Account Development Manager: Diligent (HighBond)

Department: Sales

Reason for vacancy:Growth
Reporting to:Head of Sales South Africa
Management level of role:This is not a management role
Working environment & travel:Exceptionally busy, team-orientated environment. This role will require some travel nationally. Driver’s license and own transport is essential.
Working hours:07h30 – 16h00 or 08h00 to 16h30 or 08h30 to 17h00

Develop the local market for the worlds #1 GRC software solution! We are the sole reseller of this software in South Africa, a solution that is used by over 25,000 organisations around the world. You will be responsible for identifying sales opportunities with prospective customers, nurturing the relationship, and ultimately closing deals to meet predetermined targets.

Key deliverables
• Utilise strategic, proven sales methodologies to ensure that new business opportunities convert to new business software sales.
• Prepare business cases, proposals, tender responses, presentations, and sales contracts.
• Prepare a variety of sales status reports including activities, follow-ups, closings, and adherence to targets.
• Ensure that the CRM system (Salesforce) is accurately updated with all necessary information.
• Actively increase your industry knowledge to educate and create awareness within the customer environment.
• Develop and maintain excellent product knowledge and be able to sell the unique benefits of the solution.
• At times you may need to generate a qualified new business pipeline through cold-calling and other proven techniques.
• Ensure that existing client renewals are communicated timeously and processed by the due date
• Identify upsell opportunities and convert to add-on business software sales
• Ensure client is sufficiently enabled to maximize solution utilization
• Ensure client is satisfied with services received and drive improvements on areas where dissatisfied
• Effectively partner with the rest of the services team to ensure the overall teams success
• Build and strengthen client relationships to achieve long-term partnerships
• Maintain accurate client records, keeping track of any contract updates and renewals
• Work with internal teams to develop strategic marketing plans and ensure KPIs are being met
• Take inquiries and requests from customers and address their needs
• Stay on top of accounts, making sure they’re receiving services that are within their budget and meeting their needs
• Meet regularly with other members of the team to discuss progress and find new ways to improve business
• Generate progress reports to give to clients and higher-ups within the organization

Technical knowledge, skills & abilities
• Management of customer communications
• Understanding of Internal Audit and Risk Management
• Problem solving skills and ability to deal with potentially difficult clients
• Mature individual with high level of emotional intelligence.
• Proven track record of meeting or exceeding quotas and receiving positive customer feedback
• Proficiency with common customer success and customer relationship management software, such as Salesforce
• Proven solution software sales knowledge and ability.
• Demonstrated track-record in over-achieving challenging targets within an enterprise software solution sales role.

Behavioural, soft competencies & skills
• Target-driven, dynamic and confident.
• Excellent interpersonal, relationship-building and networking skills.
• Ability to confidently communicate with C-suite individuals.
• Proven ability to meet deadlines and thrive under pressure.
• Ability to multi-task and work across multiple projects and clients, without “dropping-the-ball”.
• Well-spoken and presentable with exceptional presentation skills.

Education & qualifications
• Matric certificate.
• Completed Business Degree / similar is highly preferable.

Details of experience
• At least 5 years proven experience in a software solution sales role with targets consistently achieved (must be in this role currently).
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level
• Solid experience with CRM software (e.g. Salesforce, Zoho CRM or HubSpot) and MS Office (particularly MS Excel)
• Experience delivering client-focused solutions to customer needs
• Proven ability to juggle multiple account management projects at a time, while maintaining sharp attention to detail
• Excellent listening, negotiation and presentation abilities
• Strong verbal and written communication skills

What would make the applicant successful in the role?
• The candidate must have strong interpersonal skills.
• Be self-motivated and a collaborative team player.
• You should have an inherent desire to succeed and exceed the goals and targets you and the business have set.
• Can name more than three Star Wars characters.
• Accuracy, Leadership, Results Orientation, Accountability, Humour, Integrity