Job Description

SUMMARY:
Key Accounts Manager - B2B Fleet Card& CRT Sales (Coastal)
POSITION INFO:
KEY ACCOUNTS MANAGER (CAPE TOWN)
Job Title
Key Accounts Manager - B2B Fleet Card& CRT Sales (Coastal)
Industry
Energy
Contract Type
Permanent
Location
Cape Town
Salary
R 1 Million CTC Per Annum
Reporting to
Business Development Manager
About the Role:
Our client, a leading player in the Energy sector, is seeking a key Accounts Manager to join their dynamic team. The company has committed to protecting people and the environment and to driving sustainable economic growth in South Africa through its social investment programmes in health, education and economic development.
Your 'day to day'

• Management of strategic key accounts, responsible for relationship and retention strategy of platinum client base
• Positioned as a strategic partner and trusted advisor, establishing new opportunities and solutioning for client needs
• Collaborate with internal and external stakeholders to solution for client needs and develop bespoke solutions that meet client requirements
• Responsible for strategic partners and alliances, conduct regular business reviews, quarterly business
• steerco's and engage at decision maker level
• Develop and sustain solid relationships with key clients of financial importance
• Lead the negotiation of contracts with key clients and complex structures
• Addressing and resolving key client complaints
• Act as a main contact between key clients and internal stakeholders
• Compiling reports that meet client needs
• Developing a thorough understanding of client needs and fulfilment of needs
• Identifying new markets, segments and industries that B2B Fleet and CRT will be successful in
• Represent the business at external functions, presentations and fleet related events
• Collect market related information and competitor information
• Increase share of wallet and drive new volumes, profitable growth and monitor leakage
• Identify remedial actions to retain and protect client and volume base
• Responsible for due diligence and corporate governance
• Create a target customer strategy, proper customer segmentation and value proposition
• Identify risks to the business and implement controls to mitigate risks
• Drives the new business and business development strategy

Financial Perspective:

• Annual budget or financial business dimensions that the job either directly controls or indirectly influences
• includes
• Annual fuel volume 20mltrs
• Annual average margin of 20 cpl
• Monthly accruals for arrears rebate customers
• Card Penetration
• Manage customer volume realization per contract and discount offered

Customer Perspective:

• Plan, monitor and achieve individual sales targets (e.g., Volume, margin target, Card penetration etc
• Add value to the business by maintaining and increasing average like for like per customer to arrive at an average growth of 7.5% for various customer segments
• Be dedicated to platinum banded customer base and develop and maintain individual account plans for them
• Plan monthly customer calls and visits to provide the appropriate level of service to existing and new customers a week before new month with a focus on retaining/expanding existing business
• Fill and update your SPANCOP pipeline weekly with qualifying accounts. Identify these accounts through cold- calling, networking and business journals
• Effectively use the SPANCOP process in new business development
• Increase the value for existing the client's customers through cross range and up selling
• Understand the business needs of customers, provide information and coaching on products and services; leveraging the client's CVPs to negotiate win-win solutions with customers and prospects
• Effectively use the Sales 1st tools in CRM
• Leverage on existing Cards Customer base to build the client Loyalty membership
• Ensure that all customer reconciliations are closed out on time for payment to be made on customer invoice
• Build relationships with the Alliance bank consultants (joint customer visits) to increase share of wallet volume for existing Alliance customers and pursue new business opportunities
• Completion of economic tools to ensure profitability for out of discount band offers and tenders
• Tenders: complete and submit on time

Business Excellence:

• Support assigned retail sites by providing leadership through training and compliance on the use of the various payment systems (terminal and cards availability at retail sites)
• Be responsible for own development plan to continuously improve competencies
• Be responsible and initiative-taking in

issues related to your work and work environment
People Management:

• Establish good relationships with all internal and external stakeholders involved in the star card process from start to finish
• Manage card process with external parties, Bank alliances and Vendors

Minimum Requirements:

• Bachelor's Degree or Diploma in Sales and Marketing
• Minimum of 7 years sales experience in front line sales role and Key Account Manager role

Knowledge and Skills:

• Requires a range of skills from closing sales and nurturing relationships to strategic planning and cross functional leadership Ability to profile customers and well disposition to decision makers
• Ability to target customers with the best return on investment Decisive and ability to execute on a plan Ability to execute on the Fleet B2B and CRT strategy Strategic outlook Data driven mindset Excellent communication skills
• Adaptability Developing relationships Project management Listening skills and empathy Builds and increases trust Develops consistent and repeatable new business Meets growth and retention goals
• Creates long and sustainable relationships Service and sales oriented Understanding the sales process
• identifying upsell opportunities and effectively closely deals Collaboration and engaging external stakeholders, JV's Alliances and Partners in the client solution Developing strong sales pipeline