Morne Coetzer
Key Account Manager
Port Elizabeth,EC
Summary
Dynamic Key Account Manager with 4 years' experience in my current role and a strong background playing a vital role in the development, management, growth and retention of key accounts for a wide range of organizations. Service-centric leader dedicated to fueling revenues, enhancing client experience and achieving top brand loyalty. Highly adept in performing within high-pressure and deadline-driven environments, driving full sales lifecycles with focus on territory expansion.
As the Product Manager I was adept at collaborating with cross functional team members, other departments and customers to produce relevant, high-quality products that drive company growth. Well-organized and proactive with excellent communication and planning abilities. Ready to offer 14 years of progressive experience to Dunlop
Overview
8
8
Certifications
6
6
years of post-secondary education
20
20
years of professional experience
Work History
Key Accounts Manager
Coastland Sales
Port Elizabeth
03.2017 - Current
- Work closely with key accounts, current and new, to grow and promote the sale of industrial products and to develop long-term business relationships with new and current customer base.
- Close and grow sales to achieve sales objectives through professional communication with existing and potential clients.
- Develop a thorough understanding of each region/market and propose sales strategies to effectively service the client while still adhering to the overall strategic plan of Coastland Sales, ensuring a win-win for both client and employer.
- Manage and interpret customer requirements – speaking with clients to understand, anticipate and meet their needs.
- Communicate sales or service opportunities and customer concerns or suggestions back to office.
- Understand and comply with established guidelines that ensure a safe and healthy work environment.
- Coordinates company staff to provide exemplary service to customers.
- Expand market awareness of our products and our industry experience by communicating features and benefits of our products and services effectively.
- Work with the converting department to ensure customer project requirements are met.
- Making technical presentations, webinars.
- Preparing responses to RFP (request for proposals) and RFI (request for information).
- Attending and participating in trade shows, conferences and other marketing events.
- Research market requirements and collate market data.
- Maintain knowledge of competitor products and identify and report intelligence on competitor pricing or marketing strategies.
- Maintains current industrial product knowledge.
- Submit a variety of sales status reports as required, including activity, closings, follow-up, and adherence to goals.
- Submit quarterly customer visit plans, schedule client meetings and action plans for follow-up.
- Secured high-value accounts through consultative selling, effective customer solutions and promoting compelling business opportunities.
- Elevated account management by predicting potential competitive threats and outlining proactive solutions.
- Consistently achieved top ranking in revenue and profit growth.
- Leveraged strategic planning to penetrate key accounts.
Owner
ATF
01.2013 - 03.2016
- ATF is a High-Performance Conditioning Centre.
- The core business is geared around body transformation and conditioning thus assisting clients to achieve their individual goals.
- Duties and Responsibilities:.
- Managing team of trainers in the day-to-day operations of a fitness business.
- Develop marketing strategies to grow the business in a highly competitive segment.
- Create marketing material used for print media as well as mall promotion.
- Assessing client's fitness needs, setting goals and developing a suitable program to ensure clients achieve their goals.
- Developing program's for weight loss, strength, speed and conditioning as well as rehabilitation.
- Measuring and assessing blood pressure, heart recovery rate, body fat ratio.
- KEY SKILLS AND COMPETENCIES Ability to successfully motivate and encourage individuals.
- Experience training various people from all kinds of backgrounds.
- Experience of working in fitness centres, health clubs and hotel leisure centres.
- Achieved all goals set with clients, sales targets, member retention.
- Focused on maintaining personal training certification through continuing education.
- Reason for Leaving – Sold Business3.
- Dunlop Tyres South Africa.
Product Manager
Dunlop Tyres
Durban
07.2008 - 10.2012
- Gap Analysis studies: Analyze the domestic as well as African markets to determine opportunities for new product development.
- This is done through information sharing workshops within the marketplace with sales personal as well as retailers and original equipment manufacturers (OEM's).
- Product testing: Continuous benchmark testing to ensure product exceeds the requirements.
- This is done in field at various testing facilities as well as indoor testing at the factory.
- Lead cross-functional teams across Africa Asia and Europe to develop new range of tyres for the organization.
