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