Key Account Manager: C&I - Durban at Vontier

KEY RESPONSIBILITIES

• Drive revenue growth through KAM strategy
• Define and drive strategic initiatives that will help achieve business objectives
• Accurately capture sales funnel on Salesforce.com
• Stakeholder management-become the single point of contact for his/her portfolio
• Achieve predetermined revenue and funnel targets
• Accurately document all sales activities on Salesforce.com
• Have a 360 view of all account activities globally and inform business of any key developments
• Compile product preparations and solution proposals
• Sales administration and reporting
• Maintains relationships with clients by providing support, information, and guidance; researching and recommending new opportunities; recommending profit and service improvements;
• Maintains quality service by establishing and enforcing organization standards;
• Stakeholder engagement plans for building strong client relationships

POSITION RELATIONSHIPS

Internal             

• Company Leadership Team (all functions)
• Projects, KAM, finance, products, and technical teams

External

• Clients
• Competitors
• Industry Bodies

MEASURES OF PERFORMANCE (INDICATORS)

Leading:

• Creates a realistic stakeholder engagement plan and works towards exceeding it
• Religiously drives actions that will enable us to deliver on strategic objectives
• Proactively works with stakeholders on new initiatives that will deliver growth
• Continuously engages his/her portfolio on pain points
• Value sells on full complexity of the C&I portfolio and is able to communicate the benefits to the various stakeholders within the customer. 

Lagging:

• Achieves monthly and quarterly targets consistently
• Positions Gilbarco as the leader C&I  solutions globally
• Leverages off the strength and experience of wider team to achieve objectives
• Is perceived as trusted advisor by his/her customers

PERSONAL QUALIFICATIONS & EXPERIENCE

Education/achievements   

• Tertiary qualification in marketing, sales, technical or business-related studies             
• Business related degree or diploma

Experience/Knowledge        

• At least 5 years proven track record in consultative selling environment and exposure to solution sales.     
• Extensive solution sales experience preferably in the public sector