JOB ROLE : Strategic Account Manager
LOCATION : EMEA Headquarters Egham Surrey
The prime responsibility of the role is to develop business relationships with current and potential customers in order to generate and grow bookings and billings for the company.
This involves the ability to effectively communicate in order to positively negotiate, take advantage of all opportunities, quote profitably on business and demonstrate the company s capabilities.
The role requires a high level of interaction, excellent communication and presentation skills not only with external customers but internally as well with the Internal Sales Executives in building a mutually effective working relationship.
The ability to multi task, work within deadlines and achieve corporate sales strategies on each individual account is fundamental.
1.Qualify allocated accounts in order to determine their potential and the appropriate sales channel as directed by line manager. Meet or exceed targets set.
2.Undertake regular communication either by phone or in person to present the unique sales proposition of the company to the customer and create the opportunity to quote or receive the bill of material listing.
3.Ensure customer profiles and all activity information is accurate within CRM e.g. visit reports, technical opportunities and follow through on opportunity discovery to increase part count.
4.Breakthrough new accounts utilising self, line manager, technical, marketing and corporate support as necessary.
5.Produce a weekly call plan in the defined corporate format.
6.Identify and develop all design opportunities through design support from the Technical team enabling sales of designed product to commence and pull through business.
7.Follow up on all bidding RFQ s and be involved as necessary in all transfer business either inbound or outbound.
8.Utilise Field Application Engineers in design support in order to capitalise on associative sell opportunities.
9.Achieve visit rates in line with corporate objectives and ensure a high level of service by being responsive to end customer needs.
10.Comply with all sales processes respecting the standard operating procedures and be seen as an example to others.
11.Develop effective working relationships with all internal customers with particular emphasis on the technical, marketing and credit departments.
12.Execute on action items assigned for EMEA supplier programmes.
13.Maintain strategic business relationships and performance at major franchises such as but not limited to : MCP, NXP, ST, TE & Vishay.
14.Additional projects or duties as management at time may require.
KNOWLEDGE, SKILLS AND EXPERIENCE
Proven sales track within the company or other electronic distribution business whereby a consistent high level of sales and a focussed account base were actively demonstrated.
Preferably educated to a degree standard.
Clear communication, interpersonal and presentation skills.
Commercially astute, highly organised and self-motivated focused on achieving end result.
High level of accuracy, able to work under pressure and maintain attention to detail.
A comprehensive knowledge of the electronics distribution industry / current market supplier knowledge would be an advantage.
Able to work under own initiative and as a member of the team.
KEY PERFORMANCE INDICATORS
Daily Management Skills
Deals with routine work efficiently e.g. reads e-mail, works from a to do list.
Prioritises key tasks that need to achieved each day / week.
Understands the reports that are available for use and utilises them accordingly.
Able to take on short, medium and long term projects working as part as a team and on own as required.
Understands the customers and their individual requirements.
Deals promptly with customer queries and requests agreeing achievable commitments.
Takes responsibility for meeting customer needs within agreed timescales.
Clearly identifies how to meet customer requirements and adds value.
Ensures customer satisfaction is a top priority.
Continues to deliver results when priorities and resources change.
Persuasion & Influence
When influencing, identifies the needs / position of the other person and likely objections.
Draws attention to areas of agreement highlighting mutual benefits.
Presents credible arguments to support own position when asking for commitment from others. Stays composed under pressure.
Adapts style and words to the situation and the audience.
Stays clear thinking and calm when handling objections.
Commercial / Business Acumen
Understands the business principles e.g. financial, market place, product service factors.
Consistently applies business principles when planning and making decisions.
Is fully conversant with the control of costs and the maximisation of profits.
Ensures knowledge with the market trends and information is highly accurate e.g. competitor changes, customer relationships.
Applies current knowledge effectively to meet immediate objectives.
Positively tackles tasks to ensure that they are completed to an agreed standard.
Finds another way round obstacles when blocked.
Persists in the face of difficulties to achieve required objectives.
Acts without the need for prompting.
Anticipates potential blockages to objectives and goals.
Judgement & Decision Making
Evaluates issues objectively, attending to the key facts.
Considers several possible alternatives when deciding on a course of action.
Identifies a way forward when confronted by people holding opposing views.
Makes correct decisions under time pressure but with time for action to be carried out. Executes the action as required without excessive deliberation.
Make decisions given competing alternatives.
Communicates decisions clearly and accepts responsibility for own actions.
Thrives on stretch objectives both personally and in relation to the team.
Takes responsibility for getting things done.
Delivers work of a high standard within given deadlines, aims for excellence.
Maintains personal level of control, when faced with challenging situations Avoids emotive displays at all costs.
Displays energy and is focused on achieving set objectives.
Oral & Written Reasoning
Ascertains that communications are fully understood.
Seeks information when required to reaffirm position.
Able to be persistent, confident and persuasive in holding discussions.
Keeps people in other areas of the company up to date with information, which may impact on their work.
Uses confident, stimulating verbal communication.
Contributes views or opinions firmly and constructively.
Presents him / herself professionally with different people in different situations.
For more details, please click and apply!