The Role
Title
Account Manager
Job Description
Account Operations Management
- Identify and implement sales and business growth opportunities Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.
- Ensure the effective implementation of strategies and plans through thought leadership to ensure that the highest level of performance is achieved, and objectives are met.
- Achievement of the monthly revenue/sales target.
- They are well versed in probing skills to uncover a Need, Pain or something to be Gained (NPG)
- Having probed for and gained agreement on an NPG, they explore with the prospective customer the consequences of either addressing the NPG or not, thereby qualifying it as compelling (or not). Only compelling issues (NPGs) are typically actually addressed, and they understand this fundamental principal underpinning effective solution selling
- They then match appropriate solutions to these needs (NPGs), justify the benefits of their proposed solution against the benefits (or lack thereof) of other alternatives and close the business
- To check accuracy of quotes and invoices, send them to clients and follow-up on outstanding quotes, payments and invoices according OPCO’s policy and procedures
- To ensure that the agreed Personal Development Plan between manager and employee is successfully completed within the OPCO’s policy and procedure framework.
- Convert sales opportunities to wins and invoice. Track billing and survey customer satisfaction
- Source and distribute relevant thought leadership and marketing material to customers.
- Attract new relationships with new customers by supporting collaborative sales efforts.
- Collaborate with the One-Altron group of Companies to leverage opportunities in our chosen industries.
- Actively drive and follow through on qualified opportunities. Establish ongoing productive and professional relationships with key personnel in assigned new customer accounts; and provide continuous, accurate and consistent feedback to prospective customers.
- Ensure an in-depth understanding of the business unit strategy, growth plan, value drivers (revenue and profit trends), and risks.
- Drive collaboration across industries and service lines, including collaboration, performance, cross and upsell opportunities.
- Drive retention strategy.
Governance, Risk and Business Continuity Management
- Ensure that appropriate governance systems are in place and in line with future requirements, i.e. policies, procedures and reporting structures.
- Continually assess the competitiveness of all operations programs and practices against the relevant comparable companies, industries and markets.
- Stay up to date of new trends and innovations in operations.
- Establish and maintain the highest ethical standards in operations practices.
- Ensure that the business unit is fully compliant with all Altron initiatives through conducting regular audits and taking corrective action.
QUALIFICATIONS, EXPERIENCE, & SKILLS:
Educational Qualifications:
- Business Management degree or equivalent NQF 7 qualifications
Professional Qualifications
- N/A
Years of Experience
- At least 3-5 years progressive experience within a professional services business, including the demonstrated ability to manage, deliver and grow accounts.
- At least 3 years’ experience in medical technology solutions sales with a documented successful track record in selling services goods and products and IT solutions in the relevant industry.
Other requirements
- Good Business Acumen
- Solution Sales Methodologies
- Relevant Industry/Domain knowledge
- Entrepreneurial
- Assertiveness
- Attention to detail
- Conflict management
- Professionalism
- Presentation
- Customer relationship management
- Healthcare Knowledge (Practice Management, Medical Billing, EMR Systems)
- Active listening
- Relationship management
Competencies
Behavioral Competencies
- Communicating and Informing
- Results Driven
- Intellectually capable
- Thought Leadership
- Able to speak up
Learned Competencies
- Differentiation, Justification and Powers of Persuasion
- Account Management
- Product/Service knowledge
- Selling Against Competition
Hygiene Factors
- Copes with Change
- Desire to Develop & Grow
- Openness, honesty Integrity
- Embrace diversity
- Logical Thinker
- Passion for customers & Excellence
- Collaborate
- Good Microsoft Office skills
Education
Languages
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The Company
What We Do
Altron is a proudly South African technology group. We harness the power of data, technology and human ingenuity to solve real-world problems, from the everyday to the epic. A technology industry leader since 1965, we’re partnering with customers across all industries to help them grow, build a thriving economy and transform today into a simpler, safer and smarter tomorrow. Altron operates in six countries, employs 4,700+ people and reported revenue of ZAR 7.9bn for the 12-month period ended 28 Feb 2023.
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