|
| POSITION DESCRIPTION | BUSINESS EQUIPMENT INDUSTRY SEPTEMBER 2008 |
 | | Position Title: |
Dealer Account Manager |
| Position Code: | 50 | | Career Level: | 5 |
|
|
Responsible for
Controlling the sales activities of the company through a Dealer network, revenue expense and targets. |
| |
Reports To
State Sales Manager, State Manager, National Sales Manager. |
| |
Supervises
No supervisory responsibilities. |
| |
Main Activities
Managing the channel by working closely with Dealers and encouraging and motivating Dealers to sell, to ensure the sale of company products within sales quota and price guidelines.
Controlling and motivating a Sales team to meet sales targets of products sold through a Dealer/Distributor network.
Servicing key accounts and negotiating deals within Dealer policy guidelines.
Ensuring sound product knowledge of Dealer staff; assisting is selection of Dealers, assisting in product training, demonstrating product upgrades and assisting in major sales demonstrations.
Making a substantial input to forecasting and setting sales and expense budgets for the Dealer network.
Recruiting and training Sales staff.
Monitoring and reporting on competitors’ sales and product strategies.
|
| |
Key Skills
Knowledge of the product and the local market.
Strong interpersonal abilities and proven skills in leading and motivating both a direct and indirect Sales team.
Sound administrative skills, together with good analytical and reporting abilities.
|
| |
Internal Contacts
Credit Controller; Service Manager; Product Managers; Logistics Manager. |
| |
External Contacts
Dealers/Distributors; Government Officials; Customer Complainants; Advertising Agencies; Key Accounts. |
| |
Typical Experience
At least 5 - 10 years of related Sales/Marketing experience. May have tertiary qualifications in Technical/Business areas. |
| |
Other Comments
People in this role typically spend as much time on the road as in office bound administration and management.
Dealer Account Manager may also be distinguished by land/geographic area and channel area often may be out of metro area. |
| |
| |
| |
