External Account Manager: Channel

External Account Manager: Channel

Role Description

Location: Durban, South Africa

Full-time and Office based

Reporting Line: Sales Manager

Job Purpose

The External Account Manager is a key driver of business growth within Pinnacle's Channel. Specifically in
the Durban region. This role is responsible for building and maintaining strong, long-term relationships with customers, ensuring their needs are met, and expectations are exceeded. By serving as the primary point of contact for clients, the External Account Manager will foster trust and loyalty, while also identifying new business opportunities to expand Pinnacle’s customer base.

With a focus on driving revenue growth, this position requires a deep understanding of the company’s
products and services, along with a keen awareness of market trends and competitor activities. The ideal
candidate will have a proven track record in sales or account management, excellent communication and
negotiation skills, and the ability to work in a fast-paced, target-driven environment. Success in this role will
contribute significantly to the overall growth and success of the company.

Recruitment Specialist

[email protected]

• Develop and maintain strong relationships with existing customers, understanding their needs, challenges, and opportunities to provide relevant solutions
• Maintain the existing customer base by growing current customer accounts and identifying sales opportunities to maximize revenue
• Build an active customer base on a continuous basis by identifying sales opportunities and growing business revenue to achieve the sales budget
• Identify and pursue new business opportunities with prospective customers
• Ensure the development of profitable sales and achievement of sales targets in the Durban region
• Build, grow, and establish a new customer base through networking opportunities
• Identify, understand, and build relationships with key stakeholders
• Identify sales opportunities to market both products and Pinnacle
• Deliver product presentations and entertain clients
• Implement the agreed Pinnacle Sales Strategy
• Maximize sales by expanding orders and upselling
• Negotiate prices to achieve sales targets
• Serve as the primary point of contact for customers
• Implement strategies to ensure high customer retention rates and customer satisfaction
• Act as a liaison between customers and company departments to communicate and coordinate deliveries, general information, ETAs, and provide feedback
• Provide exceptional customer service by promptly addressing inquiries, resolving issues, addressing complaints, and ensuring SLAs are met
• Meet and exceed the agreed SLAs on quoting and deliveries
• Maintain the current client database and forecasts
• Generate sales leads and follow up on customer deals
• Follow up on quotations and convert them into orders
• Process and ensure correct administration of relevant sales documentation
• Update stock reports, backorders, and orders received on a daily basis
• Attend daily sales calls
• Prepare and present weekly sales and activity reports, including pipeline, run rates, and daily quotation reports
• Work closely with internal departments, including Brand and Logistics, to ensure seamless execution of customer requirements 
• Follow up on orders with other departments to meet SLAs
• Liaise with stores/dispatch regarding deliveries of all orders and supply of invoices
• Acquire and update knowledge by attending relevant product, brand, and operational training
• Attend product training and events
• Work within agreed company targets for budget revenue, marketing, and expense parameters

Experience and Knowledge:

• At least three (3) years of experience working with ICT, software and Enterprise products
• A minimum of three (3) years of external account management and sales experience
• Experience in distribution is advantageous
• Proven experience in a customer service environment
• Skilled in preparing and presenting quotations
• Experience in developing sales plans and successfully closing deals
• Strong knowledge of enterprise products is essential
• Understanding of the Safety, Security and Infrastructure industry will be a plus

Skills and Education:

• Matric is required

• A tertiary qualification in Sales, Business Management, or IT is advantageous

• Proven sales skills with a strong ability to close deals

• Excellent verbal and written business communication skills

• Strong interpersonal skills with the ability to build lasting relationships

• Attention to detail with a focus on accuracy

• Well-developed negotiation skills for closing sales and securing deals

• Good time management and organizational abilities; deadline-driven and capable of managing a high workload

• Technology-driven with a passion for leveraging tech solutions

• Capable of working under pressure to chase and meet sales targets
• Passionate about sales and driven to succeed
• Highly motivated and self-driven to achieve goals
• Excellent communicator with the ability to convey ideas clearly
• Enjoys building and maintaining strong customer relationships
• Collaborative team player who works well with others
• Strong conflict management skills with the ability to resolve issues effectively
• Interest in IT products and technology, with a desire to stay updated
• Strong administrative skills with attention to detail
• Self-managed and accountable for tasks and outcomes
• Proactive and energetic, able to take initiative
• Analytical thinker with solid problem-solving abilities
• Able to collaborate effectively with internal teams to achieve shared objectives

 COMPLIANCE COMPETENCIES

• Perform all duties with integrity, to the highest ethical standards, and in compliance with all relevant legal, contractual and other requirements as mandated by the Company Code of Conduct.
• Keep up to date with changes in applicable compliance obligations, controls and measures relevant to the role.

All applications in the form of a detailed CV must be forwarded to:

Recruitment Specialist
[email protected]