Key Account Manager

September 13, 2024

CipherWave

Johannesburg

JOB PROFILE:

Job Title:

Key Account Manager

Division:

Sales

Subdivision:

None

Reports to:

Chief Sales & Marketing Officer

WORKING RELATIONSHIPS:

Internal:

Sales Administrator
Customer Support
Operations
Management

External:

Resellers
Customers

JOB SUMMARY:

Main purpose of position:

Cipher Wave is a South African Internet Service Provider (ISP) that provides growing businesses with a range of solutions to help them connect, communicate, and collaborate with their customers, employees, and suppliers We own and manage our own network infrastructure, which enables us to provide efficient, speedy service and support that our customers can count on 24/7

New business development and ensure that there is a relationship forged and maintained with every level that plays a role in the decision making at the customer sites within your allocated account base.

Responsibilities and duties:

Ensure that a strategy and a daily tactical plan is in place to maximise cross-selling, upselling and retention opportunities so as to maintain a healthy sales pipeline, sales forecast and sales nett new closure of new business sales guided by your allocated new business sales target and allocated customer base
Identify any possible threats, competitors and consultant influences that may cause the customer to consider any form of cancellation
To consistently meet agreed nett of churn sales new business targets
Weekly monitoring and reporting of contract renewal dates, overflow and analysis of industry trends in order to maintain extremely high customer service levels
Utilise and incorporate competencies of the services of any of our “Sales Specialist” & “Product Managers” to ensure that we remain top of mind from a technology provider perspective
Foster an atmosphere of self-study with regards to trends in the Telecommunications market so as to ensure that the company is viewed as a leader within our industry
Ensure that daily face to face customer meetings is adhered to, followed by meetings minutes being compiled and shared with the customer post each meeting
Ensure that you remain relevant within the operational, finance and support workflow process to support your customer via these touchpoints
Attend all Sales and Relevant Internal meetings timeously
Work attendance is to be in line with the company set out work timelines
Must be able to develop and build a cross-sell matrix (white space report) against your account base as part of your account planning strategy and tactical approach
Understand each customers business segmentation, industry and core line of business which will help in turn for you to be able to offer suitable advice and solutions to the customer
Reporting via your sales forecast, sales pipeline and sales activity to be carried out and submitted to your reporting line on a weekly basis or whenever requested by your reporting line
Must be able to work as part of the team and extended departments on special projects and initiatives
Close positively on your agreed monthly sales targets as set out by your line manager
Must have the ability to be able to compile well-structured meeting agenda when sending out internal and customer meeting invites
Must be able to attend conferences and workshops when required
Must be able to adhere to the company Vision, Mission, and values at all times in a responsible manner
The above includes but is not limited to the required output

Desired skills & experience

Knowledge of Telecommunications legislative changes
Attention to detail
Change management facilitation skills (not necessarily IT-specific)
Effective time management skills

Minimum experience:

Minimum of 3 years of Key Account Management experience required within the technology industry
Minimum of 3 years’ experience and understanding of LAN services
Minimum of 3 years’ experience in the ICT industry or Customer Service’s
Must have experience managing more than 15-20 customers with multiple services
Must have excellent written, verbal communication skills
Must have experience working with teams

Minimum qualification: