What We Can Offer
o Undertake country leadership role in top level account sales initiatives.
o Conduct regular visits to review service performance with the customer.
o Maintain high level executive relationships within the customer accounts.
o Understand the Industry / customer supply chain thoroughly and lead the team to map and find more opportunities / provide effective solutions to customers.
o Provide leadership and directions to the teams to enable achievement of agreed revenue, profitability and other performance targets.
o Facilitate and encourage collaboration to meet common goals and targets.
o Promote and encourage heightened awareness of competitive and general economic trends to ensure maintenance and improvement of market positioning and market share.
Regional Customer Managers, Regional Industry Group Managers
o Provide consolidated country inputs to the development of account strategies.
o Participate in regional account planning process and agree on KPIs and annual budgets.
o Support the implementation of agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans.
Country Senior Management Team
o Participate in and contribute to the Country’s Strategic Planning Process.
o Achievement of AOP/ Budget for self and teams
o Provide update on customer / customer at risk based on latest update or as needed
o Provide regular performance updates.
o Recommend resource management approaches.
o Develop a working relationship with the relevant regional groups to ensure they are kept up to date with all issues relating to the Customer accounts.
Strategic Management and Leadership
o Participate in and contribute to the Country’s Strategic Planning Process, consolidating and taking into accounts inputs from Country, Area, Regional and Global networks.
o Formulate and implement country tactics in relation to pricing, competition, account acquisition / expansion and profitability by Industry Segment.
o Plan, organise, direct and lead the teams in achieving agreed revenue and profitability targets.
o Facilitate, sponsor and support cross functional projects and initiatives to ensure sales plans and targets are effectively executed.
o Establish, lead and maintain pricing reviews that ensure improving margins from designated accounts.
o Responsible for adhering to regional standards on profit margins and discount guidelines.
o Ensure all customer agreements are cost sensitive and appropriate tariff guidelines adhered to.
Planning, Reporting and Performance Management
o Review, analyse, plan, secure and deploy resources necessary to achieve targeted revenues and profitability.
o Collate, plan, prepare and present annual business plan and monthly rolling forecasts/re-forecasts.
o Establish and implement corrective actions/plans to rectify shortfalls/shortcomings
o Prepare and present timely and accurate performance reports with necessary commentaries.
Global and Regional Account Team Support
• Maintain support and co-operation with other members of the account team and throughout the sales force.
• Develop a high performance service culture within the function.
• Plan, organise and direct an efficient and effective function.
• Monitor individual performance..
• Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and
Country objectives and targets.
• Identify training needs and opportunities to develop a highly skilled functional department.
• Degree in Business (preferably MBA).
• Presentation and Communication (English) skills (excellent).
• Facilitation and training skills (excellent).
• Project management skills.
• Performance assessment skills.
• Networking and interpersonal skills.