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INTERNAL ROLE TITLE: Sales Representative / Account Manager
REPORTS TO: Executive Director
FUNCTION: Commercial Division
DEPARTMENT: Commercial

Role Purpose:
To act as a Sales contact and perform the account manager role bridging HORIZON with its current or potential customers with the purpose to generate new opportunities, farm the existing and prepare sales offers for packaged Software and IT infrastructure Hardware (occasionally also IT professional services) matching customer requirements of RFP/RFO/RFI while following the pricing policies of HORIZON in terms of mark-up and/or margin. Generate New Contracts of and Manage the existing SOHO / SMB and MLE Service Contracts in terms of duration (expiration / renewal), Scope/SLA and Pricing.
Coordinate Tickets of small and medium customers and perform the process of purchases of goods and spare parts. Liaise between customers and cross-functional internal teams to ensure the timely and successful delivery of our solutions according to customer needs.

Essence of Role – Key Accountabilities:
1.Generate Leads (prepared out of direct Market Research or direct hunting or through customer events or through any customer database information)
2.Follow-up Opportunities till final result
3.Pass through or elaborated Customers RFQ specs doc sent to HORIZON sourcing
4.Customer Account Management and Farming
5.Prepare Sales Offers to Customers
6.Answers to Customers regarding product delivery times, payment terms, specifications and price
7.Monitor (Renewals), cost, scope, SLA for existing and conclude, negotiate new Service Contracts
8.Work closely with product managers / pre-sales engineers or technical people within HORIZON
9.Visit Customers if required to deliver / discuss the offer or requirements of the customer
10.Prepare and Submit Bid / Tender Documents offers to meet Bid / Tender requirements
11.Provide Customer Contacts and details required for Marketing Activities / Campaigns
12.Completion of relevant Sales Data required for Streamlined ERP processes
13.Prepare Sales Reports to Management (Deal Sheet) regarding offers prepared / concluded, commissions, forecast, sales turnover, prospects, leads, e.t.c
14.Process internal purchase requisitions and send purchase orders (POs) to Suppliers for all purchasing needs
15.Follow-up shipments and deliveries
16.Place and follow-up orders to online purchasing systems
17.Manage a Service or Product delivery end to end (from Order to Delivery Project Management).
18.Provide feedback to stakeholders and management regarding status of projects / initiatives and deliveries
19.Act as liaison between technical / administration departments and the supplier to determine if optimal approach to meet validated business requirements
20.Study sales records and spare parts inventory levels and order accordingly
21.Coordinate and Evaluate suppliers based on cost, quality, service, availability, reliability
22.Maintain records of goods ordered and received
23.Management of Human (Technical/Engineers), Time (Response, Restoration) and Material Resources(Cars, tools, Stock of Spares) with aim to meet SLA terms as per each customer contract
24.Responsible for Case Management and Escalation Process
25.Spare Parts Management, Stock Inventory control and replenishment
26.Allocation of Spare Parts per contract for operational and financial consumption purposes

Role Dimensions:
Financial (limits/mandates etc.)§ N/A
Non-financial (customers/staff etc) § SOHO, SMB, MLE responsibility

Typical Outputs:
Standard Sales Offers to Customers
Simple email Sales Quotes to Customers
BID RFP required docs completion
Sales Reports to Company's Management
Sales Data required for Streamlined ERP processes
Customer Lead and Details Lists
Purchase Orders to suppliers
SLA Reports
Stock / Inventory reports and alerts
Case escalations / emergency reporting
Project Implementation Plan

Competency / Performance Driver:
Communicative Person
Coordination & Presentation Skills
Selling & Negotiation Skills
Ability Work Under Pressure
Efficient and Effective Customer Contact
Team work spirit
Good organizational skills
Kind and pleasant personality
Put Customer First (understand the importance of customer)

Technical / Professional Expertise:
Knowledge of the IT industry (Products HW/SW, IT Professional Services)
Knowledge about the local IT market
Good understanding of technical specifications of IT HW and SW
BSc or BA in Computer Engineering/Computer Science / Business & information (Economics / Informatics)
Sales Background / relevant studies or equivalent experience
Knowledge of purchasing principles
Good project management skills
SLA Management and Reporting capabilities are required
Experience on interpreting contracts related to IT Support
Very Good knowledge of English Language in verbal and written form

If you are interested in this position, please:
Submit your CV in English language via E-mail according to the below address:
E-mail: jobs@horizon.al

Your application should reach Horizon Sh.p.k the latest by 31st of March 2016.