Our client within the services industry is currently seeking to employ a highly skilled and experienced National Key Accounts and Strategic Projects Manager. The primary role of the incumbent is to effectively manage the companyâ??s national key accounts, ensure implementation of best practice and sustainable revenue growth within the companyâ??s key account customer base.

Minimum Requirements

An Engineering or Business Degree or Higher Diploma plus an Advanced Management Course would be ideal

5 years’ relevant work experience and proven track record in business development

Knowledge and experience within a service industry would be ideal

Business and Analytical skills are essential

Excellent negotiating skills are essential

Knowledge of Financial /Pricing Analysis and Modelling

Key Responsibilities

Implement Regional Sales Strategy to meet Regional Sales Targets across national key accounts

Set, manage and monitor sales growth targets

Pricing of key quotes, tenders and proposals ensuring profitability targets are met

Set and control sales budgets.

Prepare accurate weekly, monthly, quarterly and annual Revenue forecasts

Achieve DSO targets

Present at the monthly Commercial Regional Review

Establish and sustain a customer centric culture

Manage and maintain customer relations to ensure key customers are retained

Identify key customers for new business development.

Formulate sales and technical strategies to meet and improve on customer requirements .

Liaise with other divisions to develop more innovative customer solutions

Present to key clients on service solutions key to their industry

Hold monthly performance meetings with Key Accounts team and measure performance against set key performance areas.

Liaise with operational personnel on service quality

Liaise with finance and debtors on invoice billing quality

Liaise with Technical Department  on technical queries and solutions

Engage in specific problem resolution where the Key Accounts Consultant is unable to timeously resolve queries

Ensure sales staff composition meets clients’ requirements

Manage people development within the regional sales teams

Meet Employment Equity requirements

Co-ordinate effective workflow processes pertaining to Key Account function

Co–ordinate, facilitate and maintain effective workflow processes pertaining to portfolio management

Establish and manage service levels with key internal and external stakeholders

Manage and refine the sales process to best practice

Manage the business processes to facilitate legal compliance to relevant legislation

Adjust individual sales targets based on revised and actual profit plans

Measure and monitor growth based on key performance areas, which is in line with the organisations business plan and objectives for that financial year

Drive to reduce costs and increase and improve EVA returns

Gather market and competitor information to assist in establishing market trends and developments Create awareness on best practices within the key account portfolio’s industries, commercial and operational strategies

Utilize market trend and development information to effectively position the organisations’ products and solutions within the Region

Key Performance Areas

Provide oversight to and manage National Key Accounts to ensure that all key accounts are achieving the correct profit margins and further increase profitable revenue

Effectively monitor and manage the contract requirements for these accounts as well as managing price increases and price negotiations.

Ensure that there are strong relationships with customers and that the sales team have a good knowledge of their clients’ operations & strategy

Set, agree and measure key performance indicators in line with growth targets

Compile and manage business cases

Communicate & liaise effectively at all levels within the organisation

Ensure that the team is well motivated, managed and effective and individuals should show ongoing growth & achievement

Attributes

Ability to handle difficult customers and staff

Ability to implement plans

Ability to take decisions based on sound reasoning

Ability to work under pressure

Attention to detail & accuracy

Dedicated to service excellence

Honesty and integrity

Personal presentation

Self-disciplined, organized and motivated

Skills

Analytical skills

Experience on Budgets and forecasts

Experience in compiling business cases

Project management experience

Communication skills

Decision making skills

Interpersonal Skills

Leadership and management skills

Planning and organizing skills

Presentation skills

Problem solving skills

Team building skills

Ref: JHB000675/MM