Internal Sales Account Manager – Africa

Job Summary

Our client, a value-added technology distributor of category-leading solutions in Security, Collaboration, Networking and Data Center, seeks to recruit an Internal Sales Account Manager to onboard a base of new accounts, develop existing accounts and to sell standard company products/solutions in line with team sales strategy.

  • Minimum Qualification: Bachelor
  • Experience Level: Mid level
  • Experience Length: 3 years

Job Description

Reporting to: Business Manager / Regional Sales Manager

Language: French Speaking

Office Location: Nairobi


DUTIES & RESPONSIBILITIES

Sales

  • Identify and establish new customer accounts (e.g. call dormant accounts, obtain leads from vendors)
  • Maintain and grow business with existing accounts
  • Support external sales in managing account administration
  • Generate and provide customer quotes for standard/pre-designed solutions
  • Follow up on customer quotes where required
  • Consult with customers in selling and supporting the company products and services
  • Provide product presentations and sales training for assigned accounts.
  • Identify cross selling opportunities within the company’s products and services portfolio
  • Keep customers up-to-date with product-related information
  • Coordinate with training, marketing, business development, and product management to effectively support the customer 


Business Management

  • Maintain up-to-date profiles on accounts showing revenue projects and quotas
  • Gain general understanding of customer business and strategic plans as they relate to the company's products and services
  • Monitor performance of allocated accounts and identify areas of opportunity
  • Provide support in sales presentations, products demonstrations, customer training, and solution delivery
  • Consult with appropriate internal resources for guidance and support in serving customers


Administrative/Self Development

  • Prepare for and participate in monthly sales meetings.
  • Ensure forecasts are submitted in a timely and accurate manner
  • Prepare business development plans for strategic accounts
  • Attend relevant internal and external product training
  • Meet all reporting deadlines with accuracy (e.g. call reporting, pipeline reporting, etc.)
  • Attend all required internal and external meetings
  • Maintain and develop own knowledge of the company's and vendor product portfolio


PERSON SPECIFICATION

Knowledge

  • Technology:
    • General knowledge of the company's product portfolio offerings (General ICT Solutions Applicable)
    • General knowledge of networking and communications technology
    • Ability to use (standard) software: MS Office Applications and SAP (preferred)
    • General Computer literacy
  • Finance: Calculate & maintain minimum profitability requirements on a transaction level
  • Business: Sales forecasting and reporting
  • Sales: Basic understanding of the sales cycle
  • Customer Service: Principles and processes for providing customer service including needs assessment and evaluating satisfaction
  • Language: Eloquent in French (mandatory) and English

Qualifications

  • Bachelor’s Degree – Second Class Honors (Upper Division)
  • Sales or account management experience
  • Background with advanced Customer Service or Sales environment


Operating Environment

  • Busy Sales office
  • Majority of customer and vendor interaction via telephone
  • Direct own efforts: Work with little direct supervision or guidance


MEASURES OF SUCCESS

  1. Maintain designated level of activity on accounts (e.g., call volume, quotes, credit applications)
  2. Achievement of MBO’S (where appropriate)
  3. Achievement of revenue goals for targeted products, applications and services
  4. Operating within established budget
  5. Revenue growth from customers

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