Position Title: Account Manager,
Location: Sevilla

Reporting to: Area Manager
FLSA Status: Exempt

Job Family Code: SLS


Our client has supplied the European market with wiring and communications solutions for over 30 years. He has a highly trained team of account managers and partnerships with leading distributors, consultants and strategic alliances throughout Europe, Middle East, and Africa.He can provide superior customer support and product availability wherever it is required. His network aims to provide complete solutions for all their customers' applications and technical support requirements.

Job description

An opportunity has arisen for the positions of: Account Manager, Electrical based from the home office in Seville, Spain reporting to the Area Manager, Electrical, Spain.

Primary Responsibilities:
Implement Electrical market strategies, plans and activities in support of profitably achieving Corporate and EMEA targets, goals and objectives, within budget, for the designated territory, as directed by the Area Manager, Electrical.

Specific Duties:
DUTY
Produce sales forecasts for designated territories, as required.
Develop and maintain strong working relationships with existing and potential end-users and business partners to identify new opportunities and stimulate demand for products, through specification strategy and activities.
Monitor competitor sales, marketing activities and pricing levels, and give feedback to EMEA management.
Prepare and give sales presentations and product demonstrations.
Understand customer needs, promote Products, assist in handling customer problems and complaints.
Participate in national and local trade shows to demonstrate products and engage in general sales promotion activities with existing and potential customers.
Monitor Distributor stock levels, trigger stock orders and process returns, as necessary.
Prepare and submit call reports, sales reviews, expense reports and other reports as required in a timely manner.
Maintain comprehensive customer lists and files for the designated territory.
Project Management and tracking via Oracle.
Monitor and report on customer satisfaction with the quality of products and services.
To perform any other duties within the scope and remit of the role
To comply with Company policies and procedures




3. Core Values:
Core Value
Skills
Quality Accuracy/Attention to Detail, Quality Assurance and Measurement of Effectiveness.
Customer Focus Customer Service Orientation, Knowledge of Company, Business Acumen, Relationship Management, Knowledge of Company’s Industry and Global Perspective.
Initiative and Results-Focused Initiative, Problem Solving, Delivering Results, Decision Making and Critical Thinking, Project Management and Negotiating.
Teamwork Interpersonal Relationships, Flexibility and Adaptability, Oral Communications, Written Communications, Team Management and Team Building and Conflict Management.
Integrity Business Ethics, Self-Awareness and Confidentiality
Superior Products Company Products and Services Knowledge.
Optimum Systems and Processes Adherence to Standards and Process Improvement.
Leadership Listening, Influencing, Performance Management, Coaching, Staffing/Hiring/Selection, Managing Organizational Change and Strategic Thinking & Vision.


4. Specific Skills:
SKills Account Manager
Company Markets Has experience working with different types of e-business applications. Can describe
e-business cycle stages and associated factors and events. Can describe potential benefits and risks of conducting e-commerce. Can discuss considerations for partner, supplier or customer e-business ventures. Has participated in scalability and capacity planning for e-business.
Business
Development Has experience developing new markets or expanding product lines for existing markets. Has worked with design and implementation of campaigns to present products to new markets. Can discuss common and industry-specific benchmarks for business development. Can discuss alternative business development approaches and strategies. Is experienced with a variety of tools and techniques for evaluating market potential. Is experienced with joint business development ventures with partner companies.
Competitive
Environment Can describe the company's major competitors for major product lines. Is knowledgeable about the products, services and markets of multiple competitors. Can describe key differentiators vis-a-vis major competitors. Can describe the types of competition that will be faced in the future. Monitors market activity, penetration and competitive wins or losses against key competitors. Develops, maintains, and leverages diverse networks for staying informed about competition.
Knowledge of
Customers Is experienced with multiple customers and types of customers. Has knowledge of the billing and invoicing methods, procedures and documents. Can discuss customer's goals, strategies and objectives. Has developed and nurtured personal relationships with key customer decision makers. Can describe the needs, preferences, and issues affecting the various customers. Can detail customer's sales history, sales cycles, and buying patterns.
Knowledge of
Product Line Is Knowledgeable in multiple products and product groups. Is familiar with product development and testing processes and practices.
Can describe benefits and competitive advantage of flagship products. Can discuss key product pricing, delivery and service issues and considerations. Has extensive experience with product planning, design, development, testing and delivery.
Field Sales Has applied field sales techniques to a variety of regions, products and services. Has set and managed pricing policies, training, sales and expense budgets, and incentive plans. Can identify likely outcomes and risks of applying field sales strategies. Can describe contingencies to be managed. Can discuss alternative types of selling techniques and their application in field sales. Can adjust selling behavior and sales strategies to competitive pressures and market changes.
Prospecting Is experienced with all aspects of identifying prospective customers and markets. Has in-depth knowledge of multiple prospecting approaches and tools. Can discuss considerations for matching prospecting techniques to customers. Has experience penetrating new markets and targeting new customers. Can describe strategies and support mechanisms for growth initiatives at existing accounts. Has used a variety of sources to locate or get information on prospective customers.
Sales Proposals
and Presentations Is experienced with developing multiple and varied formal, written proposals. Has participated in product shows, exhibits or customer conferences. Can cite specific proposals and how they position the company favorably against competitors. Is experienced with various approaches to structuring or designing special or unusual deals.
Can discuss risk and reward considerations for special or unusual deals. Has varied experience with positioning proposals to expand sales in the future.
Sales Closings
and Agreements Is experienced with negotiating and executing a variety of sales agreements, programs, and promotions. Can describe multiple techniques for helping a prospect commit to a decision. Has developed special programs and non-standard sales agreements. Is knowledgeable in customer's funding process and the involvement of key decision makers. Can discuss what constitutes a legal contract and what doesn't. Can cite company examples of major wins and losses and lessons learned. Can call on all levels of end user and distribution management.
Account
Management Is experienced with all aspects of managing existing customer accounts. Can describe the needs and preferences of key players at relevant customer accounts. Can discuss demographics, trends and issues affecting specific markets and customers. Is knowledgeable about local, regional and company-wide resources available for deployment. Coordinates with customer on account activities and monitors customer satisfaction. Is able to match customer needs with appropriate goods and services.
Sales Function Is experienced with managing a sales unit or department. Has contributed to development of sales strategies and plans. Has participated in successful implementation or improvement initiatives. Contributes to the establishment of best practices for sales. Can describe the use of technology in current and planned sales strategies. Can describe the key relationships and dependencies with other business functions.
Knowledge of Sales Channel
Has experience in executing multi-channel strategies for diverse products, services and markets.
Can discuss the benefits, risks, and considerations for several sales channels. Can outline considerations for optimal balancing of sales channels. Can describe contingencies to be managed: e.g. inventory, fulfillment, service, sales training. Can describe key elements of planning and executing a multi-channel sales strategy. Can discuss market fluctuations and penetration of company's products vis-a-vis channel mix.




Additional Requirements:
• English and Spanish language skills
• Experience in the Electrical Market
• 3+ years experience of solution selling
• IT Literate
martes, 20 de mayo de 2008