Introduction
The Key Account Manager (KAM) is responsible for developing and maintaining a long-term relationship with the national and provincial strategic customers of the AVBOB Insurance and Funeral Service business.Job FunctionsBusiness DevelopmentIndustriesInsuranceSpecificationRESPONSIBILITIES INCLUDE:
Create strategic customer account plans
?Analyse and identify the needs (and expectations) of the customer. Understand the customer’s business drivers, tapping into the customer behaviour and decision
making journey to deliver AVBOB’s business objectives.
?Create appropriate strategic account plans to support the overall Business Development strategy. Develop a compelling value proposition that is relevant for the
customer but differentiated solutions from competitors by expanding the AVBOB’s value proposition to meet the needs of the customer, in pursuit of the short-term
and long-term objectives of the business.
?Set sales growth targets for the strategic accounts of responsibility and develop appropriate tactical plans for the achievement of business targets.
?Expand the existing AVBOB customer base by identifying and acquiring new strategic customer accounts for the AVBOB business, developing and implementing the
strategic customer account plans to deliver business growth.
?Increase penetration and market share in the strategic accounts by driving AVBOB product usage through developing and executing a strategic customer account
plan.
Development and execution of Marketing Plans
?Develop the joint marketing plans in collaboration with the senior management of the strategic customer accounts.
?Implement the joint marketing plan with the objective of increasing awareness of AVBOB’s value proposition, penetration and usage of AVBOB products in the
existing customer base, consequently growing market share in the strategic account.
Implement a Customer Relationship Management (CRM) plan
?Establish and maintain relationships with the relevant senior management at the strategic customer accounts, for both existing and new customers by driving the
relevant Customer Relationship Management (CRM) plan for the strategic customer accounts.
?Create cross-functional alignment internally, through to the management of key stakeholder at the strategic customer accounts.
Establish and maintain client relationships
?Develop provincial strategic customer account plans (source marketing plans) and work closely in collaboration with the Provincial Management teams to actively
drive the implementation of AVBOB plans with the strategic customer accounts.
?Establish a strong network of business contacts and leverage the relationships to drive AVBOB’s business agenda.
Client service
?Conduct routine visits (hold regular structured meetings) with the key customers to discuss plans and business deliverables.
?Be of service to be customer by being on call at all times to address customer queries (questions, concerns, etc.). Coordinate the involvement and garner the support of
internal AVBOB structures to provide exceptional service to the customer.
?Be the subject matter expert (knowledgeable) about AVBOB products and services, to accurately provide advice and excellent customer service.
?Understand the principles of creating an excellent tailor-made customer experience for each of the customers.
?Aggressively chase the opportunities and lead the execution of the state and high profile funerals to bring the brand promise to life, showcase the ‘perfect funeral’
brand experience and create the right brand image in the right context.
Business reporting
?Providing comprehensive management reports on the implementation of the strategic account plans.
?Conducts the periodical business reviews to identify strengths and weaknesses, evaluate operational effectiveness and ensure that the business goals/ project
milestones are met.
?Monthly management reporting on conversion rate on new and existing sources of business.
?Ensure that the marketing initiatives implemented adhere to the approved budgets and deliver on the required return on investment (ROI). Reduce customer
acquisition costs.
RequirementsQUALIFICATION REQUIRED FOR THE POSITION:
?Minimum post-matric qualification (minimum 3 year tertiary qualification) in Marketing and Sales, Business Management or a related field.
?On-the-job training – abreast with the AVBOB product suite and products offered by competitors is an advantage.
?Proficient in MS Office suite; working knowledge of project management; computer software and internet. General computer competencies.
EXPERIENCE REQUIRED FOR THE POSITION:
?Minimum five (5) years business development and account management experience
(within the Financial Services sector is advantageous).
?Strong sales and account management background.
?Customer Relationship Management (CRM) experience.
?Client relationship management (customer service).
?Team management and development.
?Exceptional written and verbal communication skills (negotiation, presentation).
?Tactical plan development and project management.
?Budget management.
?Excellent relationship building and networking skills (greater access to senior
Management and relevant decision-makers).
?Work independently (accountable, self-starter and self-driven).
?Highly organised and good time management skills (prioritisation).
SKILLS REQUIRED FOR THE POSITION:
?Able to travel extensively
