Profession ICT account manager

ICT account managers build business relationships with customers to facilitate the sale of hardware, software, telecommunications or ICT services. They also identify opportunities and manage sourcing and delivery of products to customers. They achieve sales targets and maintain profitability.

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Personality Type

• Enterprising / Conventional
• Enterprising / Realistic

Knowledge

• Accounting techniques

  The techniques of recording and summarising business and financial transactions and analysing, verifying, and reporting the results.

• Service-oriented modelling

  The principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business systems within a variety of architectural styles, such as enterprise architecture and application architecture.

• Channel marketing

  The strategies and practices, including channel sales, that involve distributing products directly and indirectly through partners in order to bring the products to the end consumer.

• Sales argumentation

  Techniques and sales methods used in order to present a product or service to customers in a persuasive manner and to meet their expectations and needs.

• Product comprehension

  The offered products, their functionalities, properties and legal and regulatory requirements.

• Sales strategies

  The principles concerning customer behaviour and target markets with the aim of promotion and sales of a product or a service.

Skills

• Maintain relationship with customers

  Build a lasting and meaningful relationship with customers in order to ensure satisfaction and fidelity by providing accurate and friendly advice and support, by delivering quality products and services and by supplying after-sales information and service.

• Implement marketing strategies

  Implement strategies which aim to promote a specific product or service, using the developed marketing strategies.

• Keep records on sales

  Keep records of the activities of the sales of products and services, tracking which products and services were sold when and maintaining customer records, in order to facilitate improvements in the sales department.

• Perform customers’ needs analysis

  Analyse the habits and needs of customers and target groups in order to devise and apply new marketing strategies and to sell more goods in a more effective way.

• Perform data analysis

  Collect data and statistics to test and evaluate in order to generate assertions and pattern predictions, with the aim of discovering useful information in a decision-making process.

• Produce sales reports

  Maintain records of calls made and products sold over a given time frame, including data regarding sales volumes, number of new accounts contacted and the costs involved.

• Maximise sales revenues

  Increase possible sales volumes and avoid losses through cross-selling, upselling or promotion of additional services.

• Apply company policies

  Apply the principles and rules that govern the activities and processes of an organisation.

• Develop account strategy

  Create the strategic goals and actions for future interaction with an account for the organisation.

• Implement customer follow-up

  Implement strategies that ensures post-sale follow up of customer satisfaction or loyalty regarding one's product or service.

• Identify new business opportunities

  Pursue potential customers or products in order to generate additional sales and ensure growth.

• Guarantee customer satisfaction

  Handle customer expectations in a professional manner, anticipating and addressing their needs and desires. Provide flexible customer service to ensure customer satisfaction and loyalty.

• Use customer relationship management software

  Use specialised software to manage company’s interactions with current and future customers. Organise, automate and synchronise sales, marketing, customer service, and technical support, to increase targeted sales.

• Manage contracts

  Negotiate the terms, conditions, costs and other specifications of a contract while making sure they comply with legal requirements and are legally enforceable. Oversee the execution of the contract, agree on and document any changes.

• Implement sales strategies

  Carry out the plan to gain competitive advantage on the market by positioning the company's brand or product and by targeting the right audience to sell this brand or product to.

Optional knowledge and skills

Source: Sisyphus ODB