Job Description

KEY ACCOUNT MANAGER

PURPOSE OF JOB:

The incumbent will be responsible for identifying, pursuing, and securing new business opportunities to drive revenue growth. This role involves market research, lead generation, relationship building, and strategic sales initiatives to expand the company's client base.

Additionally, provide Key Account Management duties to an existing base of clients, in line with the business strategy and drive sustainable revenue growth. The role is to expand the company's market presence by identifying new business opportunities with new clients and within existing clients.

Business Development & Growth

Identify, explore, and develop new business opportunities to drive company growth.

Achieve Sales Targets

Meet or exceed monthly, quarterly, and annual sales budgets.

Client Acquisition & Retention

Protect and grow the existing client base while actively onboarding new clients.

Key Account Management

Provide leadership in managing key accounts, ensuring alignment with business strategy. Manage client relationships to ensure contractual obligations and company objectives are met.

Proposal & Tender Management

Prepare and submit proposals, respond to tenders, Requests for Proposals (RFPs), and Requests for Information (RFIs).

Sales Initiatives & Strategy Execution

Drive and support all sales initiatives as required by the business.

CRM Management

Maintain accurate and up-to-date records in the company's CRM system.

Financial Responsibility

Oversee a budget responsibility ranging between R6 million and R19 million.

RESPONSIBILITIES:

Identifying New Business Opportunities:

Conduct market research to identify potential clients, industries, and emerging trends. Develop a deep understanding of the company's products, services, and competitive positioning.

Lead Generation & Prospecting:

Source and qualify potential clients through networking, cold calling, and digital outreach. Build a pipeline of new business opportunities and track progress using CRM tools.

Sales & Proposal Development:

Develop tailored sales pitches, proposals, and presentations to secure new clients. Respond to tenders, Requests for Proposals (RFPs), and Requests for Information (RFIs).

Client Relationship Management:

Establish and nurture strong relationships with key decision-makers. Understand client needs and provide solutions that align with their business objectives.

Negotiation & Closing Deals:

Lead contract negotiations to ensure mutually beneficial agreements. Work with internal teams to ensure smooth onboarding of new clients.

Collaboration & Strategy Execution:

Work closely with marketing, product development, and operational teams to align sales strategies. Provide market insights and feedback to improve service offerings.

Performance Tracking & Reporting:

Monitor and report on sales performance, forecasting, and business development efforts. Maintain up-to-date records in the CRM system.

MINIMUM REQUIREMENTS:

REQUIRED MINIMUM EDUCATION/TRAINING:

Grade 12

A definite advantage if in possession of a bachelor's degree or equivalent qualification in Marketing, Business or a related field.

Proficient in Microsoft Office packages

REQUIRED MINIMUM WORK EXPERIENCE:

3 - 5 years' experience in a New Business Development & Key Account Management environment.

Experience in Bureau / Data / Software / Debt recovery / Credit Industry advantageous.

Relationship Management Skills

Building and maintaining key customer relationships. Concluding agreements/contracts with the clients. Concluding service level agreements with the client. Establishing client meetings. Budgeting with the intent of achieving additional revenues from the existing client base. Monthly and quarterly meetings with clients to convert opportunities for additional business from existing client base. Engagement and input with and to internal business divisions on client requirements, collections strategies, at both an operational and management level with decision makers and influencing stakeholders. Overseeing and leading the contractual process to conclusion. Overseeing and leading the necessary/required process to conclusion, within an acceptable time frame. Arranging and scheduling meetings with the various stakeholders. Understand the strategy, needs, and pain points of the client and convert these into wins and revenue. Manage performance and expand the existing mandates in volume and value. Manage and influence internal units to drive performance and enhance relationships.

Technical Skills

MS Office skills.

Collections experience.

Knowledge and understanding of the:

National Credit Act.

Debit Collector Act.

Companies Act.

Working knowledge of:

SAS System.

MS office (Excel).

Behavioural skills

Good interpersonal skills.

Emotional intelligence.

Operates within XDS values.

Ability to effectively direct a team to achieve delivery results.

Work within multiple teams to achieve goals and objectives of XDS and clients.

Working hours:

08:00 - 17:00
Job Type: Full-time

Work Location: In person