Job Profile. Job Title Key Accounts Manager (KAM) Department Sales and Marketing. Reporting structures

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1 Job Profile Job Title Key Accounts Manager (KAM) Department Sales and Marketing Reporting structures DIRECTLY 1ST LEVEL Senior Key Accounts Manager REPORTING 2ND LEVEL Chief Sales and Marketing Officer Sales Administrator, Technical Coordinators Installation Technician NUMBER & TYPE OF JOBS REPORTING DIRECTLY (1ST LEVEL) NUMBER & TYPE OF JOBS REPORTING INDIRECTLY (2ND LEVEL) Main Purpose of the Job To grow Company Revenue by bringing in new clients and business. ACCOUNTABILITIES & RESPONSIBILITIES (KEY PERFORMANCE AREAS & TASKS) 1. Identify new business opportunities Watch the market for changes that could benefit the company. Create new products. Contact landlords and get tenant lists. Send brochures to tenants. Set up meetings and meet with tenants. Send proposal based on tenant requirements. Follow up on proposals Gather tenant information on our existing sites to target as customers. Look for new precincts/business sites whether there may be opportunities to sell services. Look to upsell existing clients into higher packages or renew Send at least 30 service proposals out per month At least 50% of leads are qualified Meet 100% of monthly and quarterly targets Deals closed vs deals lost are in a 70:30 ratio Quotes generated vs quotes signed are in a 70:30 Job Profile: KAM 1

2 ACCOUNTABILITIES & RESPONSIBILITIES (KEY PERFORMANCE AREAS & TASKS) contracts. 2. Cold Call Obtain tenant lists from landlords or property agents. Either call or visit the tenants to promote and offer services. Measure what the customer needs and indicate the availability of these services from SADV. Provide a value proposition to key decision makers. If there is a requirement for a service, generate and send a proposal. Generate a quote. Follow up Proposals and quotes sent within 48 hours of meeting prospective clients 3. Build and Nurture Customer Relationships Be the face of SADV to customers. Farm opportunities from existing relationships. Maintain regular contact with clients through visits and catchups with landlords, brokers and portfolio managers. Build relationships by engaging in golf or other entertainment with key contacts from time to time with the goal of obtaining business. Discuss and propose new projects. Be available to take calls to clarify issues, build relationship and upsell. Act in a manner that will streamline working relationships between customers and SADV. 2 new relationships per month 4. Close deals Follow up on new business to obtain customer commitment. Facilitate the signing of contracts. Capture new business on the CRM. Contracts signed within a week New contracts captured on CRM Revenue expected/immediate revenue matching Monthly and Quarterly KPI s. 5. Reporting Report on sales and revenue per client for the month upon request 6. Miscellaneous Perform any other work related duties and responsibilities that may be assigned from time-to-time by management. Provide weekly, monthly and quarterly reports that clearly show new business Working Conditions Office and field related work Standard working hours Disability Status Job Profile: KAM 2

3 NA Competencies and Minimum Requirements: Knowledge, qualifications and experience Matric Knowledge of Section 22 of the Communications Act At least 1 year s sales experience essential 6 months IT experience, preferably in Telecoms and Fibre essential Networks experience preferable Technical Skills General Computer Literacy Business Acumen Sales Skills Good working knowledge of MS office software packages. Applies commercial insight to deliver a prompt and appropriate response to business matters to influence a positive outcome. Performs planned activities to boost the sales of products and services in line with sales targets. Personal Attributes/Behavioural Competencies Setting Strategy Solution Driven Performance driven Planning and Organising Communication Skills Applies a systematic process of envisioning a desired future for a discipline and translates this vision into broadly defined goals and a sequence of steps to achieve them. Engages others in a strategic vision for the future. Identifies problems, analyses problems, generates workable solutions and resolves problems according to acceptable business quality standards and so as to minimise workflow disruption. Puts in sufficient effort to meet or exceed business and customer expectations both in terms of delivery and quality. Able to act without being prompted to. Demonstrates a sense of urgency, self-motivation and ownership in work. Has a need for achievement. Achieves results. Provides a written account of intended future action to achieve specific objectives within a specific timeframe. This explains what needs to be done, when, how, and by whom. Exchanges information, news, ideas and views to create shared meaning. Communication occurs between levels, departments and employees. Uses appropriate methods of communication and transmits clear, professional messages. Checks own understanding. Job Profile: KAM 3

4 Customer Centricity Interpersonal Skills Influence Perseverance Focuses on meeting and exceeding the needs of internal and external customers by anticipating customer needs, delivering within timeframes and to quality standards, measuring customer reaction and maintaining necessary contact with customers. Has a set of abilities allowing positive interaction and effective working relationships. Constructively handles disputes and people issues. Has skills in the areas of relationship building, communication, listening, delegating tasks, providing feedback and leadership. Presents the key points of an argument persuasively coming across assertively and with credibility. Makes an immediate positive impression on others and is able to change their views, attitudes and behaviours towards company offerings using written or spoken words to convey information, feelings and reasoning as and when required. Is persistent and overcomes obstacles such as physical barriers, criticism, lack of support, discouragement, heavy workloads, customer resistance or tough economic factors. Possible Career Path (first step/s) Product SME Job Profile: KAM 4

5 Approvals APPROVED NAME SIGNATURE DATE Analyst Job Holder Line Manager Member of Senior Management Job Profile: KAM 5