Key Account Manager

6 months ago

East Rand, South Africa Unique Personnel Full time

**Job Number**
- 72333

**Job Type**
- Permanent

**Job Title**
- Key Account Manager

**Computer Skills**
- CRM Software,ERP System,MS Outlook,MS Teams,SAP B1,Zoom

**Industry**
- Manufacture

**City**
- Ekurhuleni (East Rand)

**Province**
- Gauteng

**Key Responsibilities.**

**Strategic Account Management**
- Develop, maintain, and execute strategic account plans for key customers.
- Conduct quarterly reviews to ensure alignment and achievement of set objectives.
- Identify and cultivate new business opportunities within existing key accounts.

**Sales Revenue Growth**
- Meet or exceed quarterly and annual sales targets for key accounts.
- Engage in business development activities, including lead generation, deal negotiations, and closing.
- Collaborate with the marketing team to develop targeted sales pitches and strategies for key accounts.

**Customer Relationship Management**
- Act as the primary point of contact between the customer and internal teams.
- Proactively assess, clarify and validate customer needs on an ongoing basis.
- Provide excellent customer service to enhance customer loyalty and satisfaction.

**Contract Negotiations**
- Lead contract negotiations focusing on establishing a long-term relationship.
- Ensure contracts meet legal requirements and align with company policies.

**Reporting & Metrics**
- Monitor and report on sales metrics and KPIs for key accounts.
- Provide a monthly review forecast.
- Analyse customer behaviour & adapt the account strategy accordingly

**Cross-Functional Teamwork**
- Coordinate with multiple departments, including product development, customer service, and logistics, to deliver on account promises.
- Share customer feedback with product and service delivery teams for continual improvement.

**Data Analysis**
- Reporting Tools: Basic understanding of data reporting and visualisation is beneficial for generating reports and insights.
- Digital Communication

**ERP Systems**
- ERP Experience: Familiarity with ERP systems like SAP B1

**Core activities**
- Account Management: Responsible for overall management of key accounts, maintaining long term relationship with accounts and maximising sales opportunities within them.
- Sales Strategy: Develop and implement a comprehensive sales strategy for each key account to achieve the set of business objectives.
- Business Development: Identify and develop new business opportunities with existing and potential clients.
- Customer Relationship Management: Build strong, long-lasting customer relationships by partnering with them and understanding their needs.
- Product Presentation: Present products and services to potential clients and prepare detailed product specifications.
- Negotiation: Negotiate contracts with clients and establish a timeline of performance.
- Feedback Analysis: Collect and analyse customer feedback to guide the development and enhancement of products and services.
- Sales Forecasting: Develop accurate forecasts for each key account and update them regularly.

**Core decisions**
- Client prioritisation: Deciding which accounts to prioritise on their strategic importance, potential for growth, and revenue generation
- Sales Strategy Formulation: Developing tailored sales strategies for each key account based on their unique needs, preferences, and business potential.
- Negotiation tactics: Deciding the approach for contract negotiations, including pricing, delivery timelines, and terms and conditions to ensure a win-win scenario while maximising company profit.
- Resource Allocation: Allocating resources (like time, personnel, and budget) for different accounts based on their size, potential, and strategic importance to the organisation.
- Issue Resolution: Deciding on the best course of action to address customer issues, complaints, or feedback to ensure customer satisfaction while considering business constraints and objectives.
- Sales Forecasting: Estimating sales volumes and revenues for each key account to help guide business planning and decision-making.
- Partnerships and Collaborations: Deciding on potential collaborations or partnerships with other businesses that could add value to key accounts and increase sales opportunities.
- Account Development: Identifying upselling and cross-selling opportunities within existing accounts to maximise revenue.
- Risk Assessment: Evaluating the risks associated with decisions regarding key accounts, including contract negotiations, pricing decisions, and sales strategies.
- Performance Metrics: Deciding on performance indicators to track the success of account management strategies and making adjustments based on the data.
- Training Programs: Designing and implementing training programs for customers, where necessary, to improve their understanding and use of products

**KPIs**
- Revenue Generation: The amount of revenue generated from key accounts, which should show consistent growth.
- Customer Retention Rate: The ability to maintain relati

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