product comprehension
The offered products, their functionalities, properties and legal and regulatory requirements.
ICT account managers build business relationships with customers to facilitate the sale of hardware, software, telecommunications or ICT services. They also identify opportunities and manage sourcing and delivery of products to customers. They achieve sales targets and maintain profitability.
Competences and skills
39 ESCO relationsEssential knowledge 6 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
4 competencessales argumentation
Techniques and sales methods used in order to present a product or service to customers in a persuasive manner and to meet their expectations and needs.
sales strategies
The principles concerning customer behaviour and target markets with the aim of promotion and sales of a product or a service.
service-oriented modelling
The principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business systems within a variety of architectural styles, such as enterprise architecture and application architecture.
digital
Cross-sector
2 competencesaccounting techniques
The techniques of recording and summarising business and financial transactions and analysing, verifying, and reporting the results.
channel marketing
The strategies and practices, including channel sales, that involve distributing products directly and indirectly through partners in order to bring the products to the end consumer.
Essential skills and competences 15 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
6 competencesguarantee customer satisfaction
Handle customer expectations in a professional manner, anticipating and addressing their needs and desires. Provide flexible customer service to ensure customer satisfaction and loyalty.
implement customer follow-up
Implement strategies that ensures post-sale follow up of customer satisfaction or loyalty regarding one's product or service.
implement sales strategies
Carry out the plan to gain competitive advantage on the market by positioning the company's brand or product and by targeting the right audience to sell this brand or product to.
keep records on sales
Keep records of the activities of the sales of products and services, tracking which products and services were sold when and maintaining customer records, in order to facilitate improvements in the sales department.
maintain relationship with customers
Build a lasting and meaningful relationship with customers in order to ensure satisfaction and fidelity by providing accurate and friendly advice and support, by delivering quality products and services and by supplying after-sales information and service.
produce sales reports
Maintain records of calls made and products sold over a given time frame, including data regarding sales volumes, number of new accounts contacted and the costs involved.
Cross-sector
9 competencesapply company policies
Apply the principles and rules that govern the activities and processes of an organisation.
develop account strategy
Create the strategic goals and actions for future interaction with an account for the organisation.
identify new business opportunities
Pursue potential customers or products in order to generate additional sales and ensure growth.
implement marketing strategies
Implement strategies which aim to promote a specific product or service, using the developed marketing strategies.
manage contracts
Negotiate the terms, conditions, costs and other specifications of a contract while making sure they comply with legal requirements and are legally enforceable. Oversee the execution of the contract, agree on and document any changes in line with any legal limitations.
maximise sales revenues
Increase possible sales volumes and avoid losses through cross-selling, upselling or promotion of additional services.
perform customers’ needs analysis
Analyse the habits and needs of customers and target groups in order to devise and apply new marketing strategies and to sell more goods in a more effective way.
perform data analysis
Collect data and statistics to test and evaluate in order to generate assertions and pattern predictions, with the aim of discovering useful information in a decision-making process.
digital
use customer relationship management software
Use specialised software to manage company’s interactions with current and future customers. Organise, automate and synchronise sales, marketing, customer service, and technical support, to increase targeted sales.
digital
Optional knowledge 4 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
4 competenceshybrid model
The hybrid model consists of principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business systems within a variety of architectural styles, such as enterprise architecture.
digital
Open source model
The open source model consists of principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business systems within a variety of architectural styles, such as enterprise architecture.
digital
Outsourcing model
The outsourcing model consists of principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business systems within a variety of architectural styles, such as enterprise architecture.
digital
service-oriented modelling
The principles and fundamentals of service-oriented modelling for business and software systems that allow the design and specification of service-oriented business systems within a variety of architectural styles, such as enterprise architecture and application architecture.
digital
Cross-sector
0 competencesNo competences in this bucket.
Optional skills and competences 14 competences
Occupation specific
0 competencesNo competences in this bucket.
Sector-specific
5 competencescoordinate technological activities
Give instructions to colleagues and other cooperating parties in order to reach the desired outcome of a technological project or achieve set goals within an organisation dealing with technology.
deliver a sales pitch
Prepare and deliver an understandably constructed sales talk for a product or a service, identifying and using persuasive argumentation.
identify ICT user needs
Determine the needs and requirements of ICT users of a specific system by applying analytical methods, such as target group analysis.
digital
perform data mining
Explore large datasets to reveal patterns using statistics, database systems or artificial intelligence and present the information in a comprehensible way.
digital
- Scope note
- Includes activities on big data.
set sales goals
Set sales goals and objectives to be reached by a sales team within a period of time such as the target amount of sales made and new customers found.
Cross-sector
9 competencesachieve sales targets
Reach set sales goals, measured in revenue or sold units. Reach the target within a specific timeframe, prioritise sold products and services accordingly and plan in advance.
adhere to organisational guidelines
Adhere to organisational or department specific standards and guidelines. Understand the motives of the organisation and the common agreements and act accordingly.
build business relationships
Establish a positive, long-term relationship between organisations and interested third parties such as suppliers, distributors, shareholders and other stakeholders in order to inform them of the organisation and its objectives.
ensure compliance with legal requirements
Guarantee compliance with established and applicable standards and legal requirements such as specifications, policies, standards or law for the goal that organisations aspire to achieve in their efforts.
forecast account metrics
Make predictions on the movement of account measurements and data which give insight into an organisation's financial state in order to aid analyses and evaluate potential risks.
implement strategic planning
Take action on the goals and procedures defined at a strategic level in order to mobilise resources and pursue the established strategies.
maintain customer records
Keep and store structured data and records about customers in accordance with customer data protection and privacy regulations.
perform market research
Gather, assess and represent data about target market and customers in order to facilitate strategic development and feasibility studies. Identify market trends.
study sales levels of products
Collect and analyse sales levels of products and services in order to use this information for determining the quantities to be produced in the following batches, customer feedback, price trends, and the efficiency of sales methods.