Key Account Manager / Field Sales Engineer

Unique Personnel boasts over 50 years (established in 1970) of personnel and staffing experience, so it's not surprising that even though our main focus has been providing on South African Staffing Solutions, we now recruit internationally for over 5000 clients

Duties & Responsibilities

Job Purpose

• The Key Account Manager / Field Sales Engineer (KAM) is responsible for managing, retaining and growing a portfolio of key accounts by increasing sales and expanding product penetration across the customer base.

• The KAM keeps customers informed of new technologies within company's (AA) line card, visits customers on a regular and planned basis, and prepares accurate, timely quotations in response to each customer request.

• Success in this role depends on close collaboration across AA's internal functions.

• The KAM is expected to draw on AA's engineering resources to promote new products, support design-in activity, and secure sustainable, long-term sales growth.

Key Responsibilities

Account & Relationship Management

• Establish, maintain and manage all aspects of the customer relationship, including technical support, marketing engagement and internal sales support.

• Identify short-term and long-term customer needs to determine total available business potential within each account.

• Develop, review and maintain account objectives and strategies, addressing customer needs and business objectives.

Strategic Account Planning & Business Development

• Develop, review and update account objectives and strategies that align with both customer needs and AA's business objectives.

• Proactively promote and sell AA's full product portfolio in line with marketing strategy, extending reach to all potential customers.

• Proactively identify and pursue ‘design-in’ opportunities, engaging technical and engineering support as required.

• Research and investigate new business opportunities, market trends and competitor activity.

• Partner with AA's suppliers to initiate and drive joint customer visits to major accounts.

Sales Planning, Forecasting & Reporting

• Prepare accurate sales forecasts and budgets for the assigned account portfolio.

• Monthly sales reporting on call plans and MML report.

• Ensure all customer negotiations are conducted within defined costing and financial parameters.

Internal Collaboration & Team Coordination

• Liaise and collaborate with internal departments, effectively coordinating resources in support of account objectives.

• Manage the activities of the sales administrator(s) reporting into this role to ensure effective conversion of orders into confirmed sales.

• Attend and actively participate in sales and product training sessions and meetings.

Presentations & Stakeholder Engagement

• Prepare and deliver presentations to existing and prospective major customers, including at senior management and director level.

• Prepare and deliver presentations at internal sales meetings, reporting on progress with new and existing major accounts.

General

• Undertake additional responsibilities as reasonably requested by customers or assigned by management.

Core Responsibilities

Governance and Risk Management

• Ensure ongoing compliance with applicable governance frameworks, including POPIA and ISO requirements, together with related AA policies, procedures and reporting structures.

• Identify, escalate and help mitigate commercial, contractual and reputational risks arising within the account portfolio.

• Maintain accurate, up-to-date and confidential customer records in line with data protection and information security requirements.

External Parties and Relationship Management

• Build and sustain trusted, professional relationships with customers and suppliers that support AA's reputation as a best-in-class partner.

• Represent AA professionally and consistently in all external engagements, ensuring alignment with company values and brand standards.

Communications & Working Relationships

Purpose of Integration

• Account strategy alignment, forecasting, pipeline review and escalation of customer requirements.

• Alignment on asset-related requirements and equipment supporting customer engagements.

• Coordination of stock availability, delivery scheduling and order fulfilment for key accounts.

• Order processing, credit terms, invoicing accuracy and resolution of account queries.

• Deliver a best-in-class standard of service excellence, technical support and account management.

• Joint account planning, technical collaboration and coordinated customer engagement

Desired Experience & Qualification

Qualifications, Experience, & Skills: Educational Qualifications:

• Matric or equivalent

• A qualification in Electronics Engineering, or a Business Administration qualification will be an added advantage

Experience

• 5 to 7 years' experience in a technical sales, key account management or field sales engineering role, ideally within the electronic components or related distribution industry.

• Computer literacy, including MS Office and Syspro.