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Key Account Manager

4 months ago

Sandton, South Africa Discovery Ltd. Full time

Business Unit:
Discovery Health
Function:Relationship Management
Date:6 Mar 2024
KEY ACCOUNT MANAGER - Vitality Health International (Zambia)

Key Purpose

  • Servicing, Marketing and Sales and distribution of Vitality Health International products incountry (Vitality Health Insurance, Vitality and Travel for Treatment) through opportunity identification and relationship building with both Partner Insurers, Intermediaries and Employers.
    Key Outputs
  • Develop strong connections with senior stakeholders and other key contacts at corporate clients
  • Develop relationship with Partner Insurer to facilitate communications between VHI and Partner Insurer
  • Identify and drive innovative solutions that will lead to growth opportunities within existing clients
  • Become an industry and product expert across the VHI product suite
  • Empower and educate intermediaries and clients on the VHI value proposition through presentations, member one on ones and face to face interactions
  • Strategic relationship management
  • Consistently deliver according to valueadd proposition agreed upon with client.
  • Create strategic business partnerships with a panel of intermediaries to enable sales and meet and exceed sales targets
  • Handle objections by clarifying, emphasising agreements and working through differences to a positive conclusion
  • Project manage the new business take on process for new clients from start to finish.
  • Periodic (tbc) reporting and delivery of critical content and trends
  • On boarding of new employer group incountry
  • Own the delivery of revenue, growth and retention targets for key accounts & participate in forecasting activities
  • Build strategic partnerships with key broker houses to maintain a transparent and mutually beneficial approach to client engagement
  • Using insights from data analytics and client needs, give input into bespoke value propositions, thought leadership and offerings for key clients.

Personal Attributes and Skills

  • Overall Client Relationship
  • Coordination of events and networking sessions
  • Negotiation skills at all levels
  • Facilitates the executive level Interfaces
  • Technical Expertise
  • Knowledge of all product offerings, structures and benefits across the value chain
  • High degree of business acumen and/or industry experience
  • Ability to provide advisory support at all levels
  • Leadership / Management
  • Ability to influence without authority
  • Collaborate across all levels of an organization (internal and external)
  • Systematically analysing and reporting of new business results, pipeline management together with actionable initiatives
  • Strategic sales
  • Strategic account planning
  • Development of marketing strategies
  • Analysing market trends
  • Ability to convert sales.
  • Business savvy ability to see an opportunity and present it to the client.
  • Entrepreneurial
  • Ability to creatively solve complex problems
  • Contributes to the development of bespoke value propositions and new products/offerings

Competencies

  • Resilience and tenacity
  • Entrepreneurial
and strategic thinking

  • Target driven
  • Prospecting
  • Sales skills
  • Persuading and Influencing
  • Deciding and initiating action
  • Relating and networking
  • Presenting and communicating information
  • Adapting and responding to change
  • Coping with pressures and setbacks
  • Planning and organising
  • Delivering results and meeting customer expectations
  • Adhering to principles and values

Qualifications & Experience

  • 3rd Party Sales experience
  • Business/Sales experience on African continent exSA
  • Indepth knowledge of Healthcare Industry
  • Employer Benefit knowledge and experience advantageous
  • 23 Years within the Financial Services Industry
  • 23 Years Commission target based sales experience
  • Business related degree / diploma
  • Industry related NQF credits (preferred)
  • RE Accreditation (preferred)
  • EMPLOYMENT EQUITY
The Company's approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.