Key Account Manager

6 months ago

Sandton, South Africa Swift Recruitment Full time
  • This position is responsible for the following key functions either directly or indirectly:
  • Strategic relationship development and account planning,
  • Client solutioning,
  • Client retention,
  • Service management,
  • Organic revenue growth through cross and upsell.
  • The role is centered around the provisioning of technological solutions to medium and large corporate enterprises with specific emphasis on electronic payments, collections, eCommerce, data exchange and verification solutions needed to drive a clients cashflow and cashflow management processes.
  • The “Account Executive” is the person responsible for managing the strategic relationship between THE COMPANY and our clients for all services being provided by THE COMPANY and ensuring the following.
  • Working individually or with broader support teams within THE COMPANY, the group or with strategic business partners in identifying, scoping and addressing client needs and requirements.
  • Preparing professional client documentation,
  • Business / pricing proposals & correspondence
  • Solutions scoping documentation (with support from relevant technical areas)
  • Relevant on-boarding and related legal / governance documentation
  • Slide decks for presentations where necessary (with support from THE COMPANY’S marketing)
  • Conducting annual pricing reviews and negotiations.
  • Managing account profitability and retention.
  • Through regular formalized client service reviews oversee the effective delivery of client service expectations through personal intervention and effective engagement with client and THE COMPANY’S stakeholder groups in achieving alignment.
  • Place emphasis on account optimization and increasing share of wallet through proactive engagement, innovation, positioning of the entire COMPANY’S solutions eco-system to support solutions based cross and upsell optimization.
  • Develop strong relationships at both C-suite as well as user level based on formalized account strategies covering the various stakeholder needs.
Any of the following: (The more the better)
Business / Financial / Technology degree or Diploma
Formally trained with practical experience / certification in Key Account Management program.
Good knowledge of the South African National Payments, banking & clearing system.
​​​​​​​5 Years+ experience
Experience & track record in B2B Strategic Account Management – Medium/Large Corporate clients.
Deep understanding of the South African Payment Industry and inter-bank clearing system.
Deep understanding of Transactional Banking and eCommerce services.
Deep understanding of business clients’ payments, receipting and reconciliation processes.
Experience & track record in selling and supporting B2B transactional technology and solutions.

Technical
Ability to communicate and articulate at ALL levels.
Presentable and professional.
Good listener with analytical ability.
Strong and experienced presenter capable of presenting high quality presentations at Executive / Boardroom level.
Grammatically articulate in English with well-developed report / proposal writing skills.
Well organized and structured in administration.
Skilled in the use of Microsoft Office -Word, Excel, Power Point, etc.
Good understanding of the Payments Industry and competitor landscape.
Sound understanding of cashflow administration processes and practices in companies i.e. payments, receipting, collections, and reporting practices.
Ability to operate at an operational as well as strategic level when dealing with clients.

Behavioural
Strong communicator
Team Player / collaborator
Good leadership attributes
Good planning and organizing skills
Assertive / principled / honest
Works well with people
Value creator & good for culture
Works efficiently
Presentable / professional
Adaptable to change
Self-Starter, energetic and driven
Resilient & does not give up easily
Hard worker with a strong work ethic
Inquisitive and likes to learn and develop

Key Performance Areas
Retention & Growth
Effectively manage a portfolio of “Key Accounts” to drive service delivery and organic growth through cross and upsell initiatives supported by strategic account plans.
Grow the client portfolio in line with quarterly and annual revenue targets.
Through the process of regular service reviews and account plans, ensure the proactive retention of clients within the allocated portfolio.
Analyze monthly statistical reports to identify volume or revenue variances as lead indicators to potential revenue or retention risk requiring proactive investigation and action.

Service Management
Always meet deadlines and producing good quality output.
Maintain client documentation and information in line with THE COMPANY’S’s processes, procedures and audit standards.
Maintain and keep information up to date on relevant THE COMPANY’S business systems and databases to ensure effective reporting, revenue forecasting and accuracy of management information e.g. CRM & pipeline management etc.
Develop strong value-added relationships with key clients which may be validated via independent client satisfaction surveys when conducted from time to time.
Work with internal departments in ensure effective communication and coordination of outputs necessary to exceed client expectations where these have been made know through escalation, service reviews, relationship meetings or missed SLAs.
Provide monthly management reporting where service risks or successes have been identified and require management intervention for correction or recognition within teams.
Assume ultimate accountability for ensuring client service satisfaction levels from THE COMPANY.
Project manage client take-on process with the assistance of a dedicated implementation specialists.

Culture
Align with THE COMPANY’S’s high performance culture and values which are verified and validated via 360 degree peer and management reviews on a regular basis.
Highly engaged with peers, clients and proactive in learning and delivering value to clients and THE COMPANY as a business.
Service centric and evaluated on ability to always deliver exceptional customer service internally and externally.

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