- Product tracking and promotion: Track product after launch to ensure it continuous to meet the initial development request for sales and performance.
- Advise departments on the selection, positioning and arrangement of products to be used for information brochures, features and benefits info sheets and range brochure for annual distribution to internal and external customers.
- Regularly visit the various sales regions to generate a thorough understanding of both product and market.
- A hands-on approach is essential in all advertising (Television and Print) to ensure product selection and placement fits with the company objective and brand positioning.
- Continuously evaluate current product range to remove slow line items from production or in totality.
- Develop and/or re-engineer products for OEM Business Development: Working closely with OE Manager and OEM's to ensure their needs and requirements are met through correct and timeous product development, meeting the strict parameters laid out for product performance.
- Work with agencies on print and television advertising to launch new products and campaigns.
- Advise Sales and Marketing for Africa and Latin America on product selection, positioning and arrangement of presentations to ensure the effective launches and all conferences and launches.
- Demand Estimation for production planning: Analysis of vehicle data by size, province and estimation demand for each market segment through the use of various research tools and discussions with tyre retailers and OEM's.
- Market communication: Teams from across the country would provide the market intelligence (5p's) on the performance of product and the market of South Africa on a monthly basis.
- This info would then be collated and presented to relative staff as well as to the Executive Committee (ExCom) of Dunlop.
- Chair monthly Marketing and Development Meeting (MDM) and present the product roadmap and status of all developments to ExCom and senior sales and marketing staff.
- Capex: All final tooling (what's required to finally shape/mold the tyre) inspection, repair and/or replacements were signed off by me. This was done to ensure the products followed the set lifecycle and the company's vision was achieved.
- Consulted with product development teams to enhance products based on customer data.
- Established criteria for each milestone within product roadmap as means to measure developmental progress.
- Conceptualized and deployed enhanced product features and optimized implementation for use in marketing strategies.
- Reduced project downtime by inspecting products for quality and adherence to client requirements.
- Assessed vendor products and maintained positive vendor relations.
- Developed pricing strategies while balancing firm objectives with customer satisfaction maximization.
- Prioritized roadmap in order to achieve product goals and metrics.
- Monitored market trends and competitor performance and analyzed gaps to update promotional strategies and maximize sales.
- Liaised with clients to develop deep understanding of business needs and current market landscape.
- Compiled product, market and customer data to forecast accurate sales and profit projections.
- Consulted with buying personnel to determine projected demand for products and services.
- Directed planning, budgeting, vendor selection and quality assurance efforts.
- Managed benchmarks, product demonstrations and testimonials for performance evaluation.
- Coordinated design meetings and decisions across internal departments and international cross functional teams.
- Developed product documentation to communicate and align key components of upcoming features and products to internal teams.
- Managed product development cycle, including prototyping designs and coordinating mass production.
- Documented user stories, specifications and product features into detailed work order to communicate across teams and build mandatory requirements.
- Worked with marketing teams to create, deploy and optimize effective campaigns for tyre industry clients.
- Coordinated project planning and execution with team members and team leads.
- Spearheaded collaborative efforts between tyre factory and sales to bring products to market.
Commercial Manager
Dunlop Tyres
Port Elizabeth
09.2003 - 07.2008
- Conducted market research and analysis to create detailed business plans on commercial opportunities, including business development and expansion.
- Used key metrics and prepared reports for senior management to monitor performance of commercial activities.
- Developed Sales and Marketing strategic plans to encourage business growth, increasing profits.
- Devised pricing methodologies and industry strategies through economic and business analysis.
- Managed and analyzed financial reporting, including budgets, P&L, balance sheets and sales reports.
- Increased market share % by improving responsiveness and timeliness to customer needs.
- Managed marketing projects to increase product penetration in key sectors.
- Maintained up-to-date knowledge on own products and performed competitor analysis.
- Grew market penetration and sales figures by leveraging supplier relationships and personally overseeing negotiations resulting in healthy revenue increase.
- Monitored sales team performance, analyzed sales data and reported information to area managers.
- Investigated and integrated new strategies to expand business operations and grow customer base.
