Key Accounts Manager

PURPOSE OF JOB:

Selling products and services using solid arguments to prospective customers

Performing cost-benefit analyses of existing and potential customers

Maintaining positive business relationships to ensure future sales

MINIMUM REQUIREMENTS / QUALIFICATIONS AND/OR EXPERIENCE

1. Matric

2. Basic Financial education

3. Experience in sales and operations

4. Earth mover tyre experience

5. Driver’s licence

KEY PERFORMANCE AREAS:

This position will be responsible for the following 4 Key Performance Areas:

1. Financial KPA: To achieve sales targets as per budget set for the branch.

2. Customer KPA: To secure more long-term contracts and service and protect existing contracts.

3. Operational KPA: To ensure the I have the right tools to operate and service customers.

4. Activity goals versus activity results KPA: Multilevel calling and attacking new are met.

Financial Responsibilities:

1. To achieve & maintain sales and profit targets.

• · Achieve sales and profit targets set in sales meetings.
• · Maximize income on profit and prevent losses due to under quoting.
• · Quotations done timeously at correct pricing.

2. Manage stock to supply customers.

• · Max stock level to be kept at branch as per companies’ procedure and customer’s needs.
• · Planning on branch stock holding in order to reduce over stock but still give the customers good turnaround time on delivery.

3. Plan tasks and week to keep overheads low.

• · Do weekly planner to visit all customers regularly to keep overheads to a minimum on vehicle running costs.
• · Weekly planning to be done for new week in sales meetings done weekly.

4. Sales growth.

• · Attacking new customers. Minimum 2 per week.
• · Weekly sales meeting and comparison to set budget versus targets achieved.
• · Ensure all customers payments are made on time and no outstanding orders and queries.

Customer Responsibilities:

1. Protect existing customers.

• · Liaise with customers to ensure service levels are up to standard and building customers relationships.
• · Multilevel calling.

2. Grow customer base.

• · Attacking new customers list and weekly planner to be in place and kept by.
• · Weekly feedback meetings and planning on attacking new customers.

3. Monthly reports.

• · Monitor all reports are compiled and send to all relevant customers.
• · Ensure monthly meetings are set and all K.P.I. are met.

4. Customer complaints.

• · Assist and solve any customer complaints as soon as possible and professionally.
• · Ensure no vendor complaint get logged against branch.

5. Breakdowns

• · Assist and arrange breakdowns and ensure all are done correctly.
• · Gather all paperwork next day and inform admin division on stock and or consumables and other related to be quoted on.
• · Assist in gathering orders on breakdowns for invoicing to commence and paper trail to be finalized.
• · Ensure that vehicles have correct tools and equipment to assist with breakdowns and all certified and good working condition.

6. Technical

• · Receive monthly surveys, tyre change slips and scrap reports and ensure all are send to Technical Department for reports to be compiled.
• · Ensure customers receive the above reports for discussion.
• · Create scrap reports for customer tyres in yard where and when requested by customers.

7. Accounts admin

• · Ensure all quotations are done and forwarded for orders.
• · Ensure all POD’s are completed and handed to admin.
• · Follow up on PO’s if outstanding longer that 5 working days.

Operational Responsibilities:

1. Communication.

• · Communication to line manager on daily activity and operational requirements.

2. Stock.

• · Ensure combo stock are built for your customer base.
• · Secure stock for end user customers.
• · Maintain correct stock level to supply customers timeously and on demand.
• · Assist with stock taking and stores where needed to identify low stock levels for ordering purposes.

3. Staff

• · Where needed, interview and employ staff for sites as per companies SOP.
• · Keep staff disciplined and when not adhering, take corrective action with HR assistance.
• · All staff PPE to be in order.
• · Safety toolbox talks done every morning before work started.
• · Vehicles, tools and equipment checklists to be done.

4. Orders.

• · Place orders timeously to ensure stock available to deliver as per customer’s requirements.

5. Exceptions & Escalations

Exceptions:

• · Service delivery to customers must be on high standard.
• · Built and grow customers’ base.

Escalations:

• · Do Proactive planning.
• · Introduce new innovations and implement new ideas.

Activity Goals versus Activity Results Responsibilities:

1. Contacting new prospects or existing customers.

• · Attacking new customer planning.
• · Weekly planner compiled for customer visits.
• · Presenting products and services to customers.

2. Nurturing strong client relationships.

• · Following up diligently.
• · Customer satisfaction.
• · Maintain high service level towards customers.

3. Succession.

• · Implement and monitor succession initiatives on attacking new.
• · Report to line manager daily on actions and progress.

4. Cleanliness

• · Always uphold companies’ image on a high standard towards the public and customers. (Staff / vehicles and housekeeping)

COMPETENCIES REQUIRED:

Knowledge:

• Policy and procedures
• Company products and services
• Basic financial knowledge
• Technical and commercial procedures
• Labour law
• Sales strategy and trends
• Mining charter
• Database and systems
• Customer service

Skills:

• Sales Skills
• People skills
• Project skills
• Communication skills
• Report writing skills
• Negotiation skills
• Meeting skills
• Presentation skills
• Customer relations skills