Head of Account Management - JHB

SUMMARY:
-

POSITION INFO:
ENVIRONMENT: Our client, a development house with offices in Johannesburg, builds innovative agricultural technologies in partnership with a London-based Agri-software start-up focused on optimising the fresh produce value chain. They are looking for a Head of Account Management that is the key commercial leadership role responsible for the retention and expansion of their top-tier agricultural and logistics accounts. You will be expected to transition the function from reactive service to proactive, data-led strategic partnership, ensuring their platform becomes an indispensable part of their clients' commercial infrastructure.   DUTIES: Commercial Leadership : Design and execute a high-level account management strategy that shifts the department from \"service-oriented\" to a \"strategic growth partner\" for their clients. Portfolio Retention & Expansion : Take full ownership of the retention of their largest grower and exporter accounts, identifying opportunities to deepen platform integration and drive Net Revenue Retention (NRR). Logistics & Supply Chain Integration : Act as the strategic bridge between their clients’ complex logistics needs and their product roadmap, ensuring they remain the \"operating system\" for their value chain. High-Stakes Stakeholder Management : Serve as the senior escalation point and strategic advisor for C-suite stakeholders within the farming, logistics, and agribusiness sectors; this includes traveling to client sites as required to maintain relationships and resolve critical issues. Data-Driven Advocacy : Translate complex usage data and supply chain metrics into \"value stories\" that demonstrate clear ROI to clients during quarterly business reviews. Operational Health & Growth Reporting : Provide formal monthly reporting to the business on the health and SLA values of all clients, proactively identifying and presenting cross-sell opportunities and churn risks to drive account expansion. Team Scaling & Mentorship : Lead, recruit, and mentor a high-performing AM team, fostering a culture of \"grit and grace\" while ensuring a centre of excellence for client relations. Market Intelligence : Provide continuous feedback to the Executive and Product teams on shifting industry trends, competitor moves, and emerging \"fringe industry\" pain points. REQUIREMENTS Bachelor’s degree in business, Agriculture, Technology, or related fi eld (essential). Postgraduate qualification in Business, Strategic Management, or Customer Experience (advantageous).   Knowledge, Competencies and Skills Knowledge: In-depth understanding of agricultural supply chains and Agri-value ecosystems. Familiarity with SaaS platforms, digital transformation in agriculture, and B2B customer lifecycle strategies. Understanding of data-driven technologies, ERP\/CRM systems (HubSpot beneficial), and software implementation . Competencies: Strategic thinking and problem-solving. High EQ and strong interpersonal skills. Commercial acumen with a focus on value creation. Leadership and people management skills. Client-first mindset with a proactive and solutions-oriented approach. Able to balance relationship nurturing with assertive negotiation and delivery. Skills: Strong communication and stakeholder engagement skills. Ability to analyse client data and translate insights into action. Skilled in managing remote and cross-functional teams. High attention to detail and ability to juggle competing priorities.   Job Related Experience Senior Leadership : 5+ years of experience in Account Management, Client Success, or Commercial Relationship Management, with at least 3 years in a senior leadership role overseeing high-value B2B portfolios. Industry Vertical Expertise : A proven track record within AgTech, Logistics, Freight, or Fresh Produce Supply Chains. You must understand the \"physics\" of moving goods from farm to port to shelf. SaaS & Digital Transformation : Experience leading clients through the adoption of complex software or ERP\/CRM systems, particularly in industries traditionally resistant to digital change. Commercial Negotiation : Demonstrated success in managing high-stakes contract renewals, price restructuring, and navigating SLAs with large-scale corporate agribusinesses. Bilingual Capability : Absolute fluency in English and Afrikaans is essential. You must be able to move seamlessly between a corporate boardroom in Sandton and a packhouse floor in the Western Cape or Limpopo. Strategic Hub Presence : Based in (or willing to relocate to) Johannesburg (preferrable) or Stellenbosch, with the ability to travel frequently to farming regions and their other offices. ATTRIBUTES: The Head of Account Management must embrace a collaborative, entrepreneurial environment and be comfortable operating in a fast-paced, evolving space. You’ll work closely with internal and external stakeholders to drive meaningful impact and build long-term relationships grounded in trust and value. Someone to enhance the positive company culture to prospective and new clients with a high emphasis on morals, values and diversity. Preferably someone with a passion for\/experience in the agriculture and \/or logistics and technology industries. They need a 'Solution-Seeker' who is as comfortable in a boardroom as they are on a farm, someone who brings high-level strategy but remains 'lekker' to work with; no egos, just results.

NB! This job is now closed. You can apply for other jobs by uploading your CV.