- Developed and executed sales presentations as well as both internal and external product training workshops.
- Exceeded sales quotas and increased profitability through effective sales strategy and business planning.
- Attracted new clientele and developed customer relationships by hosting product-focused events.
- Built deep relationships with store managers, business owners and distribution partner sales teams by employing industry expertise and knowledge, retail strategies and sales tactics.
- Engaged in product training, demonstrations, consumer awareness, branding and acquisition initiatives to raise awareness and revenues.
- Worked diligently to resolve unique and recurring complaints, promoting loyalty and enhancing operations.
- Encouraged cross-selling of additional products and services through relationship-building and acquired understanding of customer business needs.
- Maintained up-to-date knowledge of competitor products and pricing in market served.
Sales Consultant
Dunlop
East London
09.2000 - 09.2003
- Responsible for general sales in the Eastern Cape
- Strong business relationships were required to successfully sell a premium product in a highly price sensitive market.
- Additional responsibilities included the handling of all customer claims and liabilities, generating quotations and building strong relationships through ensuring timeous delivery.
- Achievements:.
- Branch of the year team.
- Cold called and conducted face-to-face sales calls with C-level executives and directors in assigned sales territory.
- Created detailed sales presentations to communicate product features and market data.
- Applied knowledge of market and full range of innovative and unique products to meet customer needs, expanding company's customer base.
- Improved sales by managing sales lifecycle from lead generation through contract negotiations and closings.
- Cultivated lasting rapport with key industry clients by providing accurate pricing and credit terms to meet customer objectives.
- Supported clients with business analysis, documentation and data modeling.
- Conducted on-site product demonstrations to highlight features, answer customer questions and redirect concerns toward positive aspects.
- Achieved and sustained consistent revenue streams by regularly servicing accounts and connecting with customers to promote new products.
- Maximized customer retention by resolving issues quickly.
Education
Matriculated -
Port Rex Technical High School
East London 01.1990 - 01.1994
Higher Diploma - Business Management
01.2004 - 01.2005
Advanced Leadership Development - Sales And Marketing Education
Stellenbosch University
Cape Town 01.2009 - 01.2010
Skills
High-impact proposal presentation
undefinedCertification
Personal Information
Additional Information
- 2
Accomplishments
Dunlop Tyres - Product Manager
- Re- Engineered 4x4 range to extend product life cycle
- Developed new range of Truck/Bus Radial tyres for Africa
- Developed new range of passenger tyres for African market as well as the Original Equipment Market. The successful design of the product was used as the base for the Apollo and Vredestein Brand tyres as well.
- Graduated from Stellenbosch University
- Graduated from Durban University of Technology in Project Management.
Dunlop Tyres - Commercial Manager
- Consistently met all target (Units, GP% and Turnover)
- Commercial Manager of the year
- Branch of the year
- Graduated from Damelin Business School
Dunlop Tyres - Sales Consultant
- Sales Consultant of the year
- Branch of the year
Coastland Sales - Key Account Manager
- Consistently achieved all targets set out by the company
- Only employee to achieve/exceed target in 2020 (Covid). Finished the year on 127% of target.
- Often used by the company to penetrate previously resistant clients or markets.
Hobbies
My family loves being outdoors and we pride ourselves on living a healthy lifestyle.
Both my daughters are in love with nature and being active brings piece in our lives.
We mountain bike, trail run, hike, paddle and camp. Everything to connect us to nature.
No matter if it's at the sea, in the mountains or on the farm.
Timeline
Key Accounts Manager
Coastland Sales
03.2017 - Current
Owner
ATF
01.2013 - 03.2016
Advanced Leadership Development - Sales And Marketing Education
Stellenbosch University
01.2009 - 01.2010
Product Manager
Dunlop Tyres
07.2008 - 10.2012
Higher Diploma - Business Management
01.2004 - 01.2005
Commercial Manager
Dunlop Tyres
09.2003 - 07.2008
Sales Consultant
Dunlop
09.2000 - 09.2003
Matriculated -
Port Rex Technical High School
01.1990 - 01.1994
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