Our Company is looking for a Key Account Manager position to develop and manage profitable, long-term relationships with designated key customers, ensuring the alignment of customer interactions with the company’s business strategy & objectives strategically & tactically. This role involves orchestrating the interaction between the company and its key accounts to maximize business opportunities, enhance customer satisfaction, and achieve superior returns on investment. The Key Account Manager acts as the primary liaison, coordinating internal resources, managing projects, and leading initiatives that deliver tailored solutions and value to both the organization and its strategic customers. Through effective relationship management, negotiation, and leadership competencies, the Key Account Manager plays a crucial role in driving the company's growth, maintaining its competitive edge, and ensuring the sustainability of its key customer partnerships.
Responsibilities:
Understanding of Business and Customer
- Develop a deep understanding of both the company's and the customer's operations, divisions, challenges, and market position.
- Maintain up-to-date knowledge of the company's and customer's products, solutions, services, and strategies.
- Leverage insights into the company's and customer's organizational structures (key people) to foster efficient decision-making and operations.
Competency in Systems and Processes
- Master the company's and customer's systems, processes, and value chains to optimize cooperation and value creation.
- Ensure compliance with internal and customer-related processes and strategies & tactics.
- Utilize knowledge of both organizations' systems to enhance solution service delivery and customer satisfaction. Strategic & Tactical Planning and Value Creation
- Engage in Strategic & Tactical planning with a forward-looking perspective, incorporating both internal and external factors affecting the business and customer relationship.
- Identify and exploit opportunities for value creation, facilitating workshops (product training), and events and managing projects to develop and deliver value propositions.
- Measure and monitor the impact of delivered value, adjusting strategies & tactical plans as necessary to meet expectations and goals.
Execution and Resource Management
- Prepare comprehensive Strategic & Tactical account plans, outlining objectives, actions, resources, and metrics for at least the next year to three years.
- Secure internal (product specialist) and external (Original
- Equipment Manufacturer) resources, inventory, and approvals necessary for plan execution.
- Align actions with Strategic & Tactical plans, ensuring timely execution and monitoring progress through established metrics. (Weekly PDRI meetings)
- Adapt and respond to performance metrics, learning from experiences to improve future actions.
Communication and Relationship Building
- Build and maintain a detailed database of key contacts within the customer organization, understanding their roles, concerns, and decision-making processes. (In the company CRM system)
- Effectively communicate the company's strategy and value propositions to internal stakeholders and the customer.
- Foster strong relationships with counterparts in the customer organization, facilitating collaboration and mutual support.
Knowledge and Understanding of Products Solutions and Services
- Maintain awareness of the company's entire product, solutions, and service range, including offerings from other business units. i.e., EPCM
- Understand the significance of the company's products, solutions and services in the customer's processes and offerings, articulating key features, benefits, and limitations.
- Stay updated with new products, solutions and service introductions, modifications, and limitations (e.g. End of life cycle, product specifications).
Competitor Awareness
- Have knowledge of competitors’ offerings, and an understanding of their strengths, weaknesses, and positioning.
- Keep abreast of competitor prices and promotional activities and what we can do better or areas of improvement.
Consultative Selling and Business Development
- Identify areas within the customer's operations where the company's expertise can add value.
- Develop new business within existing accounts and identify potential new key accounts. (the customer within the customer).
- Analyse negotiation situations, prepare Strategic & Tactically, and engage in negotiations with a win-win objective.
- Understand and apply financial concepts in negotiations, recognizing the financial impact of decisions. (POV)
Financial Acumen
- Develop business cases and understand the financial implications of key account management decisions.
- Track and expand the range of products, solutions and services bought by the customer.
- Build and leverage relationships within the customer's organization to uncover new opportunities and facilitate business development.
Strategic & Tactical Account Planning
- Prepare for sales opportunities, manage sales meetings effectively, and follow up on commitments.
- Utilize financial insights to inform pricing and discount strategies, ensuring alignment with customer profitability goals.
Customer Relationship Management
- Strategic & Tactically develop and manage profitable relationships with key customers, aligning activities with the customer's potential for superior returns.
- Prioritize key customers based on their attractiveness and potential for profit, maintaining relationships across various levels of the customer's organization.
- Manage the process of interaction between the company and key customers, ensuring consistent communications
- Build and maintain internal relationships across the organization, identifying key allies and senior managers to support key account objectives.
- Encourage cross-functional collaboration, ensuring other departments understand and contribute to the benefits delivered to key customers.
Personal Integrity and Trustworthiness
- Demonstrate personal integrity, reliability, and adherence to organizational values.
- Maintain confidentiality and operate effectively amidst uncertainty and complexity, ensuring clear responsibilities and accountabilities within the internal key account team.
Effective Collaboration and Networking
- Facilitate effective collaboration on projects with key accounts identifying and protecting organizational assets and capabilities.
Requirements:
- Grade 12 + National Diploma in Business
- Management/Marketing/Sales Management.
- Experience 3 – 5 years’ years of related experience in the Account
- Management / Sales / Account Management position.
- Computer Literacy
- Good Understanding of Processes and Systems
- Relationship Management
- CRM
- Valid Driver’s License
Desired Skills:
- Computer Literacy
- Relationship Management
- CRM
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