JOB TITLE Key Account Manager-Retail DEPARTMENT
Retail Forecourt Solutions
REPORTING TO Sales Lead Retail LOCATION Bruma, Johannesburg
ADDITIONAL INFO Must have own reliable transport and valid driver’s licence. Will be required to travel. Exposure to oil company sales / KAM will be advantageous.
PURPOSE OF POSITION
To assist the Retail Forecourt Solutions business unit in growing its market share sustainability within oil companies through strategic initiatives that will result in revenue growth.
Drive revenue growth through the effective execution of KAM strategy
Achieves quarterly revenue growth targets
Define and drive strategic initiatives that will help achieve business objectives
Continuously build and accurately capture sales funnel on Salesforce.com
Build strong relationships with customers and internal stakeholders
Continuously engage customers on pain points, progress on pending issues, AR etc.
Stakeholder management-become the single point of contact for his / her portfolio
Expose oil companies to full GVR product basket and obtain buy in
Find creative ways of leveraging off global contracts
Achieve predetermined revenue and funnel targets
Accurately document all sales activities on Salesforce.com including meetings and attach any related documents
Have a 360 view of all account activities globally and inform business of any key developments
Compile product preparations and solution proposals
Sales administration and reporting
Market research and keeping up to breast with industry developments
DELEGATION OF AUTHORITY
The associate has the authorisation to work within the framework of the actual Delegation of Authorities (DOA).
Company Leadership Team (all functions)
Projects Team, KAM, finance, products and technical teams
MEASURES OF PERFORMANCE (INDICATORS)
Leading Creates a realistic stakeholder engagement plan and works towards exceeding it
Uses a RAIL to religiously drives actions that will enable us to deliver on strategic objectives
Conducts Voice Of the Customer (VOC) at least twice per annum to gain deeper customer insights
Proactively works with stakeholders on new initiatives that will deliver growth
Continuously engages his portfolio on pain points and engages the business to address those.
Value sells on full retail forecourt offering
Lagging Achieves monthly and quarterly targets consistently
Positions Gilbarco as the leader in retail forecourt solutions globally
Leverages off the strength and experience of wider team to achieve objectives
Is perceived as trusted advisor by his / her customers
PERSONAL QUALIFICATIONS & EXPERIENCE
Education / achievements - Tertiary qualification in marketing, sales, technical or business-related studies
Business related degree or diploma (preferred) Experience / Knowledge- At least 5 years proven track record in consultative selling environment and exposure to solution sales.
Extensive solution sales experience preferably in the public sector (preferred)
Above average interpersonal, communication and closing skills- Consistent top performer in sales and excellent interpersonal skills (preferred)
ROLE SPECIFIC COMPETENCIES & BEHAVIOURS
Results Driven-Has capability and capacity to set goals that stretch self and peers.
Consistently drives high quality, on-time results.
Demonstrates the sense of urgency and the flexibility needed to achieve results; immediate impact.-Organizes and prioritizes to drive results.
Does not let perfect get in the way of better.
Champions continuous improvement
Takes actions and makes decisions that support the Fortive Business Systems (FBS) culture.
Is aware of and appropriately uses the FBS tools to drive improvement
Proactively makes recommendations for future improvements.
Thinks through and analyses complex problems, challenges and drives to root cause.
Positively copes with change; applies knowledge and skills effectively in new environments.
Motivated by the challenge of new work; comfortable with ambiguity; proactively seeks answers.
Quickly learns when faced with new challenges and strives to enhance his / her knowledge and skills.
Applies past learning to solve current problems