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.
• (Targets and remuneration set globally and locally)
• 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, which should be 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 a 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, including new potential business, commercial issues, scope agreement, business improvements and ongoing performance.
• 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 to investigate and identify the customer needs and challenges, set goals for improvement, create a strong offering that proposes new solutions to their business and guide them and work with other departments to implement these solutions.
• 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.
• To align with the international global account lead for the client to align on the strategy but also understand the unique nature of South African customers and align the approach to be the local best fit for the client.
• Stay abreast with the latest product offerings and continuously participate in L&D and training activities in order to have a broad enough knowledge to identify any and all cross-sell opportunities for each client.

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 ensure that he/she achieves 100% of the target(s) as set for the financial year by focusing on providing the agreed basket of products to their assigned customers.
• Additional value should be added by providing other products and services which are outside of the scope of the agreed product basket (with permission from the leading Company Operating company) thus ensuring that Company owns as much of the customer wallet spend as possible.
• The Global Accounts Manager is also tasked to focus efforts to win South African companies with a global footprint, thus growing and contributing to Company Global Services.
• With the assistance of RGSE, these companies can be brought in-line on a global scale and Company can provide products and services to such companies in whichever region of the world they operate.
• 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 Multinational corporate environment 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 from time to time.