Key Accounts Manager (Earthmoving Equipment)

B Com Marketing Degree or similar Business Degree

• Must have extensive product knowledge and experience of selling Earthmoving machinery
• Good working knowledge of the industry, competitor products, features, and specifications
• Must have experience of new business prospecting
• Fully understands all aspects of business e.g. Marketing and Sales, Finance and Engineering
• Strong background in Key Account relationship management essential

• Communicate with Branch Managers and Sales Managers to identify Key and target accounts
• Develop account strategies and develop suitable value solutions for the identified customers
• A demonstrated ability to win over customers despite competition or resistance
• A demonstrated ability to effectively plan and independently organise their prospecting for new business
• Plan and organise to meet targets and set daily and monthly objectives, preferably using CRM
• Manage priorities when circumstances may conflict
• Build relationships and build rapport with targeted customers and prospects
• Listen and engage with them to ensure their needs, specifications and expectations are fully understood and met and use these relationships to drive increased revenue
• Build relationships with the Sales Managers and the Sales Representatives, so as to maximise sales
• Engage with Product Management teams and specialists of OEMs to determine the correct specifications, standards and applications of products in the local environment
• Provide feedback to OEMs about local market developments and needs
• Ensure that all products supplied to customers are according to these specifications and selected correctly for the identified application
• Ensure that all sales representatives are adequately equipped to obtain the correct information, to select the best suitable products and solutions
• Engage with the Technical Manager and the Operations Director to ensure that all OEM requirements are met in terms of service and maintenance standards, and local supplier selection
• Local and international travel will be required