ACCOUNT MANAGER

KEY RESPONSIBILITIES

    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 Regional Head for possible inputs and approval
• Oversees the generation of relevant cluster market intelligence and feeds this to the Regional Head towards crafting effective strategies to improve product market share

    Sales Activities

• Coordinates sales activities (presentation, prospecting)
• Prospects for new opportunities and identifies new profitable customers for Company products/solutions in the assigned cluster
• Mobilises team to build a viable customer pipeline
• Engages with relevant internal and external contacts to generate sales leads /opportunities and product ideas
• Follows up on leads and opportunities to ensure they are translated to sales
• Cross-sells and up-sells 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 in assigned sectors
• Attends exhibitions to generate sales leads/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 (customer database)

     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 Regional Head for possible inputs and approval
• Oversees the generation of relevant cluster market intelligence and feeds this to the Regional Head towards crafting effective strategies to improve product market share

       Sales Activities

• Coordinates sales activities (presentation, prospecting)
• Prospects for new opportunities and identifies new profitable customers for Company products/solutions in the assigned cluster
• Mobilises team to build a viable customer pipeline
• Engages with relevant internal and external contacts to generate sales leads /opportunities and product ideas
• Follows up on leads and opportunities to ensure they are translated to sales
• Cross-sells and up-sells 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 in assigned sectors
• Attends exhibitions to generate sales leads/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 (customer database)
• Prepares and attends Performance Evaluation sessions with the 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

         Market Polling

• Carries out research with existing clients to gather market intelligence in relation to our products and services
• Provides client feedback about the various products to the relevant groups
• Provides market feedback to Regional Head that will aid the sufficient visibility of payment products in assigned portfolio

        Competition/Market Feedback Analysis

• Monitors trends in client buying behaviour and provides relevant market feedback about competing products & solutions to Regional Head/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
• Works with Regional Head to close any risks/compliance issues identified during the risk assessment and audit exercise

          Regulatory Activities

• Liaises with regulatory bodies to facilitate approvals for Company requests and protect the interest of the company during formulation of regulatory policies
• Provides feedback to the Regional Head promptly on policies and topical issues regulatory bodies are considering from time to time

         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 actual with the Head, with respect to sales turnover and revenue generated using CRM
• 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 weekly, monthly reports on sales 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

MINIMUM QUALIFICATION

1. A relevant degree from a reputable institution
2. 2-4 years’ experience
3. Certified Sales Professional qualification will be an added advantage