Key Accounts Manager at U-Connect Human Resources Consulting

Locations: Port Harcourt, Rivers and Lagos

Job Summary

• The Account Manager will maintain and grow the business and client base on an ongoing and project basis, will create and maintain relationships with existing and potential clients, develop strategic solutions and plans that best fit the business.
• Build and maintain productive business relationships with key decision makers to understand the Customers’ strategic direction and identify opportunities.

Responsibilities
Maintain Strategic Leadership within Key Accounts:

• Develop and maintain strategic long-term trusting relationships with high volume clients to accomplish organic growth and long-term company objectives.
• Develop and implement marketing strategies and ensure that coherent and consistent strategies are employed in all serving and/or maintenance transactions and relationships.
• Interact with key decision makers, Initiate and bring forward strategic engagement plans to retain and grow business within key accounts.
• Provide annual plan on how to increase share of wallet and win new business within each allocated account.
• Develop and implement effective account strategies including relationship mapping, management of opportunity pipeline and generation of service offerings.

Accounts Maintenance:

• Maintain knowledge and awareness of competing products/services, discount and pricing structures, and overall strengths and weaknesses in order to determine how best to service and motivate key accounts to stay with the business.
• Maintain data and information relevant to key accounts for the purpose of conducting analyses that influence accountspecific decision making.
• Maintain, deliver and present forecasting models, metrics, reports, analyses, and dashboards to drive key business decisions within the Account.
• Maintain good public relations with current and prospective customers within the Accounts.
• Ensure that profitable sales volume and strategic objective targets are met for the assigned key accounts.
• Co-ordinate with relevant technical and service delivery teamsto ensure excellentservice delivery to the customer

Effective Project Management:

• Collaborate with the Customer Care and Resource Management teams to meet account performance objectives as well as the key accounts’ expectations through complimentary cross-functional efforts.
• Define project scope, estimate and writing proposals, work with stakeholder in the creation of project specifications and time plans.
• Identify and develop target list of vertical markets to develop.
• Understand business objectives, challenges and opportunities of target and vertical markets.
• Responsible for framework vision, structure, and management while providing accountability, and development strategy.
• Develop in collaboration with the marketing team, innovative and / or differentiating products and services for the Region.

Business Profitability:

• Prepare pricing documentation for the business’s products/services and secure appropriate approvals prior to sending commercial proposals to key accounts. Develop cross selling relationships within assigned accounts and develop value propositions for differentiating product offerings.
• Collate and manage robust Industry data for analytics.
• Provide Management with the necessary sales reports, budgets, sales plan, and market analysis for the sector.
• Co-ordinate with relevant technical and service delivery teamsto ensure excellentservice delivery to the customer.
• Drive business opportunities that will give the organization a larger share of the Customers’ wallets within the sector.
• Lead database analysis to predict product usage, potential market penetration and new opportunities.
• Ensure timely response to client-initiated Request for Proposal (RFP), Request for Information (RFI) and Request for Tender (RFT)

Management of Assigned Accounts and Understanding of Industry:

• Lead new business pitches and be responsible for the effective on-boarding of new clients.
• Convert leads from team members and ensure all relevant information/document that will enable the processing of the business are obtained.
• Ensure that all the necessary documentation) required for commencing business with new accounts are obtained from the customer.
• Ensure regular follow up with the customers regarding orders and timely collections of the business’s products in order to obtain feedback on their level of satisfaction and note areas of sales performance improvement.
• Comply with all regulatory policies and control procedures regarding client transactions and suitability.
• Ensure all clients are on-boarded appropriately including required documentation’s completeness and accuracy.
• Achieve performance target for specific accounts and for the allocated sector through partnerships within the industry and region.
• Identification and evaluation of business opportunities by keeping an eye out for business best practices, trends, and principals that will enable the key internal teams keep consumers satisfied and loyal to the business

Requirements

• A Bachelor's Degree in Sales, Business Management, Communications, Marketing, Customer Relationship Management, Business Administration or any other related field (2.2)
• Ability to penetrate accounts and meet with stakeholders within accounts/sectors
• At least 5 years of Key Account Management experience
• 5 - 7 Years’ experience in managing strategic Accounts
• Proven experience of driving opportunities through to revenue
• Strong commercial acumen both in terms of managing pipeline and challenging/coaching teams through the sales process
• A strong knowledge of Pursuit or another relationship/ sales methodology
• Exhibits sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing results
• Experience working in large matrixed environments including cross-functional collaboration with a diverse set of stakeholders to get results across multiple groups throughout the organization
• Experience working in the Region
• Experience in selling various product portfolio
• Experience in strategic Key Account planning, mapping key decision makers and building strong relationships with Key Accounts stakeholders
• Leadership experience with a strong business acumen and knowledge of the technical market landscape
• Experience in Client Management & Growth Strategies of assigned portfolio of clients
• Have proven results in successfully closing new business, ideally selling to blue chip companies in the region.