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Job Responsibilities

• Collaborate internally and work as the customer champion in cross-functional teams to build strong external customer relationships.

• Develop a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities, promote the organization, and enhance its reputation.

• Develop and implement relationship management plans for complex potential customer accounts to identify and build relationships with relevant decision makers and influencers within the customer organization

• Maintain relationships with customers such as small- to medium-sized companies, either personally or by supervising an account management team.

• Monitor the performance of the team; allocate work and review completion, take appropriate corrective action to ensure timeliness and quality; contribute to formal individual performance.

• Present products and services to customers with a clear rationale and at standard commercial terms, or refer to senior colleagues where necessary to ask for concessions (e.g., price reduction) that gain the customer's agreement.

• Respond to personal objectives and use performance management systems to improve personal performance.

• Sell a range of products and services to significant customers and/or manage a sales team for a given area, with guidance from senior colleagues

• Set clear objectives for each sales call; tailor and make presentations to decision-makers and influencers within the customer organization; evaluate the customer's level of interest; and identify/respond to areas requiring further information

• Use personal expertise to identify the complex standard products and/or services offered by the organization that meet the customer's needs, together with quantities and product configurations.

• Work within established systems to develop solutions, generate new opportunities and ensure all customer demands are met.

• Extract and combine data to generate standard reports.