The Role
Manages B2B, B2G, and B2E sales across corporate, government, and education accounts. Responsibilities include account planning, business development, sales target achievement, executive relationship management, product training, distributor coordination, stock and forecast management, vendor registration, receivables oversight, documentation, and customer service. The role develops strategic accounts, drives product benefits and financing initiatives, manages supply-chain coordination, and delivers quarterly growth and profitability targets.
Summary Generated by Built In
Our Client is a leading gadgets leader globally, providing products, technical support, repairs, product assistance, and related customer solutions.
They are seeking to hire a B2B/B2G/B2E Sales Manager to drive Sales & Marketing initiatives like Employee Choice and offer other product benefits to B2E/B2G customers and their staff, including Device Finance, Trade-in, Device Insurance, Trainings etc. to drive Education and Government sales.
Key Responsibilities:
1. Business Development
- Build a quarterly account plan for key accounts, which includes clear goals, actions, timeline to achieve this potential.
- Identify opportunities for growth in each channel account.
- High level account intelligence - understand end users key strategic objectives and challenges with respect to B2E/B2G Universe.
- Review any financial and strategic info publicly available.
- Review trends in account - competitor analysis (benchmark) – other vendors pricing to the corporates and education sector.
- Clearly identify & point to each account, potential value contribution of our brand to their business, translate this into impact on re-seller/end user’s bottom line
- Drive implementation of plan with each account & monitor effectiveness at end of each quarter.
Specific Key Performance Measurement/Indicators
- Account plan developed and translated into a quarterly business plan which delivers increased profitability in each account in line with agreed targets - 100% achievement.
- Weekly monitoring - 100% achievement. 100% capturing of the agreed customer data based including existing and planned.
- 100% sales achievement on all LOBs.
- Number of new accounts as per agreed target.
- 5.Qtr wise growth in B2E and B2G accounts - Minimum 30%.
- B2E/B2G contribution to revenue - Minimum 35%.
2. Sales Management
- Achieve sales targets.
- Present confirmed forward orders/ forecasts.
- Weekly stock management & sell out management (where applicable)
- Maximize B2E/B2G product sales in each account
- Identify and develop B2E and B2G accounts.
- Reach the CXO level officers of these customers and develop good relations with them.
- Engage with the CTOS and IT Managers.
- Engage with Procurement Managers and other decision making executives.
- Inspire and create innovative solutions to drive sales, margin and turnover with Corporate accounts.
- Offer product benefits to Corporate and Education customers.
- Arrange Trainings for the customers’ staff.
- Also work with a Key Distributor as Account Manager.
Specific Key Performance Measurement/Indicators
- Target achievement - 100% Secured by start of each quarter
- Unit Sales number as well as number of B2E/B2G customers developed - 30% growth
- Number of CXO contacts developed during the period - Minimum 20 per qtr
- Number of successes with Employee Choice - Minimum 5 per qtr
- Overall Evaluation = Satisfactory if targets met
3. Administration & Stock Planning
- Contact reports
- Ensure correct stock holding.
- Ensure weekly sell out reports are received
- SAMI planning
- Manage the admin around existing customers.
- Customer service
- Sales and Service support
- Manage Vendor Registration for various corporate and education customers.
- Effective documentation and filing procedures
- Managing Debtors and receivables for the corporate and education customers.
- Adhere to the various policies and procedures of B2B accounts, including top companies.
- Managing online registrations, bidding, filing invoices etc for the B2E and B2G customers.
- Work with a Key Distributor as Account Manager to manage the Supply Chain from Principal to Distributor. This involves coordination between Nigeria and South Africa HO on orders, deliveries, service support etc.
Specific Key Performance Measurement/Indicators
- Accurate plans in place one month prior to the quarter.
- Monthly 95% satisfaction.
- 100% compliance on documentation for registration with vendors in a timely manner.
- 0%% overdue debts.
- 0% bad debts
Job Requirements:
- Minimum of Bachelor's degree or equivalent qualification.
- Minimum of 5 years in Account Management/Business Development with a reputable brand.
- Proficient in working on ERPs and other business related software.
- Negotiation experience, sales experience, analytical ability, managerial skills, presentation skills
- Skilled in communicating with stakeholders
- Excellent understanding of Excel
- Attention to details, good communication skills, passionate, flexible and efficient.
Skills Required
- Bachelor's degree or equivalent qualification
- At least 5 years of account management or business development experience with a reputable brand
- Proficiency with ERP systems and other business software
- Negotiation experience
- Sales experience
- Analytical ability
- Managerial skills
- Presentation skills
- Stakeholder communication skills
- Excellent Excel skills
- Attention to detail, good communication, passion, flexibility, and efficiency
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The Company
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