Reporting to the Executive – Sales, they act as a liaison between the “Business (i.e. Pentana Solutions) and the “Customer”. The
Enterprise Account Manager is an integral part of the Sales team and we currently have vacancies within our VIC and QLD sites.
Acting as this liaison, the incumbent will successfully manage customer relationships, overall customer satisfaction and customer retention, within their defined territory of operation. They will do this by proactively and positively building and maintaining value-add relationships with customers at all levels.
THE ROLE:
Key responsibilities include, but are not limited to:
- Establish and manage multi-level senior leadership relationship plans between the Pentana Solutions leadership team and key accounts and stakeholders.
- Lead and account manage Pentana Solutions sales engagement with nominated enterprise accounts
- Regularly build and maintain positive relationships at C level which may include DP/Owner level (e.g. through regular face-to-face meetings, phone calls, virtual meetings).
- Maintain regular contact with customers with an agenda to ensure all meetings are beneficial and of value.
- Top Gear Presentations are proactively facilitated at DP/owner level
- Manage the retention of all Pentana Solutions customers by defining and executing strategies to ensure every customer allocated has a mutually beneficial relationship with our business.
- Create retention strategies to ensure potential issues are addressed with “at risk” customers in a timely manner.
- Meet deadlines as agreed with the business and customer .
- Update and maintain the CRM database
- Regularly communicate and report on the progress of projects and tasks
- Drive new products and value added service saturation through -understanding the market; customer needs; our ability to develop profitable, unique innovative solutions.
- Maintain and regularly review own Personal Goals / KPI’s.
- Be responsible for ensuring financial performance against budgets; account management and business development within these defined accounts.
- Ensure that for all Enterprise Accounts, the following sales disciplines are followed.
- Pipeline management
- Pentana Solutions Database – must be kept up to date and accurate at all times
- Prospecting and relationship building within defined accounts at both Corporate and Dealership level
- Formal account plans Inc. road maps
- Engagement matrix including structure mirroring – which ensures Pentana Management is aligned to our customers
- Product saturation reports are maintained at all times
- Driving marketing initiatives into Enterprise Accounts with the support of Pentana Solutions Marketing Department
- Work with the Executive – Sales, to assist in budget setting, HR, Performance management and business direction in line with Company expectations.
- Assist with debtor’s collection – If there is an objection relating to sales this falls within this role.
- Closing opportunities to create ERP endorsements with OEM’s and manufacturers in all verticals that include Automotive, Bike, Boat and Agriculture.
- Any other duties as directed by the Executive of Sales
WHO YOU ARE:
Professional
- Experience in Similar account management role
- Strong Knowledge of the IT sector is highly desirable
- Intermediate working knowledge of MS Office
- A background in the automotive industry is highly desirable
- Good understanding of business acumen
Personal
- Excellent, professional customer service and relationship building skills
- Excellent stakeholder management
- Strong presentation skills & communication (both written and verbal)
- Practical, with an analytical and critical/creative thinking mindset
- Seasoned negotiator
- Ability to work under pressure and handle multiple tasks
- Excellent attention to detail
