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| POSITION DESCRIPTION | AUSTRALIAN GENERAL INDUSTRY NOVEMBER 2008 |
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Major/Key/Named Account Manager (Existing Account Only) |
| Position Code: | 1627 | | Career Level: | 5 |
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Responsible for
Maximising revenue from a major/key/named 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 Manager, Senior Sales Manager, Sales Director. |
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Supervises
No formal supervisory responsibilities. Employees in this role are individual contributors that would build a 'virtual team' to close sales. |
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Main Activities
Formulating, implementing and managing strategic business plans regarding one major/key/named client account to achieve sales revenue/sales quota targets.
Selecting, coordinating and managing staff to complete tasks associated with retaining the major/key/named client account.
Working closely with the client to determine their 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 clients' 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 and excellent communication skills.
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 Sales Staff, Marketing Staff, Customer and 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
8 - 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 major/key/named account, but may have several. |
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