Account Manager -Technology Business

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Job Description

MAIN ACCOUNTABILITIES/RESPONSIBILITIES:

1. To develop and to support the vendors in originating business and in managing new opportunities

* To analize/study/investigate the market and to identify the prospects that could meet the target vendors, as agreed and planned together with the BUM/HoS
* To develop sound, loyal, fruitful relationships with the identified vendors, without derogating to a reasonable and safe risk approach, in line with the Group's instructions.
* To manage the smooth and effective roll-out of the new relationships/businesses through the internal departments
* To be responsive to the Vendor's needs and requirements in terms of support
* To teach and train the vendors to respect the SGEF policies and procedures
* To assess the proposed business and its compliance to the SGEF policies and capabilities, especially in terms of risk and structure
* To negotiate appropriate finance schemes and to collect all relevant information to assess the feasibility of the deal and to prepare the credit application
* To manage the NON standard deals and the customized documentation, reporting to the BUM/HoS
* To be responsible for AMLO/KYC checks
* To upload deals in the FO tool (in particular large deals, specific deals after Vendor/customer visit) according to BU organisation, supported by the Business Support, where possible and relevant
* To regularly visit the Vendors, to understand their needs and to qualify the level of service provided by SGEF
* To regularly collect information about the business of the Vendors, the penetration of the financing business
* To take care and to put in place actions to enhance the conversion rate of the approvals
* To benchmark with the direct competitors

2. To meet the assigned targets in terms of volumes of business, profitability, level of service, vendor's satisfaction

* Business performance (pipeline, portfolio)
* Financial performance (margin, ROE, other income)
* Risk performance (CoR, delinquency monitoring)
* Qualitative performance (level of service, Vendor satisfaction, IVM satisfaction)
* To prepare the target assessment: Yearly budget targets; Penetration rates; Volumes; Margins; conversion rates, other income
* Use CRM Tool, if available, or ensure regular reporting on business activities as defined by the Management (Pipeline, bookings, visits, etc.) to BUM / HoS
* To ensure the periodical programmes review in co-ordination with the Business Unit Manager/Head of Sales * To ensure reporting to Vendors if needed
* To support the follow up of Vendor Business Performance and to contribute to remediation actions if necessary * To support the reporting processes with IVM
* To represent SGEF in meetings and marketing events related to the given vendors
* To support the BU in the management of business development activities
* To manage and to be responsible for the Permanent Supervision assessment on the given vendors
* To organize processes and workload in order to make them efficient and effective

FUNCTIONAL RELATIONSHIPS:

INTERNAL: Reports to the Business Unit Manager/Head of Sales, being connected with all the company's operational Departments.
EXTERNAL: Is connected to IVM for the management of possible International Vendors, under the supervision of the BUM/HoS

Required Skills/Qualifications/Experience

To develop the direct business in the technology area with distributors, resellers, service providers and integrators (Vendors), being their reference entry point and supporting them in originating business and in managing new financing opportunities.
To properly manage the related roll-out within the company, included the possible required specific committees required by the policies