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ACCOUNT MANAGER – KwaZulu Natal | Randinstrument

ACCOUNT MANAGER – KwaZulu Natal

Rand Instruments Africa, a division of TRG is in need of an Account Manager to work in our KwaZulu Natal area, reporting to our Springs office. The primary role of this position is to prospect within the agreed area and industries for new clients by networking, qualified calling, advertising or other means of generating interest from potential clients.

POSITION:

ACCOUNT MANAGER

POSITION GRADING:

N/A

DEPARTMENT:

Springs

HOURS OF DUTY:

Monday to Thursday

07:30 – 16:30

Friday

07:30 – 13:30

TOTAL HOURS PER WEEK

40 hours

LOCATION OF POST ON ORGANOGRAM

DEPARTMENT

TRG

BRANCH

Gauteng

SURROUNDING POSTS

IMMEDIATE SUPERIOR

Sales & Marketing Executive

COMPANY BACKGROUND

The Rand Group of companies (TRG) delivers critical design engineering and manufacturing services and products to a diverse portfolio of global, national and international organisations. Comprising of Rand Instruments Africa, Rand Manufacturing, Rand Digital and Rand Skills Enhancement Centre, TRG was officially formed in 1998 and specialises in the designing and implementing of Analyser System Integration (ASI).

With a customer portfolio including long-standing partnerships with some of the world’s most iconic and impactful organisations, TRG is responsible for ensuring the efficiency, safety and regulatory compliance of their customers’ production systems, as well as consistent end product quality.

TRG has established a reputation for pioneering the advancement of quality standards and innovation in large-scale, and often highly complex, analyser systems and related equipment. What sets TRG apart from their counterparts is the organisations unique capacity to not only conceptualise, design, install and analyse critical plant design processes, but also their ownership of the development and fabrication of specialised equipment used within plants and facilities.  This has afforded TRG total oversite and accountability for the upholding of quality and standards across each engineering solution project, in its entirety.

MAIN PURPOSE OF THIS POSITION

Rand Instruments Africa, a division of TRG is in need of an Account Manager to work in our KwaZulu Natal area, reporting to our Springs office.

The primary role of this position is to prospect within the agreed area and industries for new clients by networking, qualified calling, advertising or other means of generating interest from potential clients. The Account Manager must then plan persuasive value and need selling approaches within the context of specialised industry applications that will convince potential clients to enter into a long standing business engagement that is mutually beneficial and value adding to our clients.

They must develop a rapport with new clients, and set targets for sales and provide support that will continually improve the relationship. They are also required to grow and retain existing accounts by presenting new solutions and services to clients by demonstrating subject matter insights. The Accounts Manager work with mid and senior level management, sales, internal sales, marketing, and technical presales staff.

The Account Manager may manage the activities of others responsible for developing business for the company. Strategic planning is a key part of this job description, since it is the Account Manager’s responsibility to develop the pipeline of new business coming into the company. This requires a thorough knowledge of the market, the solutions/services the company can provide, and of the company’s competitors.

SUMMARY OF RESPONSIBILITIES AND PERSONAL DUTIES

Account Management

  • Prospect for potential new clients and turn this into increased business.
  • Qualified calling as appropriate within your market or geographic area to ensure a robust pipeline of opportunities.
  • Meet potential clients by growing, maintaining, and leveraging your network.
  • Identify potential clients, and the decision makers within the client organisation.
  • Research and build relationships with new clients.
  • Set up meetings between client decision makers and company’s practice leaders.
  • Plan approaches and pitches to support total solution selling
  • Work with team to develop proposals that speaks to the client’s needs, concerns, and objectives.
  • Within the context of the company’s pricing strategy, participate in pricing the solution/service.
  • Handle objections by clarifying, emphasizing agreements and working through differences to a positive conclusion.
  • Use a variety of styles to persuade or negotiate appropriately.
  • Present an image that mirrors that of the client.
  • Submit weekly progress reports and ensure data is accurate.
  • Ensure that data is accurately entered and managed in line with the company’s sales management system processes and procedures.
  • Maintain a qualified 2 x cover pipeline.
  • Forecast sales targets and ensure they are met.
  • Track and record activity on accounts and help to close deals to meet these targets.
  • Research and develop a thorough understanding of the company’s people and capabilities.
  • Understand the company’s goal and purpose so that will continual to enhance the company’s performance.

Planning

  • Attend industry functions, such as association events and conferences, and provide feedback and information on market and industry trends.
  • Present to and consult with mid and senior level management on business trends with a view to developing new services, products, and distribution channels.
  • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.
  • Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Client Retention

  • Present new products and services and enhance existing relationships.
  • Work with technical staff and other internal colleagues to meet customer needs.
  • Arrange and participate in internal and external client debriefs.

Other

  • Responsible for Health, Safety, Environmental and Quality aspects as set out in the SHEQ Policy.
  • The promotion and support of all the principles and practices of all aspects of fairness at work in accordance with Rand Instruments Africa’s Equal Opportunities Policy
  • Such other duties as may be allocated and interchange of duties as required
  • The performance of this role will be managed by KPIs which will be agreed on acceptance of the role

AUTHORITY OF THE POST

The post is required to apply laid down procedures with respect to company information processing sequences and / or co-ordination of specific interventions / requirements and seek approval prior to any adjustment / amendment or circulation of records, memorandums, notices, system information and reports.

ESSENTIAL REQUIREMENTS OF THE POST

    

Education 

Background of Electrical, Instrumentation and Mechanical Engineering preferred.

Matric required, a related tertiary degree is preferred.

3-5+ years relevant experience in product and solution sales experience and familiarity of our products and line of business.

Knowledge,

Skills

and Abilities

 

 

Ideal candidate must be self-motivated with a proven track record in sales and knowledge of process automation technology.

Must possess strong presentation skills and be able to communicate professionally in written responses to emails, RFPs, and when submitting reports.

Ability to eliminate sales obstacles through creative and adaptive approaches to fulfil clients’ needs

Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Prospecting Skills, Sales Planning, Identification of Customer Needs and Challenges, Territory Management, Market Knowledge, Meeting Sales Goals, Professionalism.

Must be prepared for extensive travel. Driver’s license required with own reliable transport

Computer Proficiency

 

Computer literate on the Microsoft Suite of products including Word, Excel, PowerPoint.