Key Account Manager at Layer3

Job Grade: Mid to Senior Level
Department: Sales
Reports To: Head of Sales

Job Purpose

• The Key Account Manager is responsible for managing key accounts, maintaining a long-term relationship with accounts, and maximizing sales opportunities within them. He/she will need a high level of innovation and eager mind in order to research, propose, and sell services and respond effectively to clients’ queries.
• The Key Account Manager will hold end-to-end process ownership of all Layer3 client’s life-cycle from Prospecting, Acquiring, Conversion (closing the deal), Retention, and Loyalty. He/she must be an energetic, detailed, and customer-focused person with the ability to prioritize work, liaise with team members, and work as an individual to achieve targets and complete goals.
• The primary objective is to develop strategic partnerships with key account decision-makers to drive revenue and position Layer3 for larger wins in the future.

Duties and Responsibilities

• Focusing on growing and developing existing clients, together with generating new business.
• Develop, penetrate and maintain relationships with key decision-makers at existing key accounts through regular planned contact
• Meet and exceed yearly sales targets.
• Develop a solid understanding of all unique purchasing/sourcing processes, procedures, and decision criteria to formulate a strategic account penetration plan detailing the actions necessary to effectively and profitably close orders with each account.
• Analyze customer needs and identify product solutions to fit needs, desires, and budgets.
• Search for new clients and create a database of prospects that will benefit from company products or services and maximize customer potential in designated regions.
• Playing an integral role in new business pitches and hold responsibility for the effective onboarding of new clients.
• Write business plans for all current and opportunity tender businesses.
• Develop long-term relationships with customers
• Manage and interpret customer requirements - speaking with clients to understand, anticipate and meet their needs;
• Calculate and issue client quotations;
• Negotiate tender and contract terms to meet both client and company needs;
• Administer client accounts
• Analyzing costs and sales
• Record and maintain client contact data
• You will act as the key interface between the customer and all relevant divisions.

Performance Indicators:

• Achieve quarterly sales target
• Input data regarding quotations and sales into ERP software (with 0% error rate)
• Prepare weekly reports and track sales projections
• Prepare monthly sales report 
• Provides quarterly sales figure to determine budget projections
• Provide reports on new clients demanding for the company’s products
• Organize and plan work to meet deadlines
• Establish and maintain working relationships with colleagues, staff in other departments, and members of the public.

Qualifications & Experience

• University Degree or its equivalent, preferably in Business, Computer / Electrical / Electronics Engineering or Computer Science is required
• Three or more years field sales and amount management professional experience with an ICT Solutions Provider
• Relevant experience in the sale of IT services with knowledge of solutions from major OEMs such as Juniper Networks, F5, Cisco and VMware will be an added advantage
• Strong experience selling to the public sector and NGOs will be an advantage.

Key Skills Required:

• Strong account management and relationship-building skills.
• Experience in managing major national accounts.
• Highly self-motivated.
• A solid sales background;
• Ability to research and quickly disseminate information
• Excellent customer service skills
• Excellent skills in business and report writing
• Excellent communicator
• Sound judgment and good business sense
• Team working ability
• The ability to build relationships with clients quickly
• Analytical and problem-solving skills
• Resilience and tenacity
• Independence.