Account Manager/Sales Representative

The Account Manager manages his/her allocated customer portfolio and seeks actively new business opportunities. The Account Manager’s role includes: manage and develop a long-term relationship with existing customers, develop new customer relations, represent the company in the market, provide the Skillteam management with information on market and customers trends.

Skills & competency

• Build up sales strategies, including market sector targeting, product offer
• development, features-benefits-solutions selling, etc.
• After the first customer visit, capable of providing an answer the following questions:
  • What are the customer needs?
  • Does the customer need one of our solutions?
  • Are we able to deliver?
  • Who are we competing against?
  • Is money available?
  • Is the timeframe defined?
  • Are we talking to or have we identified the customer sponsor(s)?
• Be self-sufficient to position the Skillteam portfolio of solutions, and present them.
• Understand profit and loss calculations, gross margin percentages and calculations,etc.
• Able to demonstrate success and experience managing major accounts customers andlarge contracts or even a business, particularly achieving genuine sales development.
• Plan and prioritise personal sales activities and customer/prospect contact towardsachieving agreed business aims, including costs and sales - especially managing personal time and productivity.
• Plan and manage personal business portfolio/territory/business according to an agreedmarket development strategy.
• Manage product/service mix, pricing and margins according to agreed aims.
• Maintain and develop existing and new customers through :
  • Appropriate propositions and ethical sales methods.
  • Relevant internal liaison, to optimise quality of service, business growth, and customer satisfaction.
• Plan/carry out/support local marketing activities to agreed budgets and timescales, and integrate personal sales efforts with other organized marketing activities, eg., product launches, promotions, advertising, exhibitions and telemarketing.
• Respond to and follow up sales enquiries using appropriate methods.

Administration & reporting

• Monitor and report on market and competitor activities and provide relevant reports and information.
• Record, analyse, report and administer according to systems and requirements.
• Use customer and prospect contact activities tools and systems, and update relevant information held in these systems.

Training and self education

• Attend training and/or self-education to develop relevant technical/sales knowledge, techniques and skills.