SALES / KEY ACCOUNT MANAGER (IT SUPPLIES & HARDWARE CATEGORY)
Market related salary (Snr level)
Germiston, Gauteng

We currently have the above vacancy and wish to invite suitably qualified applicants to submit their details for our consideration. This position will be based in Germiston. The ideal candidate will need to have significant knowledge and experience in IT and Hardware products with a stable and proven employment record in Sales / Key Account Management. This is an Employment Equity position.

REQUIREMENTS:
Relevant B Degree or equivalent qualification will be beneficial
Minimum 6 to 7 years of industry experience in IT Supplies / Hardware / Office Automation supplies
Minimum 3 to 4 years Sales or Key Account Management experience
Valid Driver’s Licence and own reliable vehicle and willing to travel;
IT Hardware and Supplies – technical product knowledge is essential.
Appropriate technical expertise, sound sale background and ability to provide product support and customer service;
The candidate should be a consultative seller who can maintain and grow the portfolio;
Strong communication, negotiation and interpersonal skills;
Computer Literacy

RESPONSIBILITIES - JOB DESCRIPTION:

Category Management:
Supplier Negotiations - Ensure that beneficial prices and trading terms are negotiated; Address all issues and concerns mentioned during these negotiations; Ensure that new supplier agreements are entered into.
Solutions Specialists - Ensure that Solutions Specialists perform against budget by ensuring that established best practices, procedures and standards are adhered to; Monitor daily actual performance figures for the Region, taking corrective action where necessary.
Product Training - Ensure that Solution Specialists product knowledge is kept up-to-date by arranging supplier training on a regular basis
Product Selection - Participate in the selection of viable new products for Retail and Corporate by liaising with Branch and Regional Staff; Conduct research regarding new viable and / or alternative products on the market; Study brochures or visit competitor branches; Serve on the Product Selection Forum and monitor sales volumes of all products continuously.
Marketing - Create and maintain market awareness of IT Hardware sales capabilities by liaising with the Marketing Department to arrange campaigns and promotions; Arrange in-store displays and events.
Inventory - Ensure that adequate stock levels of the right stock to ensure continuous supply and to prevent any stock shortages and back-orders; Liaise with Procurement and Regional Sales and Operations Managers; Run stock reports; Liaise with suppliers on a continuous basis and follow-up on back-orders.
Customers - Maintain and / or enhance customer satisfaction with product and service quality by making regular visits to key customers; Identify and resolve any queries and / or issues in a prompt, effective and professional manner.

Other:
Manage the IT Hardware Category for the region (Gauteng). Meeting and / or exceeding Sales targets, value and growth budget and gross profit budget, ensuring that stock holdings are adequate to meet business objectives and building better customer and supplier relationships
Budgets. Ensure that sales and GP budgets are achieved and / or exceeded - Assist with budget preparation and finalisation; Ensure correct stock holding levels (GP operations only correct pricing); Have flexibility in mark-up to meet client budget; Minimise losses arising from incorrectly quoted and / or supplied items; Ensure that correct sales volumes, value and expected growth is achieved.
Training. Ensure the efficient functioning and knowledge of the sales team by - Ensure that the sales team is able to answer questions and demonstrate all aspects of the range; Ensure that the sales team is familiar with the contents of the catalogue and able to look up prices; Ensure that the sales team is able to advise the customer correctly on choice of range; Holding and / or arranging regular training sessions for the sales team.
Key Account Management. Build an effective Key Account Management programme by - Call on decision makers in larger customers and accounts to extend existing sales; Maintain key customer relationships and advise them particularly with regards to expensive and / or made-to-order products; Handle trouble-shooting and key customer’s issues in a professional and efficient fashion; Ensure effective credit control is maintained.
Retail Showrooms. Visit retail showrooms and conduct showroom inspections on a regular basis; Report the findings of these showroom inspections to Management and take the necessary action required; Identify and recommend what ranges needs to be placed in showrooms to increase sales; Assist with any ITH queries or issues that the branch might have; Guide and offer assistance to Category Specialists and branches on quotations bigger than agreed minimum amount.
Sales. Ensure that ITH sales per sales person and per branch meet and / or exceed budget, with the aim of growing the business, by - Setting and monitoring targets; Tracking and evaluating the performance of individual and branch performance; Develop and implement in-store promotions; Liaise with Marketing Department to arrange Regional and / or National promotions; Arrange and / or deliver product training on an on-going basis; Identify innovative sales channels; Suggest add-on products; Track and evaluate product movement identifying fast and slow moving stock, and take the necessary corrective steps where any negative findings have been made.
Manage Sales Team. Monitor the performance of all ITH sales staff; Monitor the expenditure of all ITH sales staff (e.g. petrol, cell phones, etc.); Provide specific, constructive performance feedback to staff at regular intervals; Ensure that all policies and procedures are clearly and regularly communicated to staff members; Ensure that the sales team is presentable at all times