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Senior Account Manager



Sales & Business Development
Johannesburg, South Africa
Posted on Friday, June 28, 2024

Location: South Africa

Recruiter: Mariel Bunag

Keyloop bridges the gap between dealers, manufacturers, technology suppliers and car buyers.

We empower car dealers and manufacturers to fully embrace digital transformation. How? By creating innovative technology that makes selling cars better for our customers, and buying and owning cars better for theirs.

We use cutting-edge technology to link our clients’ systems, departments and sites. We provide an open technology platform that’s shaping the industry for the future. We use data to help clients become more efficient, increase profitability and give more customers an amazing experience. Want to be part of it?

Purpose of role:

  • The Area Sales and Account Manager works closely with the Commercial and Marketing Leadership and Sales Operations team which involves development input and utilisation of the core elements of the KEYLOOP sales model, including planning (country, territory, and accounts), execution and follow-up on marketing initiatives, core sales processes, sales tools, performance and forecast reporting.
  • Responsible for the maximisation of sales and profit through the sales of hardware, software and related KEYLOOP Services against an agreed sales plan.
  • Responsible for achievement of monthly, quarterly, and annual sales targets.
  • Responsible for the maximisation of Wallet Share and Market Share growth.
  • To meet those sales targets through professional diligence in meeting the needs of the customers, maintaining complete customer satisfaction, and applying the KEYLOOP Sales strategy/model to generate increased market share.
  • Maintain and grow existing baseline recurring revenues.

Key Duties & Responsibilities

  • Responsible for meeting and exceeding all sales objectives.
  • Utilise fully the KEYLOOP WAY OF SELLING (KWOS) Processes.
  • Ensure Pipeline provides at least 3:1 coverage of opportunities vs. quota and that status updates against each qualified opportunity is updated weekly to clearly show: last update status, COMMIT/UPSIDE/PIPELINE status as well as closure dates and next steps to achieve such closure.
  • Work closely with other departments in achieving company objectives.
  • Manage own time ensuring that adequate time is allocated to key activities, as based on the priorities as identified in the sales plan.
  • As a key part of the local sales operations you are expected to contribute to the performance of the business.
  • Understand your competition and aggressively and proactively attack their base.
  • Responsible for the successful management of the needs of the Company's customers in order to meet the objectives of the company's strategic plans and product portfolio.
  • Works with the Accounts Receivable department to ensure monies owing over 60 days are minimised.
  • Works with the Partner Programme team to ensure traction and additional revenues are gained via partner integration into the assigned accounts in your territory.
  • Works with the Sales Director and KEYLOOP OEM, MEA regional team to ensure KEYLOOP maximises its opportunities within the OEM sector.
  • Assume day-to-day management of a set of Key Accounts and all related sales activities, including but not limited to:o
    • regular account and prospect meeting contact frequency where at least 4 to 6 face-to-face customer visits will be required meeting customers and identifying needs, value propositions for additional products/services working on solutions with various KEYLOOP departments.
    • providing a proposals to management structure to review P&L, and DRB approvals.
    • closing commercial, contractual terms.
  • To produce comprehensive Strategic (3 year) and Annual Sales Plans / Key Account Plans based on detailed Keyloop Account Plan Formats.
  • Assume day-to-day management of a set of prospect accounts and all related sales activities in terms of prospecting and unhooking these accounts onto a KEYLOOP solution.
  • Build, develop and retain strong relationships with owners / management teams and employees of the allocated accounts as per contact map.
  • To formulate strategies for strengthening assigned accounts and maximizing the company’s potential to establish business partnerships.
  • Provide regular reporting for activities/accounts status as per KEYLOOP Sales model and guidelines given by manager.
  • Participate in Sales Team meetings and engage with the team in problem solving, issue discussion, greater general communication and more transparent operation.

Key Results Indicators & Measures of success – the below indicates what results the job holder will be accountable for and how success will be measured

  • Sales Target as per Annual Sales Plan
  • Achievement vs. Annual Sales Plan vs. Target
  • Market Share
  • Market Wallet
  • New Wins / Losses
  • Retention %
  • Increase wallet share, measured by unhook metrics and revenue Wallet share and growth per account / overall unhooks
  • CSI
  • Key Account / OEM CSI
  • Customer visits (minimum amount of face-to-face visits required, supplemented by virtual meeting sessions)
  • Increase market share, new business wins
  • New Wins – number and revenue unhooks

Skills / Knowledge & Experience:

• Minimum 10 years’ experience with 8 years in Sales, preferably in the IT solution industry with a Sales target of minimum of EUR 1,5m.

• Preferable but not essential - work experience within the automotive sector.

• A proven track record of sales growth gained in a technology solution sales environment where the ROI has been based on business process change/optimisation.

• Customer focussed - maturity and diplomacy to handle the various levels within the target client organizations.

• Able to implement a professional structured sales approach incorporating Prospecting, Contact Management, Qualification, Presentation, Objection Handling and Closing Techniques.

• Excellent motivator.

• Results driven, ambitious, competitive.

• Resourceful.

• Excellent communication skills, especially around listening, questioning – politely assertive.

• Excellent negotiation skills.

• Self-driven, highly motivated, proactive.

• Highly organised within a process orientated environment.

• Highly computer literate and familiarity with CRM/SFA systems.

• Mix of ‘Farmer’ and ‘Hunter’ Sales Management experience.

Qualifications required:

Technical / Professional qualification

  • Effective utilisation of SFA and CRM tools such as SalesForce is essential.
  • Effective writing skills essential.
  • Skills on MS Office suite of products including Teams, Outlook, Word, PowerPoint and Excel is essential.
  • English and Afrikaans language proficiency essential.

Technical / Professional qualifications

  • Sales Management and administration essential.
  • A proven sales track record, showing sustained sales performance and growth of revenues.

Why join us?

We’re on a journey to become market leaders in our space – and with that comes some incredible opportunities. Collaborate and learn from industry experts from all over the globe. Work with game-changing products and services. Get the training and support you need to try new things, adapt to quick changes and explore different paths. Join Keyloop and progress your career, your way.

An inclusive environment to thrive

We’re committed to fostering an inclusive work environment. One that respects all dimensions of diversity. We promote an inclusive culture within our business, and we celebrate different employees and lifestyles – not just on key days, but every day.

Be rewarded for your efforts

We believe people should be paid based on their performance so our pay and benefits reflect this and are designed to attract the very best talent. We encourage everyone in our organisation to explore opportunities which enable them to grow their career through investment in their development but equally by working in a culture which fosters support and unbridled collaboration.