Major Account Manager/Corporate Account Customer Manager

at  Toyota Material Handling Australia

The incumbent, through the achievement of sales related strategies and targets is ultimately responsible for both the Major Accounts and Corporate account sales of new equipment, long & short-term rental, spare parts and service to customers deemed to fit major account status criteria. Also responsible for the development of strategic relationships within Corporate & Major Accounts and ensuring compliance with TMHA policies and procedures.

SKILLS AND EXPERIENCE:

• Extensive experience in Forklift or material handling equipment industry
• Extensive experience in similar role (4 – 5 years)
• Proven experience in driving sales growth through building customer base
• Exposure to business/sales plans desirable
• Exceptional selling skills, demonstrating a successful track record in the industrial services sector ideally in materials handling.
• Excellent communication and interpersonal skills
• Ability to negotiate with staff and managers of customers and suppliers at all levels.
• A high level of computer literacy is mandatory with the incumbent being well versed in a range of business software applications such as the Microsoft Office programmes.
• Be self-motivated and possess the ability to work without supervision.

KEY DUTIES & RESPONSIBILITIES:

• Work to establish and grow major and corporate account portfolio for branch in line with business strategy. Determinedly pursue new business opportunities. Promote sales of the company’s products to existing customers and seeks to establish new contacts.
• Analyse sales and market trends and potential, and prepare sales forecasts.
• In conjunction with the National Sales Manager - Major Accounts and GM Corporate Accounts develop and achieve a series of Performance Requirements, specific to this position. Such measures will be reviewed and modifications implemented as necessary to correct any shortfall. Performance measures will be reviewed and agreed annually.
• In conjunction with the National Sales Manager - Major Accounts and GM Corporate Accounts develop, implement, manage and achieve the annual business plan; the success of which will ultimately ensure the achievement of both the Major Account and Corporate account budget.
• Identify, present to and manage a series of appropriate target prospects and existing Major/Corporate customers, utilising the customer database. Monitor sales performance against established targets.
• In conjunction with the National Sales Manager Major Accounts and GM Corporate Account and appropriate business unit managers, assist the National Sales Manager Major Accounts and GM Corporate Accounts with the development and implementation of the TMHA Group Marketing Plan.
• Provide accurate, periodic sales activity reports to the National Sales Manager - Major Accounts and GM Corporate Accounts. Such reports may include end of month sales summaries, competitor pricing, market conditions and expectations.
• Supervise and facilitate tender process and agreements with customers in compliance with TMHA procedures.