Key Account Manager at Africa Prudential Registrars Plc

About the job

• The Key Account Manager is responsible for prospecting, qualifying, selling and closing new business to existing and net new customers.
• The Key Account Manager brings a Point of View to the Customer engagement and uses all resources to solve customer problems with appropriate AP products; ideating new products, interventions and opportunities to address customer needs where existing AP products do not match client requirements.

General Responsibilities

• Sells company products to local and/or national accounts through sales calls and sales presentations to both existing and prospective customers. This includes interacting directly with the customer, determining the customer needs, and evaluating sales potential.
• Establishes, maintains, and coordinates an effective partnership with the client. Quotes product and service bids, and makes value-added sales proposals to existing customers, as well as to potential customers.
• Account and Customer Relationship Management, Sales and Software License/Subscription Revenue measured through Annual Revenue - Achieve / exceed quota targets.
• Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise).
• Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Be the lead for the assigned Customer Segment (e.g Financial Services, Public Sector, etc), including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become AP Brand champions/references.
• Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize benchmarking and ROI data to support the customer’s decision process.
• Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
• Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

Qualifications

• HND or BSc. in any related field.
• Minimum of 5 years’ experience in Technology or Financial Services Sales and Account management.
• Proven track record in business application software sales.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Business level English: Fluent