Specialist: Key Account Management (wholesale)

Midrand, Gauteng, South Africa

Job Description

Liquid Intelligent Technologies

Reference #


Contract Type

Market Related

Midrand, Gauteng, South Africa

To maximize revenue opportunities through establishing, developing and maintaining long-term relationships with strategic customers as well as defining and executing sales strategies that focus on increased sales and profitability. Ensuring delivery of annual revenue targets through delivery of information, communication and technology solutions. Work collaboratively to set up service relationship for nominated accounts.

Job Functions


Strategic Sales Management
Plan and develop account strategies outlining the sales account plans, forecasts and pipeline management for new and existing clients.
Understand customer strategic, tactical and operational strategy
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 value proposition - strategic and conceptual selling using solution selling approach
Engage Executive leadership collaborating to achieve creative solutions to drive positive revenue growth as well as contribute to complex problem solving
Forge or develop high level relationships to expand market share
Upsell and cross sell existing and new products and services through diligent, robust and thorough account management principles

Customer Engagement
Customer engagement sessions to achieve set objectives and goals as set out in the account plan. 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
Set up strategic product and service review meetings on quarterly and or half yearly to facilitate client top management engagement

Account Management
Aggregated point of contact for the client, drives growth in allocated accounts through the introduction of new products and services
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.
Leading the process to convert the new sales opportunity into an order, manage the quote and order process to completion.
Drive collaboration between internal teams assigned to deliver services and value to the customer. Chair and/or facilitate all customer-related contact sessions like meetings, quarterly review, strategic planning sessions. Manage 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 LTSA to ensure that service adjustments are done where necessary

Achieve Sales Target
Generate leads and build sustainable pipeline relative to sales target. Convert leads and client generated opportunities to committed order
Ensure revenue protection mechanisms are operating at optimal levels. Grow client portfolio revenue in line with business financial year targets
Optimal retention of existing business and or clients by maintaining minimum target churn rate. Migrate clients from run rate generating model to large scale wholesale volume and term deals
Improve ROI by increasing sales volumes on existing LTSA network infrastructure. Ensure sales target variance is regularly tracked against account pipeline

Accurate forecasting and reporting in a timely manner
Secure reliable business intelligence relevant to new business opportunities and provide feedback at weekly sales meetings

Related Tertiary Qualification

8 years consultative sales experience with a minimum 3 years' wholesale sales experience within the Telecommunications industry mandatory

Job Closing Date

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Job Detail

  • Job Id
  • Industry
    Not mentioned
  • Total Positions
  • Job Type:
    Full Time
  • Salary:
    Not mentioned
  • Employment Status
  • Job Location
    Midrand, Gauteng, South Africa
  • Education
    Not mentioned