Key Account Manager

Job title : Key Account Manager Job Location : Gauteng, Johannesburg Deadline : January 16, 2025 Quick Recommended Links Jobs by Location Job by industries A CCOUNTABILITIES & R ESPONSIBILITIES (K EY P ERFORMANCE A REAS & T ASKS) Strategic Sales Management Sell DFA products and services to assigned client portfolio Identify and cross sell new DFA products and ser-vices through diligent, robust and thorough account management principles Forge or develop high level relationships (C , D and E levels) with the intention of expanding our market share and make DFA the preferred partner of with assigned portfolio to ensure incremental business for DFA products and services Engage executive leadership in creative solutions to influence future order intake Prepare account strategy outlining the sales account plans, forecasts and pipeline management for new and existing clients Understand customer strategic, tactical and operational strategy.
Effectively solve problems and manage risk to ensure that set targets are met.
(mitigate risk at all times) Optimal retention of existing business and or clients by maintaining at least 95% renewal of business and prepare proposals and tenders in accordance with sales and pricing business rules.
Understanding of prospective client's business and product /services requirements.
Develops and lead the Implementation of the Account Strategies based on an appropriate understanding of customer situation, its needs and industry trends.
Ability to understand and articulate the DFA value proposition Strategic and conceptual selling using solution selling approach into new clients Assist with the preparation of contractual agreements.
Drive and supports new products, services and solutions into the account.
Manages pre - and post-sales support areas to ensure seamless introduction of new product services and propositions to accounts.
Represent client interest within DFA to ensure that service adjustments are done where necessary Promote DFA brand by being true DFA ambassador in the industry.
(exemplary and professional) Where required assist in expediting payment by the client Customer Relations Ownership Oversee and coordinate the relationship between team members in own organization with their counterparts in allocated accounts.
Develop a positive relationship with the relevant stakeholders in the account, prioritising communication at C - and Executive level.
Set up strategic product / service meetings on quarterly and or half yearly to facilitate DFA client top management engagement.
Reporting Careful and accurate forecasting and reporting and in a timely manner as requested from time to time.
Provide monthly sales forecast reports as and when required.
Present monthly / weekly qualified sales pipeline/forecast to ensure that red flags are raised on time.
Ensure that CRM is an accurate reflection of pipeline status Secure reliable business intelligence relevant to new business opportunities and provide feedback at weekly sales Invocoms.
KAM to ensure that they obtain sufficient Product Sales /Technology / Solutions / Services Training to enhance their knowledge of DFA offering.
Participate and take ownership during weekly Sales Invocoms especially parking bay issues which may affect the order intake Account Management Drives growth in allocated accounts through the introduction of new products and services (increase number of products and services we provide) Increase market growth.
As per the company strategy business opportunities will be filtered accordingly and then presented at the ORF Forum Take ownership of the new business opportunity and the business case up to the signature of the contract.
Identify and evaluate value creating business opportunities – individually and in collaboration with Solutions architects / TAMs Identify strategic fit and prioritise opportunities and pursue and implement identified opportunities Leading the sales opportunity & customer interface for the proposal to ensure that information is provided to the Bid team to improve the bid and there-after to close the sale.
Leading the process to convert the new sales opportunity into an order Regular visit to customers, and expedition of issuing of orders (Facilitate all customer-related contact sessions like meetings, quarterly review, strategic planning sessions Provide constant feedback regarding the link maintenance performed by DFA maintenance department to ensure that DFA deliver on its promise Facilitate the process: Pre-empt complaints as first point of contact for clients Influence future tender publications by ensuring that they are aligned with DFA solutions.
Liaise with Technical Account Manager and Planner to obtain their (technical) inputs in designing customer solutions Receive order request / mandate from customer by coordinating both technical and commercial processes.
Compile the commercial offering based on the link planning information Influence customer strategy to enhance competitive advantage as most customers are resellers of DFA services (fibre).
Align client needs to DFA product offering Ensure that ATPs are send to client on time and signed one are returned by clients timeously.
Train and organise training for clients on new products and services to ensure that clients understand DFA product suite.
Add value to the DFA entrepreneurial climate in line with corporate values Ongoing assessment of DFA delivery to ensure that client loyalty and future business is guaranteed Understand competitor services in the market to enhance your product knowledge Communicate effective customer engagement solution approaches Ensure that information that is send to client, put on the system is correct through constant liaison with relevant admin at all times.
After-sales services Arrange monthly or quarterly meetings with clients to ensure that the NOC / Operations keeps them client up to date with all the new and changes to client ser-vices and more importantly ensure that that NOC management engage at the right levels to enable you to solicit new business based on NOC link performance report.
Work according to standard operating procedures to manage customer expectations by maintaining close relationship with portfolio management Advise customers / partners on being competitive in the market, for example on amount and type of fibre and how to save costs Continuously stay abreast and be involved with client business plans in order to keep them informed of how DFA plans to improve / enhance their product offering Sales Targets Increase sales volumes, especially on existing DFA network to ensure return on investment Draw up comprehensive sales plans: Compile and present to Sales Executive (Sales Forecast which be-comes target).
Ensure sales target variance is regularly tracked against account pipeline Budget Management Develop and control annual budget and forecasts / pipeline on monthly basis Prepare and control both sales and expense budgets Admin Obtain customer enquiries for services and ensure that quotations are done timeously: Generating quotes Receiving and processing orders Ensure that ATPs are sent and collected from clients on time.
Manage CRM system (such as generating of reports) Miscellaneous & General Perform any other strategic function related to your duties and responsibilities that may be assigned from time-to-time by management.
Requirements Working Conditions Travelling will be required Knowledge, skills, and qualifications Grade 12 National Diploma or Bachelor's Degree in Sales and Marketing or a related tertiary qualification (or studying towards one) 2 years' practical Sales, Project Management or Account Management experience in the telecommunications or related industry Proven track record in exploring new business opportunities Valid driver's licence Ability to multitask and work on several projects simultaneously Sales / Retail / Business Development  jobs