Cape Town, South Africa | Posted on 19/07/2024 Pargo is a smart logistics company based in South Africa, on a mission to build Africa's leading last-mile delivery solution through its tech-enabled network of access points. Pargo partners with thousands of retail stores to allow people to send, collect, and return their online orders at these stores. With the global rise of e-commerce, the demand for affordable and convenient delivery continues to increase. Description As a Key Account Manager at Pargo, your primary focus will be on retaining and growing our existing client base. You will build and nurture strong relationships with key accounts, ensuring their satisfaction and loyalty. Your role involves understanding their needs, delivering exceptional service, and identifying opportunities for upselling and growing share to drive growth. By coordinating efforts in collaboration with the teams, you'll ensure the sustainability of these relationships and foster ongoing growth. As a strategic partner and advisor to the client, you will discover new opportunities to work together for mutual benefit. "Take action" and "execute exceptionally" are two of Pargo's core values, central to this role. Reporting to the Head of Sales, this role requires a dynamic and strategic thinker with a strong understanding of the industry and market trends. Roles and Responsibilities Develop and manage clients, ensuring business growth by maximizing value. Maintain strong relationships with key clients through regular face-to-face meetings and personalised communication. Identify and prioritize potential growth opportunities within the existing client base. Lead and drive the onboarding process for new opportunities within these clients to drive share growth. Utilize CRM (Zoho) tools to record activity, follow up on conversations, and advance client interactions. Develop and execute strategies to retain and grow your clients. Regularly report to clients and discuss their growth strategy to ensure Pargo's involvement in their future plans. Mediate between clients and Pargo to handle and resolve requests and complaints. Provide insights internally on Pargo-Client-consumer interactions to improve the experience and user journey to optimise share growth. Requirements Key Skills and Requirements Communication: Exceptional communication skills are crucial. You will act as the liaison between the client and Pargo, addressing C-suite executives, coordinating with Partner Managers, and engaging with key stakeholders. Your ability to communicate effectively across different levels of the business ensures that client needs and expectations are properly met. Company and Client Expertise: You want to make it your mission to possess in-depth knowledge of Pargo and its clients. This expertise allows you to identify growth opportunities within Pargo's key accounts. Understanding the account's strategy, market position, share, and goals will enable you to deliver greater value to both the client and Pargo. Strategic Perspective: A strategic perspective is essential. You should be able to juggle multiple moving parts, orchestrate deals, and develop long-term plans that align with mutually beneficial strategies. This involves prioritizing long-term relationships. Leadership: You will direct clients and manage stakeholders at all levels of the business. You should command respect from both clients and co-workers, acting as a visionary and leading from the front for key initiatives. Skilled Negotiation: Strong negotiation skills are necessary to build the lifetime value of your clients. You must sell to the client and negotiate terms that leave both parties satisfied. This requires excellent timing, presentation skills, and the confidence to hold your ground when necessary. Value-Based Selling: Continually demonstrating value to our clients is key to long-term success. You need to communicate the strategic and financial value of your offerings to clients. By curating offerings, you can create more value for key accounts, selling more effectively and retaining long-term relationships. Project Management: Excellent project management skills are vital. You must juggle multiple clients, delegate and manage tasks, and keep strategic account plans on track. Strong time management and organizational skills are essential to adapt plans to fit client needs and prevent derailment at the first sign of change. Additional Requirements Proven experience (5+ years) as a Key Account Manager or similar role, with a track record in enterprise sales. Strong understanding of last-mile logistics and experience in the B2C market. Excellent communication, selling, and closing skills. Highly relational with the ability to build authentic relationships and take on feedback and coaching. Creative problem solver with a consultative sales approach. Strong analytical and administrative skills, with experience in CRM tools (e.g., Zoho CRM, Salesforce). Proficient in Google Sheets or MS Excel, and capable of compiling pitch decks using Google Slides or MS PowerPoint. Self-motivated, proactive, has the initiative to get the job done. Systematic approach with an analytical mindset and the drive to complete tasks beyond expectations. Ability to work in a fast-paced, agile environment and cope with changes to our product and solution set. Own vehicle for travel to client meetings and willingness to travel domestically when required. Based in Cape Town. Our Approach Our vision is to create access for anybody in Africa. Our approach to achieving this is to: Take action Execute exceptionally Be transparent Dream BIG Be part of a world-class team with exciting growth opportunities. Insight into the running of a high-growth, innovative start-up. Dynamic office culture with room for creativity, change, and self-expression. Participation in our employee share scheme. Contribution to medical aid and life cover. 22 days paid leave. Encouragement of own initiatives and space for self-growth. Fun activities with a cool team that regularly get together for events like action cricket, pub quizzes, and runs. If you're ready to dive in, roll up your sleeves, and contribute to crafting the workplace you're proud of, welcome to Pargo!
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