Job Role

The Sales Account Manager is responsible for acquiring new customers, managing existing accounts and growing revenue through strong customer relationships, structured account planning and effective sales execution. The role manages the sales cycle from prospecting and needs assessment through proposals, negotiation, order coordination, after-sales support and account retention, while delivering agreed revenue and profitability targets.

2. PURPOSE OF THE ROLE

• Grow sales revenue and profitability by acquiring, developing and retaining customer accounts.
• Build long-term customer relationships and improve repeat business.
• Identify new market opportunities and expand the customer base.
• Ensure customer needs are translated into accurate quotations, orders and delivery expectations.
• Provide reliable sales forecasts, pipeline visibility and account performance reporting.

3. DUTIES AND RESPONSIBILITIES

A. Business Development and New Account Acquisition

• Identify prospective customers and new business opportunities within assigned markets and territories.
• Conduct prospecting, client visits, introductory meetings and product/service presentations.
• Understand customer needs and recommend suitable products, services or solutions.
• Prepare proposals, quotations and presentations and follow up consistently to convert opportunities.
• Build a healthy sales pipeline and maintain accurate records of leads, opportunities and next steps.

B. Account Management and Customer Retention

• Manage a portfolio of customer accounts and develop account plans with clear growth and retention actions.
• Maintain regular contact with customers to understand changing needs, satisfaction levels and upcoming demand.
• Identify opportunities for upselling, cross-selling, renewals and increased account value.
• Resolve customer concerns professionally and coordinate timely responses with relevant internal teams.
• Monitor account risks, customer attrition and competitor activity and recommend retention strategies.

C. Sales Target Delivery and Commercial Management

• Achieve agreed monthly, quarterly and annual sales targets for revenue, volume, margin or other assigned measures.
• Negotiate pricing, discounts, payment terms and commercial conditions within approved authority limits.
• Ensure quotations, contracts, purchase orders and customer commitments are accurate and properly documented.
• Work with Finance to monitor invoices, overdue balances and collections in line with company credit policies.
• Review sales performance against targets and implement corrective actions where results are below plan.

D. Order Coordination and Customer Experience

• Coordinate with operations, production, procurement, logistics or service delivery teams to confirm product availability and fulfilment timelines.
• Communicate order status, lead times, changes and potential delays to customers proactively.
• Confirm that customer specifications and agreed requirements are accurately captured before orders are processed.
• Follow up after delivery or service completion to confirm satisfaction and identify further opportunities.
• Escalate recurring quality, delivery or service issues and track them through to resolution.

E. Market Intelligence and Sales Planning

• Monitor customer trends, market developments, competitor activity and pricing movements.
• Identify new segments, channels, territories and partnership opportunities.
• Provide input into sales plans, promotional activities, pricing reviews and demand forecasts.
• Share customer feedback with management and relevant teams to support product or service improvements.

F. Reporting, CRM and Internal Collaboration

• Maintain accurate customer profiles, sales activities, opportunity stages and account history in the CRM or approved system.
• Prepare regular reports on pipeline, sales performance, forecast accuracy, customer visits and account development.
• Participate in sales meetings, performance reviews and business planning sessions.
• Collaborate with Marketing, Finance, Operations, Customer Service and other teams to deliver a consistent customer experience.
• Ensure sales activities and customer information are handled professionally and in accordance with company policies.

Qualification

4. QUALIFICATIONS

• Bachelor’s degree or diploma in Sales and Marketing, Business Administration, Commerce or a related field.
• At least 4–5 years of experience in sales, account management or business development, preferably in a B2B environment.
• A demonstrable record of meeting sales targets, retaining customers and growing account revenue.
• Experience preparing quotations and proposals, negotiating commercial terms and managing a sales pipeline.
• Experience in manufacturing, packaging, distribution or a related industry is an advantage where relevant to the business.

5. COMPETENCIES

• B2B sales, prospecting and account development.
• Customer relationship management and account planning.
• Sales forecasting, pipeline management and target tracking.
• Proposal writing, presentations and commercial negotiation.
• Pricing, margin awareness and basic financial analysis.
• CRM systems, Microsoft Excel and sales reporting.
• Order coordination, customer issue resolution and market analysis.
• Integrity and sound judgment when handling pricing and customer information.