About the job Account Manager (Malacca)
Overall Role Purpose:
- Manages, maintains, and grow existing direct accounts as well as to prospect, qualify, grow new accounts to sell Companys complete line of technology solutions (desktops, laptops, peripherals, enterprise servers and storage, networking, security, software licensing and software solutions, and managed and professional services).
- Establishes relationships with the clients IT and business unit executives as a trusted advisor who will understand their issues, needs, and requirements.
- Partners with business development teams in identifying new business opportunities and managing the sales cycle from start to finish.
- Engages with principal, partners, suppliers, in the sales activities on IT products and services of the Company.
- Ensures sales targets are achieved and maintains good customer rapport.
- Monitors market conditions and recommend pricing and market strategy.
- Investigates customers complaints on quality, delivery, service etc and recommends corrective measures.
- Negotiates and prepares contracts, quotations, etc
- Focal point as sales support to key accounts sales team members for RFP, ITQ, RFIs (for PC Products)
- Responsible for developing long-term relationships with the portfolio of assigned customers, connecting with key business executives and stakeholders.
- Liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.
- Build and maintain strong, long-lasting customer relationships
- Build and maintain a healthy sales pipeline.
- Meet sales objectives and increase market share.
- Achieve sales targets and increase revenue.
- Involved in preparing proposals and presentations.
- Establish strong partnerships with leading IT vendors, contractors and distributors.
- Ability to hunt and secure new customers.
- Develop, manage and maintain strong account relationships with customers.
- Develop a trusted advisor relationship with key customer stakeholders and executive sponsors.
- Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders.
- Forecast and track key account metrics.
- Identify and grow opportunities within territory and collaborate with sales teams to ensure growth attainment.
- Coordinate internal resources, e.g. Pre-Sales and Post-Sales teams.
- Assist with high severity requests or issue escalations as needed.
Key Accountabilities and Responsibilities:
Technology: Demonstrates experience with enabling technologies, best practice processes, and tools, particularly in the client's industry. Knows the development, management, and integration of computer information systems.
People: Creates appropriate teams for size, complexity, vertical organization, and implementation of business plans. Ensures that the team understands and delivers the unique value proposition (competitive advantage, financial, achievement, etc.) that CTC has sold to the client. Provides direction to multiple complex service delivery projects within the account. Provides leadership to account team and matrixes staff in meeting account goals set by the Sales Director. Holds team accountable for delivering a solution that meets customer requirements. Provides products and services (run and maintain) to the client and manages projects. Ensures leadership focus is results-oriented, team-minded, skillful in participatory management, and encourages personal and professional development.
Customer : Manages overall relationship with the client ensuring optimum service delivery. Establishes metrics that measure the quality and timeliness of the solution. Notifies the client IT and executive staff of all scope changes and their impact on successful delivery.
Business: Leverages existing client IT and business unit relationships to identify and develop opportunities to increase the revenue stream. Practices program management skills at the account level, including planning, budgeting, scheduling, client relations, and project delivery. Manages partners and vendors in delivery of their services or products. Understands the objectives of the business unit and sets expectations about the method and types of services delivered. Facilitates successful integration, communicates a sense of core purpose, manages change, and builds a culture open to industry changes.
Financial: Assumes contract management and profit and loss responsibility at the account level. Identifies all possible financial risks and works with account team to mitigate them. Increases revenue and wallet share through executing business development strategies.
Leadership Competencies:
- Dealing with Ambiguity
- Business Acumen
- Comfort Around Higher Management
- Conflict Management
- Customer Focus
- Ethics and Values
- Integrity and Trust
- Listening
- Negotiating
- Political Savvy
- Drive for Results
- Building Effective Teams
Functional Competencies:
- Budgeting
- Business Development
- Client Management
- Customer Support
- Metrics/Measurement
- Mission, Vision, Strategy
- Project Planning and Organization
- Resource Management
Education and Experience:
- Minimum a Diploma in IT or equivalent
- 2 - 3 years' experience in sales & marketing role
- Strong initiative & people networking skills
- Proven sales track record
- Self-motivated, go-and-get approach and the will to win.
- Excellent communication and interpersonal skills.
- Good team player, meticulous & proactive individual