National Key Account Manager

The National Key Account Manager serves as the primary interface between the client, the sales channel, and the Academy. The incumbent is responsible and accountable for developing and maintaining long-term, trusted relationships with a portfolio of strategic clients by identifying their needs and aligning the Academy's solutions to achieve mutually beneficial outcomes. The role is also responsible for driving sales through the acquisition of new clients and the retention of existing clients to ensure sustained revenue growth, while fostering collaborative relationships with internal and external stakeholders to ensure alignment of day-to-day sales activities and client relationship management efforts.

QUALIFICATIONS & EXPERIENCE

• Degree, Diploma or Minimum of NQF 6 qualification in Sales & Marketing or equivalent.
• Certificate in Project Management will be advantageous
• Sound understanding of the Learning and development landscape.
• Completed or studying towards “Finance for Non-Financial Managers” will be an added advantage.
• Minimum of 5 years’ experience in key account management.
• Minimum of 2 years’ experience managing a key account management team.
• Experience of successful liaisons with both customers and internal stakeholders.
• Some experience in managing projects.
• Experience in working with relevant client information systems including MS Office (Excel/ Word etc).
• Valid code 8 driver’s license and own transport.
• At least 2 years management experience.
• Demonstrated innovation and improved operational effectiveness.
• Active Sales experience is essential.

COMPETENCIES & SKILLS

• Excellent organizational and effective communication skills.
• Highly computer literate with specific reference to MS Excel, Word and PowerPoint computer skills.
• Be customer service orientated.
• Proven assertiveness and problem-solving skills.
• Highly self-motivated and able to work extended hours as necessary.
• Excellent people’s skills.
• Sound understanding and interest Education, of learning and development landscape.
• Excellent stakeholder relationship management and interpersonal skill.
• Fluent in written and spoken English.
• High level presentation and negotiation skills.
• Sales skills will be essential.
• Ability to work under pressure.
• Personal management with high level of Emotional Intelligence.
• Resilience within a complex, challenging environment.
• A commitment to the transformational goals of the Company.
• Be Innovative and committed to ongoing process improvement.
• Possess cultural awareness and sensitivity.
• Should be able to function independently as well as contribute to Team successes.
• Mature approach to business, customers, problem resolution, conflict management.
• Committed to personal professional development.
• Ability to manage multiple projects and adherence to deadlines.
• Excellent Report Writing Skills.
• Knowledge of tender processes and professional documentation standards.
• High level of attention to detail.
• Sound understanding of Strategic Management.
• Very disciplined and organized individual.

DUTIES & RESPONSIBILITIES

Client Liaison and Client Management

• Actively engage and accurately interpret sales instruction / leads and referrals from relevant stakeholders to draft appropriate proposal.
• Client profiling to determine appropriate service and engagement in terms of level and frequency.
• Secure, develop and maintain client relationships with all accounts.
• Actively consult with a high degree of expertise and knowledge, raising the level and quality of contact.
• Stay visible within the assigned accounts by ongoing scheduled visits.
• Represent the client’s interests within the company to ensure that service adjustments are made where necessary.
• Manage adherence to deadlines on Client Submission.
• Facilitate signing of all relevant agreements by the client.
• Learner stipend payroll submission – To be submitted before payroll cutoff of the client.
• Outstanding client invoices – Within 24 hours of receiving from Finance.
• Learner stipend queries – Within 24 hours of receiving from the Campus.
• Ensure that a close relationship is built with an understanding of the client’s business environment – achieved via existing experience, industry exposure and research.
• Ensure key decision makers and stakeholders are kept abreast of the services on offer from Signa Academy and the continuous changes in legislation.
• Engage with client and internal stakeholders’ termination / replacement.
• Solve conflict and manage client expectations.

Individual Client Reporting on Portfolio

• Provide learner reports and analysis as required by the client as per agreed deadline and timeframes.
• Ensure reports and internal insights are provided for client and business decisions.

Build and maintain stakeholder relationships

• Liaise with a complex network of stakeholders to ensure business growth and business unit sustainability.
• Build strategic inter-departmental relationships to help achieve business goals.
• Promote effective staff, and stakeholder relationships.
• Manage and ensure effective communication with all stakeholders and sustain client relationships.
• Collaborate with internal stakeholders to ensure registration with the relevant bodies.

Business Growth

• Focusing on growing and developing existing clients, together with generating new business.
• Write key account management plans for all current and opportunity tender business.
• Act as the key interface between the customer and all relevant divisions.
• Development and achievement of sales through direct sales channels.
• Be actively involved in season planning with focus on increased sales.
• Monitor and report on sales activities.
• Manage and implement sales forecasting and planned driven sales / projects to achieve sales / growth targets in collaboration with the General Manager - Academy.
• Analyse sales pipeline and lead data to ensure delivery of meaningful reports.
• Correct allocation of learners based on clear understanding of finance and budgeting at campus level.

Operations

• Oversee, manage and lead the daily operations of the Department effectively.
• Manage and co-ordinate organizational activities at Departmental level.
• Manage operational changes as required.
• Manage the operational expenses and general budget.
• Ensure governance and adherence to policies and procedures, and Business Ethics code.
• Ensure quality of work and delivery to all stakeholders and adherence to Service Level Agreements.
• Travel between Stakeholders and head office as required.
• Ensure transparent and effective communication and reporting to company leadership.
• Interface with technical support internally to resolve issues that impact service delivery and customer relationship.
• Quality assure the reports prepared by the Key Account Managers for the submission for audits and verification.
• Submission of relevant reports as agreed with key stakeholders.
• Motivate for resources and changes as may be necessary to ensure operational improvements.
• Execute on all administrative and financial transactions and ensure efficiency.

Staff Management

• Manage and develop departmental staff.
• Interact, coach and recognize superior performance and address substandard performance of team members.
• Maintain a working environment conducive to productivity, employee wellbeing and retention.
• Recruit all department staff in collaboration with Human Resources Department.
• Ensure the correct disciplines and teamwork are in place.
• Demonstrate effective, fair leadership, and inculcate the company values and culture.
• Manage and engage diverse teams effectively.
• Collaborate on continuous professional development of team members.
• Drive the performance of each member of the team on a daily basis as against individual targets.
• Ensure that team members abide by internally established control systems.

Vutomi Mukhari