The Role: Essential functions:
- Strategic Account Plan
- Defines a business plan including quarterly action plan, in order to reach the targets defined. The plan will be in accordance with the Key Account Plan template and updated accordingly
- Market Analysis on Strategic Named Accounts
- Install Base Maturity Assessment
- Install Base Saturation Assessment
- Competitive Analysis
- Create awareness of competitor activities to the Management Team in CRM
- Collection of competitor pricing
- Technical Offering
- Strongly supports customer development of strategic accounts and key players
- The Strategic Named Accounts identifies long term market trends (market requirement, upcoming legislation?) in the Strategic Named Accounts and participates in the Customer network events.
- Strategic Account Planning
- Develop strategic plan for Strategic Named Accounts Template
- Create quarterly tactical activity plan for the Strategic Named Accounts
- Provide monthly updates on Strategic Account progress in Strategic Account Review meeting
- Planning andpreparing presentations
- Submit Weekly Call Plan for review
- Sales Activities
- Following up new business opportunities within Strategic Named Account and setting up meetings
- Communicating new product developments to Strategic Named Accounts
- Provide Strategic Named Accounts with proposals
- Negotiate the terms of an agreement and close sales
- Evaluate the Strategic Named Accounts requirements and decide on which is the best engagement model to follow
- Assistance with special pricing agreements and project specific pricing requirement??s
- Channel
- Understanding the eco-system of their Strategic Named Accounts (association, EPCs, OEM?)
- Engage with Channel Partners to develop co-sell strategy for Strategic Named Account
- AVEVA Portfolio
- Educate self and be proficient in the AVEVA Portfolio
- Understand portfolio positioning specific to Customer Industry
- Understand how to price the AVEVA solution offerings
- C Level engagement
- Responsible to coordinate IS3 Management for executive meetings
- Following up new business opportunities and setting up meetings
- Proposals
- Overall Responsible for quality and coordination of Bids and Proposals with support from Technical and Admin Teams according to RFT process and ISO 9001 QMS
- Events
- Prepare and present on the portfolio of products at marketing events.
- Represent your organization at trade exhibitions, events and demonstrations
- From time to time to assist with marketing activities like Conferences, Breakfasts, Golf days
Skills and Experience: Qualification Essential Competency:
- Matric
- Strong Sales background
Experience required:
- Ability to establish strong client working relationships and network within Customer
- Knowledge of industry related processes
- Must have strong proposal skills including the ability to deliver technical presentations
- An ability to solve problems
- Consultative Selling Skills
- Strong market knowledge
- Entrepreneurial Spirit
- Knowledge of operational technology
- Valid driver??s license
- Experience in Automation ?? also not necessary
- Must have a minimum 5 years?? experience sales experience