Key Account Sales Specialist

Reporting to the Head of Sales, the Key Accounts Specialist is responsible for driving business through direct Key account activities within SACU. A significant component of this role is the management and organisation of multiple Key Account activities spanning between LCV, MCV and HCV channels.

• PLEASE NOTE OUR COMPANIES EMPLOYMENT EQUITY POLICY WILL BE APPLIED KEY PERFORMANCE AREAS : Commercial Dealer Sales - SACU Volume sales SACU Key Accounts New Share of National Key Account New vehicle commercial Margin New Vehicle Aged Inventory Management Successful infiltration of the top 20 Blue Chip fleets in South Africa under each weight category. RESPONSIBILITIES : Product – Ensure consistent and continual growth over all product categories, Light, Medium & Heavy. Evaluate and provide analysis to management for new product opportunities. Close working relationship with Product Marketing for product development and improvement. Pricing – Determine optimal pricing to balance profit with client satisfaction. Co‑manage retail and commercial price increase with Head of Sales. Manage discount levels. Develop effective yet profitable sales campaigns. Market – Ensure sufficient market share through the key markets. Develop and maintain a clear understanding of the markets that we operate in, both now and in the future. Evaluate and provide analysis to management for new market opportunities. Monitor and report on market evolution. Maintain contact with key markets by visiting and investigating the operations and local conditions. Share and study company market performances also in relation to external competitors. Budgets / Targets – Define budget on a yearly basis and then execute on monthly operating plans, (PO Process). Set activity and revenue targets. Develop and implement a methodology for target setting for Key Account sales channels. Ensure company reporting deliverables are continuously achieved (locally and at head‑office level).

Allocating company targets on the relevant Key Account resources depending on their distribution potential. Plan and implement sales programmes to achieve sales targets. Put in place relevant actions to reach commercial targets set by the company (Order Take, Invoicing, Margins, Market Share, Inventory levels). Monitoring / Tracking commercial objectives in terms of AGP, Volumes, Market. Motivating the sales team to achieve the desired volume targets.

Key Account Managers – Develop and implement a sales strategy per Key Account channel. Effective execution of the developed sales strategies. Identify key areas for improvement in the sales process. Ensure a client visit rotation is set up that maximises the KA Manager activities. Co‑manage working relationship with Capital to ensure Key Account financial facilities are maintained at a healthy level. Develop and maintain a sales playbook for all Key Account channels. Manage all reporting activities with regards to sales leads / clients. Manage relationship and sales for Key Account customers. Management and maintenance of existing Key Customers. Create access to key regional transport operators and truck fleets, selecting immediately a list of high‑potential targets.

Networking with business owners, directors and industry leaders to generate new business opportunities. Present company corporate presentations to selected audiences. Attending industry events and conferences to generate new business leads. Acting as spokesperson for the organisation at sales events and conferences. When required, carry out joint / solo visits with dealer personnel to both existing and new KA customers. Leverage on the new client base to identify potential.

Human Resources – All aspects of recruitment and selection for the department. Continual training and development of all members of the team. Continual training and development of all dealer sales staff. Monitor and manage all employee PMP activities. Ensure sales team create new sales opportunities through a daily, structured and measurable prospecting activity.

Inter‑department – Attending monthly meetings with other senior members of the business. Work closely with the Head of Sales and Network Manager to ensure company cohesiveness. Close working relationship is required with Marketing to ensure an effective marketing strategy is built and maintained on both new and pre‑owned business. Liaise with all other Iveco SA Business departments.

To ensure positive customer relationships and support including marketing, product, customer service, finance, JV partners on pre‑owned and financial controller. Monthly reporting on sales performance against budget and reporting on variances. Ensure precise and reliable client visit reports are created by sales team. Monthly presentation of PO. Quarterly business review with head office to monitor local business advancement.

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