Account Relationship Manager

Sales Activities

• Prospects and close new opportunities and identifies new profitable customers for company products/solutions in the assigned cluster

• Coordinates sales activities (presentation, prospecting)

• Mobilises team to build a viable customer pipeline

• Engages with relevant internal and external contacts to generate sales opportunities and product ideas

• Follows up on leads and opportunities to ensure they are translated to sales

• Cross-sells and up-sells the Group’s products & solutions to existing clients/customers

• Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line

• Attends exhibitions to generate sales opportunities that can be converted to sales post-event

• Carries out external presentations to potential customers; performs customer demonstrations

• Develops proposals for customers

• Negotiates contract & payment terms with clients, reviews and prepare tenets of agreements/ MOU/NDA and works with Legal team to finalize and execute the contracts with client

• Ensures that relevant documents and agreements with clients/sales opportunities are executed and linked to customer profile on CRM

• Actively uses and ensures that team members use the CRM tool to manage sales process and maintain accurate & up to date information on all clients

• Prepares and attends Performance Evaluation sessions with the department Head. 

Business Development

• Generates demand by pro-actively reaching potential customers to make them aware of the company’s products & solutions

Customer Relationship and Account management

• Develops, manages and sustains accounts relationships for future business success

• Develops and maintains strong relationship with key customers of products in assigned sectors

• Liaises with relevant internal teams to ensure customer issues and complaints with clients in assigned portfolio are properly resolved (Escalates where necessary)

• Carries out account management activities using the key account management framework Planning

• Provides cluster specific insights to the Head to support the development of the segment strategic plan and execution approach

• Develops own understanding of the vision and strategy for the Industry

• Prepares the annual cluster plan in line with the Segment strategy and submits to the Head of Banking

• Draws up weekly sales plan for the Team: Draws up an activity list of prospective clients and reviews with Head for possible inputs and approval

• Oversees the generation of relevant cluster market intelligence and feeds this to the departmental head towards crafting effective strategies to improve product market share

Market Polling

• Carries out research with existing clients to gather market intelligence in relation to our solutions

• Provides client feedback about the various products to the relevant groups Competition/Market Feedback Analysis

• Monitors trends in client buying behaviour and provides relevant market feedback about competing products & solutions to relevant internal teams

• Understands industry trends and sells value proposition based on case studies

• Provides input about competitor product (features/pricing/strategy) that can aid the Company’s offering/sales efforts

Event Management & Product Visibility

• Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line on assigned portfolio

• Works with Group Marketing to ensure market visibility of products in assigned portfolio

Receivables Management

• Coordinates team members & works with finance to ensure that all balance payments for signed off projects from clients on assigned portfolio are promptly paid within stipulated periods

Risk Management & Compliance

• Promptly flags off any risk or compliance issues likely to affect sales opportunities (existing/potential)

• Ensures proper agreements & MOU are duly executed with clients and securely filed

Performance Review and Monitoring

• Carries out daily review of open opportunities for the team to ensure they are closed in the month of consideration

• Reviews set targets against actuals with the Head, with respect to revenue generated

• Reviews possible revenue lines and income for the coming quarter to ensure that cluster performance remains on track

• Monitors sales performance & deviations from targets

Reporting

• Prepares and submit regular reports on sales engagements and activities to the departmental head

• Prepares periodic reports on growth and opportunities in assigned sector

• Prepares periodic report on revenue analysis

• Prepares ad hoc reports on sales activities as required from time to time. 

EDUCATION AND EXPERIENCE

Academic Qualification(s):

▪ First degree from a reputable institution

Professional Qualification(s):

▪ Not mandatory but a Certified Sales Professional qualification is an added advantage

Experience (Number of relevant years): ▪ 2-4 years