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| POSITION DESCRIPTION | BUSINESS EQUIPMENT INDUSTRY SEPTEMBER 2008 |
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Major Account Manager |
| Position Code: | 82 | | Career Level: | 4 |
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Responsible for
Achieving sales targets for a range of office equipment and consumables through both non-listed accounts and major current clients by obtaining orders for expansion and enhancement of existing systems/equipment sales. |
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Reports To
Regional/District 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
Assisting customers to determine their existing and future office equipment needs and proposing suitable products and upgrades.
Liaising with Systems and Support staff on technical and installation aspects of equipment sales.
Negotiating price and volume discounts within Sales/Marketing policy.
Assisting with the preparation of tenders and contracts.
Identifying sales prospects and arranging and conducting demonstrations of products.
Achieving company margin objective on sales.
Generating new contracts and competitor machine sites leading to new business.
Contributing to market awareness of company and its products.
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Key Skills
Top sales skills, supported by excellent product knowledge.
An understanding of User needs technological developments, trends, and competitor activity.
May have specialist business knowledge (accounting, inventory management, education etc.) or a technical background.
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Internal Contacts
Product Specialists; Engineers; Systems Specialists; Customer Service; Sales Administration; Delivery and Installation staff, Marketing, Administration. |
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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 years of sales experience. |
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