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.
Responsibilities
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.