Key Account Manager
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The Key Account Manager is responsible for maximizing profits within the assigned sales territory and protecting the business interests of Tech Data Global Computing Components Division.
This is to be achieved through a combination of managing the existing customer base, developing new business opportunities, and provision of competitive intelligence to management.
Key Functions / Accountability
New customer prospecting
Develop relationships and grow business with specific identified accounts.
Expand the customer base by identifying and developing new accounts.
o Develop and maintain relationships with key customer contacts including the business owner or general manager, purchasing manager, and sales / marketing manager.
o Develop relationships with other contacts within customer organisations including sales, finance, and operations staff.
o Ensure that customers are kept well informed and generally enjoy their customer experience with Tech Data; with a longer term objective of forming and nurturing strong customer relationships.
o Manage customer price lists, including pricing tiers for various levels of channel partners.
o Maintain close awareness of current market pricing.
o Maximize profitability by balancing gross margin objectives, competitive pricing pressures,
and consideration of external influences (eg : exchange rate movements).
o Deal making / negotiating with customers.
o Manage channel conflict.
o Work with customers to assist them to grow their business including promotional or marketing initiatives, pricing strategy, strategic / tactical planning and joint customer visits.
o Deliver sales training to customers.
o Maintain relationships with local vendor contacts, following through with sales leads.
o Monitor price points at all tiers of the supply chain.
o Provide intelligence on developments relating to key customers, local vendor operations, local competitor operations, and general local market / industry developments.
o Maintain general awareness of the PC components industry including product trends, indirect and potential competitors, and the effects of external influences (eg : economic influences such as interest rate increases).
o Manage the customer order process from quotation through to delivery of product ensuring
adherence to authorisation levels.
o Where necessary, work with warehouse staff to ensure that product flow meets customer requirements.
o Ensure all documentation required by other departments to service customer’s request
is completed promptly and accurately e.g. new account applications, RMAs
o Complete general administration tasks including archiving customer requests for audit trail purposes and filing.
Essential Skills / Knowledge and Experience / Qualifications
3+ years sales experience within the PC components & system builder market. Must understand how to deal with customers in this market and should have existing contacts and customer relationships.
Excellent verbal / written communications and telephone skills. English language skills are essential.
Ability to handle and resolve customer issues without escalating to the Sales Manager.
Proven initiative for problem solving and building customer relationships.
Numerical skills must understand concepts relating to profitability and return on investment.
Demonstrated ability to provide customer solutions and achievement of customer satisfaction.
Ability to work and contribute within a team environment.
Up to date knowledge of the PC components industry.
Good conceptual understanding of how a computer is constructed and the components used.
Computer literate with good knowledge of mainstream computer applications (eg : word processing, email, Internet), intermediate level Excel proficiency, and good typing skills.
Knowledge of sales function on SAP (desirable).
Driver’s licence for site calls to customers and suppliers (desirable).
Essential Personal Attributes
Must have good transactional negotiation skills with the strength of character to walk away from business that does not provide sufficient return on investment.
Must be able to work unsupervised and have the self-motivation to achieve results on their own.
Flexible and adaptable to changing environments and business needs.
Energetic, enthusiastic, positive attitude and customer focussed.
Ability to accept direction and suggestion for personal development.
Multitask with an ability to prioritise.
Performance measures include :
Achievement of $GP targets is the primary measurement of performance. Secondary metrics that are also important include revenue, GM% and units against plan.
Unit and revenue market share.
Customer expansion, as measured by number of active accounts within territory.
These performance measures are subject to change as appropriate to the direction and future plans of the business.
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