Key Account Manager IT Distributor Networking & VoIP - Reading

Key Account Manager – IT Distributor – Networking & VoIP - Reading The Company Founded in 1993, they are a leading specialist distributor of converged IP solutions. Technologies include Broadband, VoIP, Security, WLAN, Networking and IP Surveillance. The portfolio of VoIP products includes products from leading vendors covering the areas of IP Handsets, VoIP Gateways, IP PBXs and other miscellaneous products. It is backed with a comprehensive range of value-added services including certified training, design, pre- and post-sales support and pre-configuration/fulfilment, amongst others. Targeted primarily at the SME and Enterprise markets, these products and solutions are supplied to System Integrators, Value Added Resellers, Service Providers, Telcos and Catalogue/Web Resellers. Job description and responsibilities The role of the Key Account Manager will be to drive business growth for their portfolio of VoIP and Networking solutions as well as its range of Technical Services. This is a senior sales role with responsibility of developing higher value accounts within the System Integrator and Service Provider markets; recruiting new partners, helping them to gain momentum and then managing their growth. It will involve close co-operation with all internal departments, in particular Marketing (to support business development activities and help identify new opportunities) and Technical Support (to ensure the right level of support and services are being provided). A good working knowledge of Networking and/or VoIP technology will be required along with a good knowledge of the channels in either or both sectors. This knowledge will typically be gained through a minimum of 3 years’ experience of selling similar products into these markets. Overall Responsibility Develop new customers for their range of VoIP and Networking solutions, in particular the Yealink and ZyXEL ranges. Deliver annual revenues and gross profit to agreed targets. Achieve a revenue run-rate of £1.5M within a 12 month period at agreed margins. Help create and deliver marketing initiatives such as roadshow events. Liaise, as required, with key vendors regarding sales activities and to provide them with updates, as required. Specific Responsibilities include 1. Generation and development of key accounts The generation of new accounts and ongoing management to maximise the levels of business. To develop minimum run-rate sales of £1.5M, at agreed margins, within the first 12 months. 2. Account Management Work with new customers, and maybe a small number of existing customers, to develop sales of all products. This will include close co-operation with customers’ sales teams and other departments to gain maximum exposure for their products and services. 3. Sales Processes Deal with customer enquiries in a timely and efficient manner Preparing quotations and literature for customers. Maintaining EMS and CRM system with customer and pipeline information. Resolve customer problems relating to pricing, supply and product selection. 4. Telesales / Enquiry Generation / Database Management Participate in general sales activities such as call-outs to generate sales leads. Record/update information on database. Provide customer reports to management and suppliers, as required. 5. Supplier Liaison Active involvement in communication with manufacturing partners, to include regular conference calls, reporting as required and any other matters requiring attention. 6. Marcom Activities Assist in the creation of promotions (Distributor and manufacturers) and ensure that they are communicated to customers Help to create and drive marketing initiatives to customers or through customers (in cases of end user events). 7. Miscellaneous To undertake other tasks required by the Company. Qualification and experience required 1. The experience required for the position will typically have been gained from working in the Networking and/or VoIP arena. It will require: A good knowledge of the Networking and/or VoIP industry with an understanding of their products and applications and the ability to discuss these with customers. Good knowledge of trade channels (resellers and integrators) and competitors. A strong track record in selling similar products. Demonstrable sales ability over a minimum period of 3 years in a senior role preferably within a channel environment. A strong commercial acumen to provide input on matters relating to customers, suppliers and the Company. 2. The ideal candidate will also have: Driving ambition to succeed and a desire to be an integral part of a growing organisation. Good communication skills at all levels from sales floor to senior management. An outgoing and presentable manner when communicating with customers, suppliers and colleagues. Ability to take initiative and to work under pressure with minimal supervision. Good time management skills and a strong regard for timescales and punctuality. Key Account Manager – IT Distributor – Networking & VoIP - Reading This job was originally posted as www.totaljobs.com/job/89611452