KEY ACCOUNT BUSINESS ACCOUNT EXECUTIVE

Please read the position information carefully and ensure that in your email of application (if that is what you decide to do) that you address the criteria. 

Only one document please - no cover letter, if it helps you, make a personal statement at the beginning of the resume.

A. POSITION SUMMARY

This position is responsible for maintaining and expanding business within existing national key accounts who operate through multi locations, through effective account management strategies to capitalise on rewarding and profitable long-term business relationships for The Signcraft Group, as well as developing strategic new business with key account targets.

* You will need to carry yourself with confidence and dignity
* You will need to be able to engage with people at all levels
* You will make a positive impression by word and deeds

The individual needs to be able to work effectively with other parts of the organisation in order to fulfil their duties with our biggest clients. The incumbent National Sales Manager currently interacts with these clients and will personally mentor the new person through an effective induction.

It is most likely that this person will have experience working and negotiating with senior people within national organisations and will be able to demonstrate that. We are interested in referrers comments.

Others within the organisation will actively prospect for new clients and where through size they qualify, will once gained, be handled over to this position to maintain and grow. This position will be responsible for the growth of those clients entrusted.

First priority - maintain, second - grow

An overview of the posiiton

1. Responsible for the planning and research activities associated with the Account Executive role with in the defined region/ business unit

1.1 Provides input when required, indeveloping and setting budgets and targets for revenue / profit, in conjunction with the relevant General Manager

1.2 Participates in developing and implementing the sales and marketing strategy, action plans and suitable systems to ensure budgets and targets are met or exceeded for the nominated region or business unit

1.3 Monitors and reports on market andcompetitor activities and provides relevant reports and information

1.4 Actively identifies, researches in an attemptto secure new business opportunities within the local region and national marketplace in alignment with the above stated sales and marketing plans

2.Responsible for the execution of the sales and marketing strategies in order to secure NEW business in alignment with agreed budgets and profitabilitystatements

2.1   Plansand prioritises personal sales activities and customer/ prospect contact towards achieving agreed business goals

2.2   Plans and manages personal business portfolio/ territory according to the agreed marketing and sales strategy

2.3   Developsnew customers through appropriate proposals, ethical sales methods and relevant internal liaison, to optimize quality of service, business growth and customer satisfaction

2.4   Ensuresactive and persistent follow up of all sales opportunities in order to attainrequired financial and business goals

2.5   Plans/carry’s out/ supports local marketing activities to agreed budgets and time frames and integrates personal sales efforts with other organized marketingactivities

2.6   Respondsto and follows up sales enquiries in a timely manner

2.7   Maintainsvery regular quality contact with a broad range of new clients

2.8   Demonstrates sensitivity and alertness to issues/ problems in servicing clients’ needs, withan emphasis on early detection and rectification

2.9   Attends and presents at external customer meetings, internal meetings and other company functions necessary to perform duties and aid business development

2.10   Demonstratesexpert product knowledge and solution recommendations in regards to TheSigncraft Group’s overall signage products and service

2.11   Builds,develops and actively manages the working relationships between The SigncraftGroup and its ‘new’ client base

2.12   Ensureshigh level of interactivity and successful cohesion with the business development function, project management function and estimating andengineering group in the defined region or business unit 

2.13   Achievesor exceeds targeted turnover and profit levels for ‘new’ customers in the defined region/ business unit and for the national group generally.

3.Responsible for the development of additional sales within the EXISTING client base and maintaining customer satisfaction through effective Account ManagementTechniques


3.1   Plans and prioritises personal sales activities and customer/ prospect contacttowards achieving agreed business goals

3.2   Plans and manages personal business portfolio/ territory according to the agreedmarketing and sales strategy

3.3   Advises on product/ service mix, pricing and margins according to agreed goals

3.4   Maintains and develops existing customers through appropriate proposals, ethical sales methods and relevant internal liaison, to optimize quality of service, businessgrowth and customer satisfaction

3.5   Focuseson gaining additional revenue form existing clients

3.6   Ensuresactive and persistent follow up of all sales opportunities in order to attainrequired financial and business goals

3.7   Plans/carry’s out/ supports local marketing activities to agreed budgets andtimeframes and integrates personal sales efforts with other organized marketingactivities

3.8   Respondsto and follows up sales enquiries in a timely manner

3.9   Maintainsvery regular quality contact with a broad range of existing clients

3.10  Demonstrates sensitivity and alertness toissues/ problems in servicing clients’ needs, with an emphasis on earlydetection and rectification

3.11  Attends and presents at external customermeetings, internal meetings and other company functions necessary to performduties and aid business development

3.12  Demonstrates expert product knowledge andsolution recommendations in regards to The Signcraft Group’s overall signageproducts and services

3.13  Builds, develops and actively manages theworking relationships between The Signcraft Group and its existing client base

3.14  Ensure high level of interactivity andsuccessful cohesion with the business development function, project managementfunction, estimating and engineering group in defined region/ business unit

3.15  Achieves or exceeds targeted turnover andprofit levels within defined region/ business unit.

 

4.Responsible for all administrative tasks associated with the Account Executivefunction in order to provide a professional service to customers and maintaininternal quality standards.

4.1   Preparesconsidered and detailed briefs for the project / estimating/ engineering groupto ensure considered, timely and appropriate generation of pricing and projectsolutions.

4.2   Contributesto the effective maintenance of a detailed marketing database for nationalaccess

4.3   Preparesaccurate and timely meeting minutes and business development updates to ensureall business development resources are informed and updated of status ofrelationships and opportunities

4.4   Preparesaccurate Marketing Intelligence reports and submits on a weekly basis

4.5   PreparesWeekly Activity Summary Report and submits to Manager on a weekly basis

4.6   Attendsand actively participates in regular sales meetings 

 

5.  Responsiblefor the display of personal leadership qualities in alignment with theorganizations SPIRET ideals and for the attainment of Service PerformanceIndicators specific to the role

5.1   Ensuresthe highest level of teamwork, leadership, professionalism, attendance,punctuality, presentation and ethics are demonstrated and maintained

5.2   Isproactive in keeping abreast of changes specific to role and actively exploresopportunities to enhance personal knowledge and application through developmentand training activities

5.3   Ensuresattainment of the published Service Performance Indicators specific to the roleand is flexible in responding to changing demands of these SPI’s

5.4 Ensures adherence to all company policieswithin all plants including but not limited to OHS&E, QA, IT, HR,purchasing, reporting, behavior, vehicles and equipment, timekeeping, customerservice and the SPIRET ideal.

 

6.Actively participates in Continuously Improving the organisation by engaging inImprovement Projects

       6.1Actively participates inthe continuous improvement of The Signcraft Group by   engaging in at least oneContinuous Improvement team Project that will assist the business to move froma  ‘good’ to a ‘great’ business. 

A complete job description is available including Performance Measures

Make contact with Rex Buckingham, Principal of colourthinking to progress your interest. Telephone direct on 0407827173