Global Account Manager

Global accounts: are Company customer accounts that have an international agreement with the Company to purchase equipment and software.

Key Performance Indicators

• Growth of the assigned global accounts and delivery of revenue and profit in line with agreed targets.
• Successful market planning, business development and implementation of global opportunities, from initial opportunity creation to establishment of new South African global accounts.
• Development of local (South African) market capabilities, including analysis of business opportunities for assigned accounts.
• Formulate and capture opportunities into individual client strategies to maximize efforts to secure maximum wallet spend within allocated accounts.
• Annual sales strategies should be formulated and presented to ensure that sales targets are achieved, based on the individual company strategies.

Specific Accountabilities

Strategic

• Responsible for account growth, account penetration, customer relationship management and business improvement initiatives.
• Grow a strong pipeline to secure future revenue to create steady monthly revenue and provide an accurate forecast for deals closing in each month.
• Partner with other sales professionals globally to orchestrate account sales strategies and achieve global and/or local growth.
• Manage overall account relationships for multinational customers to ensure excellent customer service during implementation, transition to operation and ongoing maintenance of the account.
• Be the primary point of contact with the customer on all business-related matters pertaining to overall business processes and implementation.
• Maintain an overview of account status at all times and report as required.
• Interface and liaise with other sales Managers globally to ensure appropriate customer relationship management.
• Partner with other departments to ensure continual, consistent service and growth.
• Internal communication to key personnel to enhance sales and profit goals.
• Participate in global and/or regional strategic review meetings.
• Participate in quarterly business reviews with the customer.
• Take a customer first approach aligned with Company best principles.
• Investigate and identify the customer needs and challenges, set goals for improvement, create a strong offering that proposes new solutions to their business.
• Cross-sell other lines of business not specifically stipulated in the global agreement to achieve the largest possible wallet share of services with the customer.
• Identify other business products that the Company needs to onboard in order to fulfill the customers' needs.

Tactical

• Achieve annual sales and profit goals for multinational customers.
• Responsible for customer profitability in conjunction with the Global Account team.
• Identify Global Accounts and execute business development within these approved accounts.
• Create innovative and profitable solutions in tandem with the Global Account team.
• Assist in multi-faceted sales development opportunities based on the requirements of multinational customers.
• Align with the international global account lead for the client to align on the strategy.
• Stay abreast with the latest product offerings and continuously participate in L&D and training activities.

Other

• Attend monthly one-on-ones with the Manager: Global Accounts.
• Submission of monthly status reports on accounts assigned.
• Development and implementation of strategies and appropriate actions for sustained and long-term growth of the accounts.

DIMENSIONS

• The Global Accounts Manager needs a minimum of 5 years experience in a senior sales environment, preferably from within the Office Automation, complex software solutions sales industry or similar.
• The Global Accounts Manager must achieve 100% of the targets as set for the financial year by focusing on providing the agreed basket of products to their assigned customers.
• The Global Accounts Manager is tasked to focus efforts to win South African companies with a global footprint.
• The Global Account Manager must submit regular sales reports to the Sales Manager.
• The Global Account Manager must work regularly with the marketing department to understand and communicate marketing messages to the market.

REQUIRED SKILLS, KNOWLEDGE & EXPERIENCE

• Matric/Grade 12 compulsory.
• Minimum 5 years experience in the Office Automation, complex software solutions sales or similar industry.
• Minimum 5 years in a senior sales environment.
• Previous experience in a Multinational corporate environment is an advantage.
• Knowledge and understanding of Project management Customer Account Management at a regional/global level.
• Strong business acumen with the ability to influence outcomes across multiple regional locations.
• Leadership and people management capability through effective communication.
• Excellent financial and process analytical skills.
• Ability to work effectively in a customer-driven deadline environment.
• Exceptional computer skills including but not limited to Excel, PowerPoint and Word.
• Analytical thinker and ability to monitor international market trends and individual company results to identify Company opportunities.

OTHER REQUIREMENTS

• Occasional travel away from home may be required.