance appraisals.
• Proactively seeks feedback from team members and deals constructively with any criticism.
• Adjusts management style to get the best from the individuals within the team
• Delegates work to team members taking into account their capacity, level of skill and exposure to different types of work and complexity
  

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Formulate and implement high-level strategies to drive sales across the assigned strategic accounts.
• Define and execute account strategies to secure new opportunities and strengthen Nexio’s position within the assigned strategic accounts.
• Define and execute account growth strategies to increase share of wallet across the assigned strategic accounts.
• Drive a high-performance sales culture within the strategic accounts team using a strong sales management system.
• Provide mentorship and coaching to sales people in the achievement of their sales objectives
• Accurately forecast in the weekly cadence to achieve organisational sales and financial objectives
• Track sales team metrics – pipeline accuracy, forecast accuracy and pipeline coverage, target achievement – and coach for performance.
• Implement and execute on performance improvement plans for poor performance
• Drive strategic customer engagements at C-level across the assigned strategic accounts.
• Provide input into commercial negotiations for purposes of closing strategic deals.

TECHNICAL / PROFESSIONAL COMPETENCIES

• Solid track record of managing complex, high-value strategic accounts and building senior customer relationships.
• Solid proven track record of achieving sales targets and sales execution
• Solid leadership skills

QUALIFICATIONS & EXPERIENCE

• Matric
• Degree in Business Administration, Public Administration, ICT, Marketing, or related field
• Post graduate qualification advantageous
• Solid understanding of the ICT Industry products and solutions including Cloud, Cyber-security and Digital
• Solid understanding of the industries, business priorities, market trends, and ICT opportunities relevant to the assigned strategic accounts. A strong executive network within these accounts and their ecosystems will be advantageous.
• Excellent verbal and written communication skills
• 10+ years of experience in Sales with a minimum of 2 years at management level

LEADERSHIP COMPETENCY REQUIREMENTS

• Exceptional team management skills
• Excellent verbal and written communication
• Ability to delegate efficiently
• Extensive industry knowledge with an eye towards the future
• Diplomacy and patience
• People skills
• Strategic thinking
• Listening
• The ability to set and execute the vision of the company