This role replaces the old “Account Manager” model. You are not a generalist. You are the commercial specialist embedded inside one BU, enabling that BU to operate as a complete decentralized unit with its own quoting, procurement, billing, and revenue execution—while contributing to the collective client experience across the business.

You are measured by outcomes, not effort.

Financial Outcomes (Targets set by BU Lead)

Monthly/quarterly targets will be issued by the BU Lead, typically including:

• Quote value produced (R and/or GP)
  
• Once-off project GP invoiced
  
• Assessment-to-project conversion value (where applicable)
  
• Margin protection (no under-quoting; pricing rules adhered to)
  
• Billing query reduction and faster resolution (protects cashflow)
  

 Operational Outcomes

• Quotes and invoices are issued within BU SLA timelines
  
• Stock is ordered, received, allocated, and handed over correctly
  
• Serial numbers and licensing are captured 100% and traceable
  
• Zero “missing line items” and “we forgot to invoice that” incidents
  

Compliance Outcomes (Non-negotiable)

• Zoho Books accuracy ≥ 99%
  
• SOP compliance ≥ 95–98% (audited)
  
• No assumptions: incomplete scope/BOM triggers clarification before quoting
  

Key Responsibilities

Quoting (Core)

• Receive scope and BOM from engineers/BU Lead
  
• Validate completeness before quoting (no guessing)
  
• Produce professional quotes that are:
  
• Provide client-friendly options where relevant:
  
• Drive approvals using follow-up cadence and clear explanation
  

Procurement & Stock Control (Core)

• Order stock through approved suppliers per BU SOP
  
• Track lead times and proactively communicate delays/alternatives
  
• Receive and record stock accurately
  
• Allocate stock to jobs/projects/clients and handover to engineers with accountability
  
• Capture and store:
  
• Maintain “no shrinkage, no mystery stock” discipline
  

 Invoicing (Core)

• Issue accurate invoices for:
  
• Ensure invoices match:
  
• Support collections by ensuring documentation is complete and audit-safe
  

Assessments (BU Commercial Enablement)

• Support BU assessment workflow commercially:
  
• Measure conversion rates—but never force nonsense projects
  

Client Communication & Embedded Sales Behavior

• Communicate professionally with clients to clarify scope, options, approvals, timelines
  
• Maintain strong sales mannerisms:
  
• Participate in BU meetings when commercial clarity is required
  

SOP Discipline & Admin (As required by BU Lead)

• Follow BU SOPs precisely:
  
• Handle BU admin support tasks as assigned by BU Lead (secondary to commercial execution)
  

 If scope/BOM is incomplete, unclear, or missing key information, you must stop and request clarification before quoting or ordering.

No assumptions. No “we’ll fix it later.”

(Exact targets per BU are set by BU Lead.)

• Quote value created (R / GP)
  
• Once-off GP invoiced (monthly)
  
• Assessment-to-project GP generated
  
• Margin variance: quoted vs delivered vs invoiced (within threshold)
  

Execution & Quality

• Quote turnaround time (within BU SLA)
  
• Quote accuracy ≥ 99%
  
• Invoice accuracy ≥ 99%
  
• Daily invoicing completion ≥ 100% (where required)
  
• Monthly billing issued on time ≥ 100%
  
• Billing queries resolved within SLA
  

Stock & Licensing

• Stock allocation accuracy ≥ 99%
  
• Serial/license capture completeness = 100%
  
• Stock shrinkage = zero (audited)
  

SOP / System Compliance

• SOP compliance ≥ 95–98%
  
• Zoho Books mandatory fields complete ≥ 95–99%
  
• Audit trail completeness (quotes, approvals, POs, delivery notes)