Key Account Manager (Mid-Market) - (DBN) - #601-03

Job Details:

Key Account Manager - (Mid-Market) - DBN

We are looking for a dynamic and relationship-driven Key Account Manager to manage and grow key mid-market partnerships in the Durban region.

In this role, you will develop deep and strategic relationships with partners, gaining a thorough understanding of their priorities and business drivers.

By aligning the Tarsus Distribution product portfolio to their needs, you will play a crucial role in driving mutual success while providing exceptional day-to-day support on sales and business queries.

If you are ready for a challenge, please apply.

Requirements:

Educational

• Grade 12 or equivalent preference will be given to candidates with Maths, Science, Accounting or Economics.

• Tertiary qualification preferably a degree or diploma.

Experience

• 3+ years’ experience in the IT Sector.
• Experience in brand marketing (products and processes) with financial and business acumen.

Skills

• Relevant sales certifications related to sales in the IT industry.
• Demonstrated ability to achieve revenue and gross profit targets.
• Effective time and people management skills.
• Excellent communication (verbal and written) and presentation skills
• Good understanding of the ICT industry including the ability to keep up with technology and industry developments
• Proficient in MS office suite, specifically advanced skills in Excel.

Personal Attribute

• You possess strong communication skills, enabling you to effectively interact with key clients, internal teams, and vendors to build long-lasting relationships.
• You are detail-oriented, ensuring that every aspect of the account management process is handled with accuracy and thoroughness, from order fulfillment to follow-ups.
• You have a strategic mindset, allowing you to anticipate client needs, identify growth opportunities, and align account goals with the company's broader objectives.
• You are adaptable, capable of managing unexpected changes in client requirements, product availability, or market conditions without compromising service quality.
• You demonstrate excellent problem-solving skills, enabling you to address client concerns and resolve issues quickly to maintain client satisfaction and trust.

Sales Development and Business Growth

• Develop and maintain business in a set customer base.
• Identify opportunities to upsell/cross-sell.
• Track, analyse, and interpret data to leverage sales proactively.
• Work with internal business teams to generate and drive demand.
• Align new products with existing customers and industries.
• Develop sales strategies around market trends and business requirements.
• Grow market share within a specific portfolio.

Partner and Vendor Relationship Management

• Strategically position Tarsus Distribution as the preferred partner at our partners.
• Align priorities from both vendors and partners to support growth strategies.
• Promote and position the full range of Tarsus Distribution products in collaboration with product teams.
• Build authentic, meaningful, and strategic relationships with OEMs and partners.
• Maintain good vendor relationships and possess strong knowledge of vendor operations.
• Assist clients in maintaining and renewing “preferred partner" status.

Sales Execution and Performance

• Sell Tier 1 hardware and software products.
• Achieve activity and revenue targets.
• Demonstrate strong selling and negotiating skills.
• Sell to partners through complex contracts and pricing structures.
• The ability to be proactive in making alternative suggestions to clients regarding products/services.
• Meet monthly SLAs with clients.
• Monitor each business partner’s sales progress.
• Identify and rectify problems in the sales process.

Financial and Administrative Responsibilities

• Manage a healthy debtor’s book and backorder reports.

Training, Events and Forecasting

• Manage and coordinate product days at partners, training sessions, and small functions.
• Conduct internal and external QBRs.
• Manage monthly forecasting reports.

Contracts, Negotiations and Supply Chain Management

• Negotiate contracts and SLAs.
• Oversee the execution and project management of large, complex projects.

Industry Knowledge and Strategy

• Keep abreast of changes in the technology industry.
• Experience in the channel market and how to best approach deals to maximize margins for both business partners and Tarsus.

Additional

• Own transport as the role requires you to attend partner meetings.
• This is an office-based position in the Durban branch.

A more comprehensive job description will be available upon application.

All required qualifications will be verified by an independent provider on behalf of Tarsus.

Please note: The company is under no obligation to fill this position, should you not have had any feedback within 2 weeks of submitting your application, you may consider your application unsuccessful.