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| POSITION DESCRIPTION | AUSTRALIAN GENERAL INDUSTRY NOVEMBER 2008 |
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Account Director (Existing Account Only) |
| Position Code: | 1626 | | Career Level: | 6 |
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Responsible for
Working closely with the CEO or equivalent within the client's organisation to maximise revenue from a strategic client account in order to achieve agreed revenue targets/sales quotas and ensure complete customer satisfaction when dealing with the organisation. |
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Reports To
Sales Director, General Manager. |
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Supervises
No formal supervisory responsibilities. Employees in this role are individual contributors that would build a 'virtual team' in order to close sales. |
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Main Activities
Consulting with the CEO or equivalent within the client's organisation to formulate, implement and manage strategic business plans regarding the client's account to achieve sales revenue/sales quota targets.
Selecting, coordinating and managing staff to complete tasks associated with retaining the account.
Working closely with strategic employees within the client's organisation to determine present and future needs and proposing suitable products, services and upgrades in order to maintain and grow revenue for the organisation.
Acting as the main interface between the client and the organisation to ensure an optimal level of service is provided at all times and continually seeking the opportunity to participate in client's strategic business planning processes.
Conducting product demonstrations (where applicable) and coordinating the preparation of sales proposals, tenders/bids, contracts and Account Management plans.
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Key Skills
Proven sales ability including outstanding negotiation skills, persuasive ability, excellent communication skills and the ability to interact at a strategic level.
Strong ability to motivate and manage direct and indirect teams of employees across multiple functions.
Expert product and industry knowledge coupled with the ability to deal with clients at all levels and translate client needs into a complete solution.
Appreciation of the value/importance of the account, coupled with the ability to balance the needs of the organisation and the client's organisation.
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Internal Contacts
All levels of Staff, Marketing Staff, Customer & Technical Support, Research and Development Staff, Warehouse and Distribution Staff. |
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External Contacts
Clients, Suppliers, Representatives of Business Partners, Competitors, Industry Contacts, Government Bodies. |
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Typical Experience
10+ years of Sales experience, may possess relevant tertiary qualifications. |
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Other Comments
This position is distinguished from the Sales Representative roles by experience and Account Management responsibilities. This role maximises revenue/achieves sales quotas from existing clients rather than hunting for revenue/sales from new/prospective clients. Employees in this role would typically have one strategic account, but may have several. |
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