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| POSITION DESCRIPTION | AUSTRALIAN GENERAL INDUSTRY NOVEMBER 2008 |
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Sales Account Manager (Existing Account/s Only) |
| Position Code: | 1628 | | Career Level: | 4 |
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Responsible for
Maximising revenue from one or a small number of client accounts 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
Senior Sales Manager, Sales 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
Formulating, implementing and managing strategic business plans regarding one or a small number of client accounts to achieve Sales revenue/Sales quota targets.
Selecting, coordinating and managing staff to complete tasks associated with retaining designated account/s.
Working closely with clients 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.
Ability to motivate and manage direct and indirect teams of employees across multiple functions.
Specialist 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 designated accounts, 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
5 - 8 years of Sales experience, and may possess relevant tertiary qualifications. |
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Other Comments
This position is distinguished from the Direct End User 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. |
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