Key Account Manager

SUMMARY:
Our client is looking to employ a Key Account Manager to Join their team in Gauteng. The Key account manager will report to Head of Sales and be fully accountable for the yield, and the relationship between the client and their own organisation. They are the representative (and advocate) of the client to their own internal organisation, and vice versa.  They must be good at problem solving and are analytical in their approach.  In their organisational capacities they must pay sufficient attention to detail to make sure nothing falls through the cracks, yet at the same time they need to be able to stand back and look at the big picture.

POSITION INFO:
Key responsibilities:

Account Operations Management

• To implement a MAP for Key Account allocated, update the plan monthly according to the required time schedules and present the changes at the monthly Account Meeting. The documented Key Account Plan is a tool to, first and foremost, be of most use to the Key Account Manager, and thereby managing and maintaining a MAP which feeds the Key Account Plan for the Opco Territory.

The overall purpose of maintain a Key Account Plan is to set the strategy for the account with the intent;

• to build on or improve relationships and
• to ensure revenue retention & revenue growth by highlighting and managing opportunities & risk

The ultimate measure is to add value to the client’s business – in everything that they do. The Key Account Plan is an executable action-oriented document that answers the basic question: “so what are you going to do and achieve with this client”.  

• The Key Account Manager cannot achieve these objectives on their own; so, the Key Account plan is also the theme and glue that brings the entire team together, integrating the various MAPs (Product and Service Offerings for each client) into one consolidated view, onto the same page (regarding the agenda we have for the client) irrespective of level – from senior executives, to technical personnel, to billing clerks. It is the document that aligns goals and purpose, enabling all to execute as a team in front of the customer. Even more importantly, it attempts to galvanise our team to become part of the customer’s team. This is achieved by gaining agreement on select portions of the account plan with the customer.
• The Key Account Manager must understand all Financial aspects of their Client/s, understanding of their Budgets and their funding allocated for projects associated to our services and products are essential and must be considered in the MAP.
• The account plan document is largely executable with the Executive Overview available to brief interested parties. It however does not operate in isolation or without checks and balances. To execute the account plan it should be tracked at 3 levels:

1. Twice a year the account plan strategy and major initiatives and directions are reviewed and adjusted appropriately, or alternatively whenever a major change has occurred in the customer to cause a change in our direction

• outcomes. These outcomes will indicate our progress (or not)
• Sales reviews occur weekly
• It is compulsory for a Key Account Manager to attend the quarterly Key Account Planning workshop (or as and when set within the Opco).
• Identify and facilitate sales and business growth opportunities and constantly keep the commercial goals of the operations leadership teams’ radar.
• Drive collaboration across product and service lines, including collaboration, performance, cross and upsell opportunities.
• Ensure the effective implementation of strategies and plans through thought leadership to ensure that the highest level of performance is achieved, and objectives are met.
• Maintain an extensive network of internal and external contacts to ensure that the Key Account is optimally managed in its understanding of business, economic and commercial challenges and opportunities.

• At least 8 years progressive experience within a professional services business, including the demonstrated ability to manage, deliver and grow Key Accounts.

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