SUMMARY:
Responsible for managing, planning, and implementing revenue growth activities where strong relationship-building, opportunity identification, and account management skills are essential.
POSITION INFO:
Key Account Management
- Manage a portfolio of key and strategic customer and intermediary relationships personally.
- Develop and execute tailored solutions and strategies for customers to ensure their ongoing satisfaction, loyalty, and profitability.
Customer Relationship Management / Account Management
- Build, develop, and implement a relationship management plan for strategic, complex accounts at a national level.
- Coordinate engagement between your organisation and partner organisations to ensure smooth information flow and timely resolution of issues.
- Manage key partner relationships to ensure consistent satisfaction and loyalty.
- Oversee the CRM system, ensuring effective maintenance and identifying opportunities for system improvement.
- Develop and implement relationship management plans for complex potential partner accounts, identifying decision-makers and influencers to support strategic engagement.
Customer Needs Clarification
- Consult with diverse partner representatives to determine key required outcomes.
- Introduce internal specialists and leverage expertise to gather and analyse customer data.
- Clarify mid- to long-term customer needs and develop detailed partner requirement specifications.
Sell Partner Propositions
- Leverage cross-functional internal teams (technical, commercial, legal) to configure tailored product and service solutions.
- Negotiate agreements that meet partner needs while ensuring acceptable profitability and cash flow.
- Review or authorise complex sales proposals that deviate from standard terms, escalating to senior management when required.
Promoting Customer Focus
- Develop internal plans and work collaboratively with other departments to strengthen internal alignment and external partner relationships.
Sales Opportunities Creation
- Develop a strong personal network within the local government sector.
- Represent the organisation at sector events.
- Gather market intelligence and enhance organisational visibility and reputation.
Operational Compliance
- Monitor performance and behaviour to identify non-compliance with organisational policies and regulatory codes.
- Implement corrective measures where necessary.
Personal Capability Building
- Act as a subject matter expert in growth strategy, product policy, regulation, or operations.
- Maintain external accreditations and stay up-to-date with regulatory changes and industry best practices through CPD, conferences, and specialist media.
Qualifications & Experience
- Bachelor’s Degree in Economics, Business Management or equivalent.
- Postgraduate Degree is advantageous.
- Minimum 6 years relevant experience, with at least 3 years in planning and managing resources to achieve predetermined outcomes.
- Experience in local government, mining, insurance, and metal industries is advantageous.
- Knowledge of the group strategy and its applications.
- Strong understanding of clients’ worker insurance plans and related challenges.
Skills & Competencies
- Collaboration
- Relationship Management
- Service Management
- Business Insight
- Management of Complexity
- Ensures Accountability
- Organisational Savvy
- Effective Communication
- Networking and Relationship-Building
- Directing Work
- Financial Acumen
- Strategic Mindset
- Optimising Work Processes
