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Key Account Manager
Key Account ManagerDananda Talent • Mokopane, South Africa
Key Account Manager

Key Account Manager

Dananda Talent • Mokopane, South Africa
19 days ago
Job description

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.
  • Ensuring that all stakeholders have the necessary tools and equipment to complete all tasks / projects as required by management.
  • Ensure all safety packs and contractor packs are up to date and have the relevant signatures.

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. Maintain and improve safety requirements.

    • 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).
  • Understand and influence the customer's buying process, including tendering and contracting procedures.
  • Negotiation Skills
  • Analyze 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.
  • Analyze customer profitability, manage pricing strategies effectively, and work to optimize costs. Execution and Relationship Management
  • 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 and the full capture of opportunities. Relationship Development
  • Adopt a purposeful approach to relationship building, recognizing, and working within valid relationship constraints.
  • Develop relationships at all appropriate levels within the customer's organization, addressing personal professional issues and needs of contacts to enhance relationships. Internal Collaboration and Influence
  • 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

    • Effective Collaboration and Networking

  • Facilitate effective collaboration on projects with key accounts, identifying and protecting organizational assets and capabilities.
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    Key Account Manager • Mokopane, South Africa

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