Enterprise Account Manager

Computer Revolution Africa Ltd is looking for 2 suitable candidates to join their Enterprise Team. (immediately)

Position Title: Enterprise Account Manager

Department: Enterprise Team

Reporting Relationships:

Reporting to: Business Development Manager (BDM)

Potential Direct Coordination: Any Member of the Technical Department (DSA), Sales Team, Uganda, Ethiopia, Tanzania Sales Teams and BOD.

Purpose of the position

• Create and Nurture “high level” relationships with Clients that will result into getting and closing deals.
• Manage Assigned Enterprise Clients on all Sectors and Vendors.
• Utilizing Resources (internal, Vendor and Other) to educate clients on their existing technologies and future technologies.
• Maintain and grow business (revenue) in established accounts/clients
• With the assistance of the Business Development Manager, prospect for and establish new account/client relationships
• Get access to “all” technology use departments with client sites and as such find CRA solutions that can be beneficial to them and offer that to the client.
• Be Head of Communication/liaison in projects done by CRA-DSA. You have to make sure the Technical Team is doing things as promised.
• Create Interest for CRA solution Lines and set up meetings with Technical Solution Specialists (DSA) or Vendors to push the Solutions within client Sites.
• Understand Licensing, Solution Selling Options and more.
• Communicate with Clients using tips from Communication Plan.
• Respond to and do all necessary ground work towards winning Tenders/RFP/RFQs
• Play roles assigned to him/her towards the successful execution of E-Team Mandate in CRA.
• Perform any other Duties assigned by BDM.

Duties and Responsibilities

The Enterprise Account Manager (EAM) must be proficient in all the duties and responsibilities of the Department.

The following are the responsibilities of the EAM

Sales of CRA-DSA Portfolio of Products and Services

• Generate and provide customer quotes for complex or custom solutions in collaboration with Technical Solution Specialists, Vendors, BDM and/or any other resource.
• Establish strategies that will result in increased sales on CRA Solutions (both existing and new clients)
• Conduct face-to-face sales calls to accounts as necessary
• Analyze technology needs of the customer.
• Penetrate customer accounts at the Technical manager, Department Heads and Director levels

Customer Support

• Develop and present programs, solutions, and promotions related to the CRA product line
• Provide guidance/training to other EAM team members in selling and supporting CRA’s solutions.
• Engage other CRA Team Members with new knowledge to support the continuing development of the Company’s value proposition.
• Provide clients with guidance and support during and after a contract process.
• Respond to sensitive customer issues immediately and diligently.
• Facilitate appropriate arrangements with Technical Solution Specialists, BDM and Vendors by presenting customers’ situations, issues and challenges for the purposes of finding solutions.

Business Management

• Maintain/develop CRAs accreditation status for vendors as need be.
• Carry out pre-designed CRA and vendor promotions and marketing activities that are relevant to our client’s needs.
• Develop and maintain vendor relationships that produce referral business opportunities
• Leverage Internal Support Resources to grow CRA sales activities (e.g., Technical sales support, marketing, technical services, professional services, finance)
• Gain thorough understanding of customer business and strategic plans as they relate to CRA’s products and services
• Develop 4-way relationships (vendor, distributor, CRA, customer) to increase business for all three parties

Administrative/Self Development

• Host internal business reviews (determine attendees, establish agenda). These reviews will be to discuss, opportunities, challenges, threats and any relevant issues in regard to your clients.
• EAMs have to regularly gauge their work related development needs and find ways to bridge those Knowledge gaps.

Knowledge

(In addition to the Knowledge requirements for any sales person, the EAM team need to within a short time develop the below :)

Technology:

• Advanced knowledge of CRA’s product portfolio offerings. This should be enough to create interest for a follow up meeting. The follow up meeting can include a Technical Solution Specialist, Vendor, Distributors, BDM, and BOD
• Use advanced technology concepts to link CRA’s offering to solutions in the customer’s business. You can use the assistance of Technical Solution Specialists, Vendors, BDM to achieve this.

Finance:

• Knowledge of and ability to accurately apply pricing, Gross Profit, discounts, margin calculations

Business/Marketing:

• Principles of presenting, promoting, and demonstrating Technical products and services
• Principles of building and maintaining relationships

Sales:

• Good understanding of the sales cycle

Key interactions

Type of Contact: External
Position: Customer
Nature of Contact: Create and/or maintain relationship, initiate contact, respond to requests and deliver satisfaction

Type of Contact: External
Position: Vendor and Distributor
Nature of Contact: Build strong relationship to ensure easy acquirement of resources to help get customer satisfaction and also get links to new business

Type of Contact: Internal
Position: DSA Team/ Sales Manager, UG,ETHIO, TZ Teams & Business Development Manager
Nature of Contact:

• Provide updates on customer opportunities
• Day to day contact, update on customer issues, and issue escalation
• Ensure that customer support issues are being managed and resolved appropriately

Measures of Success/Metrics

• Achieving Semi Annual Set Profit Target
• Becoming a Beacon of Communication with your Clients/Accounts ( Always inform customer of what they need to be informed and respond to them on time)
• Meeting customer expectations: queries, issues, order resolution and keeping them HAPPY. (Quarterly Customer Satisfaction Survey will be created) Must achieve a high level relationship with the customer and gain access to their budgets. This includes building relations with other departments’ e.g finance & procurement. We will do Semi Annual Customer Satisfaction Indexes to check this.
• Average Revenue growth of at least 15% per Annum from your Accounts/Clients. We will do regular Analysis on Accounts to see improvement in revenue due to engagement by Team. Must maintain accounts focusing on up-selling the extras (the billable value added features) and thus encourage sales based on value and relationship-based sales.
• Delivering on CRA responsibilities to Vendors in Enterprise Space.
• Ensuring all Tenders are responded to in a timely manner and MUST achieve winning of at least one tender every quarter.
• Acquiring new Accounts EA, OVSL Semi Annually
• Delivering on the E-team Mandate
• Must ensure a good and healthy working relationship with all Vendors.

How to apply

Email: info@computer-revolution.com