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| POSITION DESCRIPTION | BUSINESS EQUIPMENT INDUSTRY SEPTEMBER 2008 |
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National Account Manager |
| Position Code: | 60 | | Career Level: | 4 |
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Responsible for
Controlling activities within a few major longer term customer accounts nationally to achieve revenue targets and predetermined customer service standards. Working strategically with a few current clients to obtain orders for expansion and enhancement of existing systems and equipment. |
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Reports To
Regional, Branch or State Sales Manager. |
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Supervises
Often works as part of a small project team without directly supervising other staff. |
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Main Activities
Developing and enhancing relationships over time with major clients, and assisting those major clients to determine their existing and future office equipment needs and proposing suitable products and upgrades.
Liaising with Support staff regarding technical and installation aspects of equipment sales.
Negotiating price and volume discounts within Sales/Marketing policy.
Monitoring competitors’ sales strategies and reporting significant developments.
Assisting with the preparation of tenders and contracts.
Identifying sales prospects and arranging and conducting demonstrations of products.
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Key Skills
Top sales skills, supported by excellent product knowledge.
An understanding of User needs, technological developments, trends and competitive activity.
May have specialist business knowledge or a technical background.
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Internal Contacts
Product Specialists; Engineers and Systems Specialists; Customer Service; Sales Administration; Delivery and Installation. |
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External Contacts
Customers at all levels; Representatives of interrelated or interfaced products or services. |
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Typical Experience
A seasoned sales professional with a record of achievement in the office equipment industry. At least 5-7 years of sales experience. |
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Other Comments
People in this role may be specialists in a particular field such as office automation. |
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