Key Account Manager

Discovery – Health

Key Account Manager – Vitality Health International (Ghana)
About Discovery
Discovery's core purpose is to make people healthier and to enhance and protect their lives. We seek out and invest in exceptional individuals who understand and support our core purpose, and whose own values align with those of Discovery. Our fast-paced and dynamic environment enables smart, self-driven people to be their best. As global thought leaders, Discovery is passionate about innovating in order to not only achieve financial success, but to ignite positive and meaningful change within our society.

About The Discovery Africa Team
Discovery Africa is a subsidiary of Discovery Health and strategically extends Discovery's reach through delivery in key business activities:

Provision of Health insurance products underpinned by Vitality and Shared value principles, targeting growth across the African continent. Products are currently sold in: DRC, Mozambique, Kenya, Zambia, Ghana, Nigeria and Tanzania.

Third Party Administration services provided to global, multi-national insurance organisations. Coverage extends to all countries on the African continent (except CAR and Guinea Bissau)

24/7 Medical assistance to inbound travellers to South Africa and outbound travellers to the rest of the world. This includes Discovery Health members covered under the international travel benefit (ITB).

Key Purpose
Servicing, Marketing and Sales and distribution of Vitality Health International products in-country (Vitality Health Insurance, Vitality and Travel forTreatment) 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 relationships 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 value-add 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 in-country
• 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
The successful candidate will be required to demonstrate the following critical attributes and competencies:

Overall Client Relationship

• Co-ordination 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

Education And Experience

• 3rd Party Sales experience
• Business/Sales experience on African continent ex-SA
• In-depth knowledge of Healthcare Industry
• Employer Benefit knowledge and experience advantageous
• 2-3 Years within the Financial Services Industry
• 2-3 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.