Johannesburg North - A leading mining company is looking for an individual with a strong mining background to join their team.
Purpose : Engage and lead the customers to enhance value of our systems to their operations. Ensuring that there is a mutually beneficial long-term relationship and assist in the introduction of major new products in the African region.
Requirements : Bachelor’s degree (mining, engineering, business or relevant) Software solutions selling experience Mining domain knowledge 5 Years’ account management experience Mining and computer technology support experience, an advantage Technical abilities to manage client queries and interaction Responsibilities : Managing existing customer relationships to achieve business targets (through systems and processes) Management of sales process Opportunity identification and acting on them Dealing with vendors As required Scope / functional specification generation Busines planning and budgeting Quarterly basis Learning and growth Obtain success stories On a regular basis Identifying enhancement opportunities Update product managers with possible new features Intelligence gathering Ongoing Networking and users forum as required Management of sales process Client profitability Quarterly / yearly Salesforce compliance Monthly CCA management Proactive basis Services and software business opportunites identified and managed Account plans prepared and discussed with clients at least twice a year Client contacts and emails maintained for internal use Provide Superior Customer service Being single point of contact Ongoing Visits to mine sites and meet key players Minimum two visits to each assigned mine site Call Plans Before every site visit or significant tele meetings Client systems performance tracking On monthly basis Mine Wide (Intra departmental) relationships On a regular basis Update clients on software updates and associated benefits Assist in the introduction of major new products in the African region Update cleints on new product releases Entertainment As required Soliciting feedback As required Competencies : Sales - Client Communication Demonstrates a professional sales approach
Promotes on-going communications with customers
Presents a professional image to all prospects and customers
Writes correspondence and proposals to customers that are clear and concise Sales Pipeline Management Recognises where buyers are in their decision cycle at any particular time
Executes the specific skills that create value for customers at each stage of the sales cycle Manager - Safety Leadership Ensures a physically and emotionally safe work environment at Modular offices and other work sites for all employees, customers and other visitors
Deals with safety risks proactively Sales - Account Management Applies SPIN methodology to uncover and address customer needs
Maintains existing accounts (account plans, route maps, etc.)
Protects and increases revenues
Demonstrates account leadership by anticipating problems and resolving them before they become crises Sales - Sales Strategy Development Aligns sales activities with the client's buying cycle
Develops a shared vision of the client's needs
Identifies most appropriate strategies and skills necessary to gain forward movement in order to succeed in each phase of the buying process Sales - Face to Face Selling Plans effective sales calls to shorten sales cycle
Uncovers customer problems and develop those needs you meet best
Presents solutions in a high impact manner, avoiding "feature dumps"
Demonstrates how your solutions meet customers' stated needs Sales - Sales Technical & Professional Knowledge Assesses own strengths and weaknesses
Pursues training and development opportunities
Strives to continuously build knowledge and skills
Shares expertise with others Sales - Sales Proposal Development Demonstrates understanding of customers' business issues and can develop solutions that meet explicit customer needs
Addresses the concerns of multiple departments and decision-makers Sales Acumen Produces results which are consistent with the corporate marketing strategy and that achieve his / her individual sales goals
Sales are proportionate to the effort expended
Produces sales commitments and new sales revenues from target accounts Sales - Initiative / Innovation Demonstrates initiative in pursuing business and sales goals
Solves problems utilizing innovative solutions
Displays enthusiasm, high energy, tenacity, drive, and initiative in the pursuit of business and sales goals
Maintains motivation, persistence, and perseverance, despite rejection and adversity Sales Negotiations Identifies the important distinctions between selling and negotiating
Plans negotiations to ensure a win-win solution
Creates the conditions necessary for successful negotiations to occur
Chooses negotiating techniques appropriate to each situation Work organisation & Administrative Manages commitments effectively
Keeps accurate records and documents actions
Manages time and efforts effectively, meets commitments, and completes assignments
Follows up with customers as promised.