Growth Manager

About the role

In line with adumo’s purpose; to be a catalyst for Growth: Grow our customers, grow our communities, grow our continent and ultimately grow our people! The Growth Manager – Key Accounts role encompasses this purpose in its entirety.

Actively manages a team of Key Account Managers who are responsible for managing a portfolio of Key Accounts in Adumo. Responsible for establishing & maintaining loyal customer relationships with the intention increasing Customer Lifetime Value through implementing effective key account strategies.

Key Responsibilities

Revenue Growth and Achievement

• Actively selling incentive, employee engagement and pre-paid programs to the corporate market and to enable the business to grow market share
• Prospect for new business to generate revenue in line with prescribed sales targets
• Actively pursue and meet prospective clients in line with predefined sales activities
• Accurately forecast opportunities and manage pipeline
• Regular client engagement, prospecting and meetings to ensure sales objectives are met
• Develop and refine sales messaging, obtain strong product knowledge and identify key deal-closing criteria
• Meet and exceed both qualitative and quantitative sales goals on a consistent basis
• Grow and maintain existing client revenue through the maintenance of strong relationships with said clients
• Ensure that existing clients are regularly updated on new service offerings and up-sell these additional services and upgrades to grow existing revenue
• Leverage client cross sell and upsell opportunities
• Focus sales efforts to optimise performance for key revenue generating Innervation Rewards products and services
• Keep abreast of the adumo Payouts product and services offerings to achieve sales target objectives and use this knowledge to position the products/services in the industry

Planning and forecasting (Existing client and new clients)

• Provide input to the account management strategy
• Provide input to the account management calling plans
• current target achievement and tracking
• number of new prospects engaged
• Number of Deals Closed per week
• Value of deals closed per week
• action steps needed to achieve goals
• methods of monitoring results and adjusting sales plans where required
• Schedule client meetings/interactions
• Plan and confirm weekly meetings with prospective and existing clients and new leads
• Block time in diary to plan for dedicated prospecting to ensure that required client meeting quota is met

(meetings for following week are to be confirmed and planned for in the previous week)

• Plan sufficient interactions/engagements to close deals
• Research potential leads and ensure leads are qualified and client business meetings are justifiable
• Plan ahead for out of office time to ensure that client requests are responded to timeously or that clients are informed of a possible delayed response and are directed to alternative contacts in urgent cases

Client Service (Existing accounts)

• Adhere to pipeline and ensure regular interactions with clients to guarantee up-to-date understanding of client wants, needs, perceptions and buying behaviours.
• Keep track of client preferences and interests, etc. for strategic advantage whilst maintaining awareness of client ethics policies.
• Ensure that quotes/proposals are provided to clients timeously
• Ensure that all client interactions and responses to requests are accurate, agile, timeous and courteous.
• Assume accountability for the profitability of allocated accounts
• Ensure all client quotes/order forms are submitted timeously to Operations for processing

Market

• Remain aware of key competitors and conduct basic comparative analyses of the strengths and weaknesses of competitive offerings to identify market opportunities and gaps.
• Apply understanding of market to position and optimise selling and to be able change tactics in line with market and corporate needs.
• Ensure implementation of brand management strategies i.e., adapt appropriate marketing collateral for each prospect, use approved brochures, proposals and all other relevant sales collateral – to create brand appeal and to be Innervation Rewards’ ambassador.
• Maintain market, technology, and customer knowledge.

Reporting

• Remain aware of key competitors and conduct basic comparative analyses of the strengths and weaknesses of competitive offerings to identify market opportunities and gaps.
• Apply understanding of market to position and optimise selling and to be able change tactics in line with market and corporate needs.
• Ensure implementation of brand management strategies i.e., adapt appropriate marketing collateral for each prospect, use approved brochures, proposals and all other relevant sales collateral – to create brand appeal and to be Innervation Rewards’ ambassador.
• Maintain market, technology, and customer knowledge.

Qualifications and Experience

• B Com Business Administration (NQF Level 7)
• B Com Honours Business Administration (NQF Level 8)
• 3 years l experience with management of sales and account management teams
• 7-10years’ experience working in a corporate sales environment
• 5 years leadership experience with management of sales and account management teams
• 7-10 years’ experience in using a CRM tool for managing customers
• Intermediate knowledge using Outlook, Word, Excel, PowerPoint
• A valid driver’s license and own reliable transport

Competencies

• High sales focus and customer orientation
• Problem Solving
• Excellent communication (written and verbal) and the ability to influence an audience
• Research
• Quantitative
• Presentation
• Interpersonal
• Administration
• Networking
• Ability to read people
• Prospecting
• Boardroom Negotiation
• Strategic selling
• Closing of sales
• Planning
• Time Management
• Creative
• Design
• Solution selling
• Strategic Account Management