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| POSITION DESCRIPTION | BUSINESS EQUIPMENT INDUSTRY SEPTEMBER 2008 |
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Government Account Manager |
| Position Code: | 70 | | Career Level: | 3 |
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Responsible for
Working closely with a few major current clients to obtain orders for expansion and enhancement of existing systems/equipment sales. |
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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. Alternatively, may head a small Sales team. |
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Main Activities
Assisting customers 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 any 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.
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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 inter-related 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 years of sales experience. |
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Other Comments
May have specialist business knowledge or a technical background. |
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