o Consistently achieve or exceed the territory sales plan by applying a working knowledge of Professional, Consultative and Strategic Selling skills to maintain existing business, developing incremental business in existing accounts, and conducting cold calls to develop new accounts; o Develop and maintain effective business relationships, at all levels within assigned accounts to influence purchasing decisions; o Develop, maintain and execute a Strategic Business Plan for the assigned territory to demonstrate effective territory planning and management skills; o Develop profiles of key accounts to identify key decision makers, influencers and opinion leaders; o Maintain and increase current customer database through Company customer relations management software (Siebel CRM); o Analyse and capitalise on territory opportunities with the greatest ROI. Communicate key competitive activities, trends, and changing customer development plans and priorities; o Develop and implement account specific strategic plans with your partners (BID, RSD); o Formulate and recommend pricing strategies for key accounts.