Senior Key Account Manager

In this position you will....

be establishing and developing strong relationships with key stakeholders to drive sales and revenue growth through existing products and channels and help identify new product and strategic growth opportunities.

You will be responsible for…

Account Management

• Develop a holistic growth strategy for your accounts
• Establish strong relationships with key decision makers and influencers within your accounts, becoming a trusted partner to drive performance for mutual benefit
• Identify improvement opportunities for your account to improve performance in product, sales, operations, and customer experience
• Develop annual account plan, including mutually agreed sales targets and key initiatives to be implemented over a full calendar year
• Development and execution of go to market plans for new product launches and promotional activity
• Engage the partner’s own sales teams to understand partner target and incentive structure and aligning on bolttech product sales targets and incentive structure
• Take the lead to drive for continuous performance improvement to bring your account to full potential. Coordinate and orchestrate account activities across all functions; pull-in functional support to bring bolttech’s best capabilities into the programs
• Effectively present bolttech products and solutions to your account and identify customization to support your account strategic objectives and organisation
• Organise, prepare, and lead account review sessions, both with partner as well as internally. This includes weekly performance reviews, monthly business reviews and quarterly strategic planning
• Implementation of bolttech key account management framework, ensuring adherence to global best practices

Sales Performance Management

Achieve defined sales targets based on both revenue and margin

Strategically analyze sales report data to identify highest opportunities for improvement and retention

Build relationships with your account’s Sales Policy, Sales Operations, Stores sales and telesales (if applicable) teams as a priority, understanding their business plans and targets, and aligning bolttech deliverables and goals to maximize leverage opportunities

Drives sales training programs for stores and telesales (if applicable) using the right mix of bolttech’s eLearning, virtual online training and face-to-face training. Coordination of training logistics to include strong working relationships with partner training teams, development of a training plan identifying attendees, work with regional training to create training content, and training approach and obtaining partner leadership support

Drive marketing and promotion activities in your account(s) to improve sales performance

Support successful launch of new products in retail stores nationwide and telesales (if applicable) teams

Accountable for growth metrics set by regional and account leadership

For you to be successful…

We expect you to be able to demonstrate the following key competencies

Impactful

• Committed to delivering strategically aligned objectives, creates plan to achieve with key milestones and measures
• Makes time-sensitive and risk-based decisions evaluating available data/information and using this in order to exercise solid judgment
• Holds high standards for delivery of outcomes with a lens of continuous improvement. Establishes metrics and measures progress

Collaborative

Develops strategic relationships and networks across the organization and shares with others for mutual benefit

Manages conflict respectfully and effectively, provides constructive feedback and looks for/ proposes middle ground solutions

Communication

Shares accurate, timely information with the right people in an appropriate format for the audience

Communication is clear and concise and uses data relevant to the audience to support points of view and suggestions

Curious

• Is reflective and uses a variety of approaches including feedback to analyze and understand how actions led to certain outcomes and how to improve approaches in the future
• Promotes knowledge sharing, networking and learning across teams
• Actively keeps abreast of industry trends and research and shares learnings with team
• You will require the following qualifications and skills
• At least 7 years of experience in key account management / sales performance management
• Deep knowledge of the Telco sector and/or retail sales environment
• Exceptional communication, organizational and interpersonal skills
• Proven ability to solve complex problems through innovative strategy
• Experience interacting with leaders at all levels of an organisation, including senior management/leadership
• Experience of analyzing and interpreting data to drive action planning
• Proficient in MS Office (PowerPoint, Excel, Work, Outlook)
• Prove track record of achieving assigned financial or sales goals
• Experience in developing and delivering coaching and training to sales teams