Desk-Based Account Manager: SMB

The Core Group; South Africa; Hybrid; ZAR 600,000 - 900,000; Full time

Job summary

The Core Group is seeking an Desk Based Account Manager to drive revenue growth and base activation for iStore Business. You will convert, engage and retain SME customers via telephone and digital channels, and lead end-to-end online registrations.

Responsibilities include supporting iStore stores with SME campaigns, reporting, and nurturing relationships. You will manage sales pipelines, deliver solution-based selling, and implement lead generation campaigns with a focus on high conversion and

Qualifications

• Matric or equivalent
• Tertiary education or relevant work experience
• Good industry and product knowledge
• Proactive and self-motivated
• Ability to negotiate with Business Owners / C-Level Executives
• Value Based Selling Skills

Responsibilities

• Drive revenue growth and base activation for iStore Business through online channel
• Convert, engage and retain SME customers via telephone and digital channels
• Execute targeted campaigns to activate dormant accounts and generate new registrations
• Support iStore retail stores with SME campaigns and reporting
• Maintain accurate lead and opportunity data; provide regular status updates
• Lead generation: implement own campaigns to grow SMB base

Skills

Direct sales

Account management

B2B sales

Solution selling

Relationship building

Negotiation

Education

Matric

Tertiary education / relevant work experience

Tools

Salesforce

Job description

The Desk Based Account Manager is responsibleto Drive revenue growth and base activation for iStore Business by converting, engaging, and retaining SME customers generated exclusively through the iStore online business channel. Action new online business account registrations end-to-end, execute targeted campaigns to activate dormant registered accounts, and build lasting relationships with online-originated SME customers entirely by telephone and digital channels. Support iStore retail stores in implementing and executing store-focused SME campaigns, driving qualified leads to store and providing stores with accurate lead and outbound call reporting. Serve as the primary operational contact for the online SME base and ensure highest conversion rate for online-generated lead or registration.

Minimum qualifications and key competencies

• Matric
• Relevant Tertiary Education or Relevant work experience
• Good industry and product knowledge
• Proactive and self-motivated
• Ability to negotiate with Business Owners / C-Level Executives
• Value Based Selling Skills

Experience required for the role

• Min 4 years Direct Sales or account management experience in the Technology / ICT / Telecoms Industry.
• Min 2 years B2B sales experience
• Excellent solution selling, relationship, and administrative skills.
• Experience and knowledge in business-to-business. (B2B) sales including negotiating and securing B2B deals.

Key Performance Areas

Sales:

• Identifying and acquiring new SMB customers to understand their technology requirements, and solutions to meet their unique business goals.
• Upsell & cross-sell to existing SMB customers via base campaigns
• Achieve monthly & quarterly unit sales and revenue targets across MacBooks, iPads and iPhones.
• Manage an efficient sales pipeline and ensure pipeline conversion. Lead Management:
• Ensure efficient management of sales processes, increase lead to opportunity and opportunity to sale conversion rates and manage customer updates and feedback Account Management:
• Managing new and existing SMB accounts, telephonically and via email, while ensuring their satisfaction with our products & services and identifying opportunities for upselling or cross-selling.
• Providing expert advice to any existing and new SMB customers.
• Implement own Lead generation campaigns

Customer Relationship Management

• Ensure regular communication and meetings with existing SMB base & potential SMB customers.
• Nurturing and growing relationships with SMB customers, acting as a point of contact for any issues or queries, and addressing concerns promptly, fostering trust and loyalty.

Reporting & Analytics

• Maintaining accurate records, tracking performance metrics on existing accounts and SMB sales including but not limited to sales forecasts, pipeline, lead management reports, etc.
• Update Salesforce timeously with lead and opportunity status
• Monthly and Quarterly Sales Performance review presentations.

Processes & Operational Management

• Manage the internal processes end-to-end that are part of the delivery chain for the customer to ensure exceptional customer experience. Strategic Project Management
• Work collaboratively on strategic projects to drive sales & revenue growth for SMB.