Company Name : SAB EXPRESS

Account Manager

Job Description

Objective / Purpose of the Job

To achieve trading base and profitable revenue growth through the development of face-to-face and over the phone, long term customer relationships enabling high levels of retention and acquisition of new business within the Ad-hoc, Small, Medium and Large customer classifications.


Product responsibility for: Selling the full range of SAB Express products and services

Key Activities / Accountabilities 

Market Place Information

To gather competitor and customer data through field sales activities in order to create awareness of local

  • market trends and competitors activities.
  • Interacts with customers, face-to-face, to establish market information specific to them
  • Observe local market trends and relates impacts upon their customers
  • Collects competitor intelligence e.g. Rate Tariffs, brochures, etc…
  • Shares information within the sales team to improve the ability of yourself and others to identify the most applicable SAB service against competitor product offers
  • Passes on the information gathered to the National Marketing department for further analysis


To win and develop Medium customers within a specific geographic territory in order to generate and meet revenue targets within the guidelines set out within the commercial policy and centrally agreed sales processes in order to meet both individual and team activity and productivity activity standards.

  • Plans and prepares for sales visits to both existing and prospect customers e.g. contact person, address, trading history, etc…
  • Performs visits to appropriate contacts within existing and prospect customers according to the standard activity standards and centrally agreed sales processes
  • Consistently presents the full range of products, services and technologies to every customer
  • Wins new customers through the closing of business on simplified tariffs
  • Develops existing customers via up-selling and or cross selling

Customer Relationship management

To ensure we keep Medium customers within a specific geographic territory through building lasting relationships and enhancing customer satisfaction.

  • Forms professional and appropriate relationships within customer organisations through face-to-face contact in order to meet customer needs
  • Provides a channel of communication between SAB and its customer, facilitating resolutions of
  • complaints and queries (i.e. service failures, invoice queries)
  • Specifically performs follow-up visits with existing Medium and Large customers
  • Ensures customers are kept up to date with relevant SAB information and reports
  • Establishes appropriate relationships and communicates with other relevant functional areas

Sales Administration

To perform all sales administration activities in order to maintain accurate information essential to sustain revenue and customer service

  • Acts upon information provided by the Commercial department relating to e.g. Up / Down Traders
  • Customers not trading to profile, etc… in consultation with Indoor Sales
  • Accurately completes sales reports within agreed time frames
  • Completes and updates customer information and documentation as required by the business
  • Accurately updates the Sales systems on a timely basis in order to ensure complete and current client information is held
  • Reviews sales performance and prepare presentations as necessary for sales meetings and weekly debriefs

Provides input as required into the quarterly sales reviews

Preferred Experience and Knowledge

  • 2-5 years face to face sales experience
  • Proven track record of achieving sales targets
  • Organizational awareness (structure products & services)
  • Express distribution industry experience.

Necessary Technical / Functional Skills

  • Business to business selling skills
  • Communication capability at management level, both internally and externally
  • Ability to interpret standard business reports and employ information effectively both internally and externally
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