KAM Mining

Full Job Description

Job Purpose :

To build, manage and develop mining customers in line withthe Customer Value Proposition

• Typically look afterand manage accounts in Mining sectors in order to achieve sales targets.
  
• Consistently Grow Company business with existing Mining customers and develop profitable newbusiness with identified prospects
  
• Plan and conduct salesnegotiations with decision makers in Mining companies
  
• Develop, update andimplement accordingly, on a yearly basis, for each Mining customer, the AccountPlan covering products, services packages, contracts, prices, credit, marketingactivities and communicate the Account Plan to all departments involved inservice delivery to these key accounts.
  Positively manage CRM directly and indirectly at all relevant customer levelswithin the Sales CRM framework.
• Monitor and analyze ownsales performances, taking appropriate action
  
• Understand and keeptrack of fast-changing customer needs and business environments to ensure themost appropriate services are provided to fulfill the customer’s needs
  
• Have an in depthknowledge of the key competitors in Mining and understand their strengths andweaknesses thereby exploiting opportunities arising from these
  
• Maintain a goodunderstanding of business and technical developments within the Mining sector.
  
• Contribute to the development of appropriate MiningCustomer Value Propositions (CVP) and marketing initiatives
  

• For new and existing mining customers, define and regularly review relevant customer relationships, behavioral and differentiated services banding and their sales & marketing plan
  
• Review & plan customer business, products, service packages, contracts, prices, credit terms, credit limits and debt for mining sector
  
• Carry out price negotiations with customers, preparing quotations and proposals and agree on all operational requirements (including: price, contract, payment terms and services)
  
• Develop and progress the SPANCOP and C4C as a working tool in growing business for
  
• Ensures that all customer interaction activities are properly logged and updated in the appropriate CRM system
  

• Propose and sell marketing initiatives to newand existing customers against set targets as defined with  marketing team
  

• ABachelor’s Degree preferably in Mechanical/Chemical/Industrial Engineeringdisciplines
  
• Minimum4 years of current experience selling to multiple-end user businesses orfranchisees.
  
• Provenrecord of delivery in sales at regional account level in a B2B/B2C environment(mining or heavy-duty equipment) will be an advantage
  
• Goodunderstanding in the use of sales tools and processes
  
• Experienceof developing and implementing marketing strategies
  
• Experienceof developing and implementing pricing strategies
  
• Excellentinterpersonal skills
  
• Commercialinstinct and strong customer orientation
  
• Experienceof and ability to manage relationships at high level within large regionalmining companies
  
• Demonstratedexperience developing and negotiating multi-year sales agreements