1. Position Description - Key Account Manager
1 of 2
HR: Job Descriptions – Key Account Manager
Job Purpose
The primary focus of this role is to achieve agreed business outcomes within the assigned Region/Territory, through
leadership of our sales professionals; to create and maintain positive business relationships with Direct End Customers
and vendor partners and to contribute to the continued growth of our business and people. Will report to the Sales
Head.
KRA’s
1. Meet and exceed defined sales revenue and margin targets.
2. Create, build, develop and grow Key Customer Accounts as per plan.
3. Acquire, manage and grow the required number of Active Direct Accounts.
4. Meet total collection targets.
5. Plan, execute and monitor sales and territory coverage plans.
Primary Duties and Responsibilities
Planning
Assessment of market conditions within the region/territory and discernment of opportunities for SBA products,
solutions and services.
Development of account level sales initiative for review and approval of Senior Management team.
Development and growth of the new direct customer accounts within the region.
Continuous skills improvement and development of our sales professionals
Execution
Implementation of strategic sales initiatives, as agreed with the Senior Management Team.
Achievement of targeted field gross margin sales plan.
Revenue and Margin growth in existing Direct Accounts.
Revenue and Margin growth in new Direct Accounts.
Maintenance and development of operational level vendor relationships.
Leadership and day-to-day management of sales processes, proposals, forecasting, CRM updating, pipeline
management, and customer engagements.
Ensuring highest and continuously improving levels of customer and vendor satisfaction.
Maintain a high level of safety awareness within your team to promote a safe working environment for all team
members.
Establishes productive, professional relationship with key personal in assigned customer accounts.
Administration
Maintenance of an accurate pipeline and monthly forecast.
Maintenance and awareness of the status of critical commercial relationships.
External business forecasting and business planning with key vendors.
Provision of various reports for the purposes of commercial decision making

2. Position Description - Key Account Manager
2 of 2
HR: Job Descriptions – Key Account Manager
Leadership
Ensure an optimum balance of skills along the sales team staffing to workload, to ensure organization
objectives are consistently met.
Deal effectively and efficiently with unsatisfactory performance and/or behavior within your team
Provide an appropriate example of leadership, by way of behaviors, to the wider organization.
Proactively contribute as a member of the leadership team to the commercial ‘well-being’ and longevity of the
business.
Work experience requirements
Minimum 6+ years working experience with a minimum of 5 years working experience
in the IT&T industry.
Person with Key Account Management skills & experience in selling IT Hardware
Products Solutions and Services is a must.
An exceptional understanding of the IT Market in India.
Desired Personal Attributes/Characteristics
1. Excellent sales & relationship management skills
2. Leadership and motivational ability
3. Ability to gain respect and influence
4. High business acumen
5. Presentation skills
6. Attention to detail
7. Technical competence (Not expert) to understand and position solutions & services
8. Forward thinking
9. Highly motivated, self driven and dedicated
At least 6+ Years
Education & Certification Requirements
University degree in IT or business field preferable.
Technical skills in any of the areas of Virtualization, BC & DR, IT Security, Networking,
Cloud, Messaging & Collaboration will be an added advantage.
Bachelor’s Degree
Additional Comments
The above statements are intended to describe the general nature and level of work being performed They are not intended to be
construed as an exhaustive list of all responsibilities, duties, and skills.