Account Executive

    • Job Tracking ID: 512100-566230
    • Job Location: Johannesburg, ZAF
    • Job Level: Mid Career (2+ years)
    • Level of Education: BA/BS
    • Job Type: Full-Time/Regular
    • Date Updated: August 21, 2017
    • Years of Experience: 5 - 7 Years
    • Starting Date: ASAP
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Job Description:

Are you looking for a career change?  Do you have deep experience in Consulting and Operations and Sales support and wish to try your hand full time at Sales?  Fortna has a unique opportunity to join our Sales team.  Fortna Sales leaders are a special blend of Hunter, Farmer and Consultant.  Sales Leaders at Fortna possess a strong background in Supply Chain Operations and Consulting.  Fortna Sales leaders develop strategic solutions for our clients and build lasting relationships.  The Fortna Sales process is different than others in the industry space but we see that it works.  At Fortna you have the opportunity to work with some of the best clients across verticals in the Distribution Services Space.   You are armed with service offerings that deliver data driven solutions to our clients, backed with the Fortna Promise.  We will invest in you, teach you our methodology, and support you in the Sales cycle.  The Fortna sales process requires the efforts of all of our teams and you will work with some of the brightest minds in our space.

The primary focus of this position is to drive sales of the full breadth of Fortna’s service offerings through a focused, vertical-based, targeted selling approach.  Account Executives are long-term relationship oriented, not transactional, and will possess deep supply chain and industry domain experience with strong relationship building capabilities to execute a very complex selling process.  The Account Executive acts as the coach, choreographer, and “project manager” of sales campaigns.  The Account Executive is responsible for:

  • Representing Fortna and the capabilities of the company positively in the marketplace.

  • Leading sales engagements with Clients to produce in excess of US$2,250,000.00 Recognized Gross Profit booked each calendar year. This Recognized Gross Profit Target is after any Booked Gross Profit Splits have been applied.
  • Developing industry vertical plan for the assigned industry vertical and leading the penetration of Fortna into that industry vertical; participating in industry events to further the penetration into the industry vertical.
  • Possessing deep domain experience and continuing to improve domain expertise in supply chain and assigned industry vertical.
  • Communicating clearly and leading a team based selling approach in Client engagements.
  • Understanding Client needs and translating these needs to a service offering mix, which can be provided by Fortna.
  • Driving business case thinking internally and externally and leading development of the Client opportunity business case during the sales process.
  • Maintaining strong relationships with Clients and prospects.
  • Managing time and dollar investment in target accounts commensurate with expected return on the investment.
  • Providing input and direction to marketing team on industry vertical specific marketing needs.
  • Responding to request for proposal (RFPs), request for quotation (RFQs), and request for information (RFIs) as appropriate and necessary with support from the sales support team member as needed.
  • Producing and managing account plans, opportunity plans, and call plans to optimize every touch in the sales process.
  • Producing and delivering sales presentations that are customized and specific to the Client needs and specific opportunity requirements.
  • Supporting sales and marketing efforts at industry events through attendance at trade shows and speaking opportunities as appropriate.



Experience and Skills:

Candidates should possess the following qualifications:

  • Bachelor’s degree in Business, Engineering or equivalent analytically based discipline

  • Demonstrated experience in leading complex sales efforts and apply consultative sales techniques

  • Strong relationship building skills

  • Demonstrated Team Leadership skills and ability to lead team based sales efforts

  • Strong general business skills and business aptitude

  • Passionate and enthusiastic mindset with regards to all job responsibilities including putting the Client’s needs first, providing meaningful solutions, and working with the Company to be sustainable, achieve goals and maintain business principles

  • Excellent verbal and written communication skills

  • Organized and focused with good project management skills

  • Intermediate knowledge of Word, Excel, PowerPoint

  • Ability to multi-task and work cross-functionally (e.g., multiple sales efforts, marketing support, industry vertical leadership)

    Ability to embrace change and ambiguity

  • ·         Ability to travel domestically and internationally
  • ·         Ability to perform essential functions of the job
  • 2+ years of general business experience

  • 2+ years of supply chain related experience
  • 3+ years of consultative selling processes