Senior Specialist: Key Account Manager

The Account Manager is responsible for managing and developing relationships with key clients, both strategic and important. You will be expected to:

Strategic Relationship Management

• Build and sustain long-term relationships with senior-level decision-makers and influencers within assigned accounts.
• Execute a tailored relationship strategy for each client, ensuring alignment with their business goals and objectives.
• Maintain and grow relationships by understanding customer needs, presenting solutions, and driving value through strategic engagement.
• Use your expertise to facilitate complex negotiations, ensuring favourable agreements and commitments are made for both parties.
• Regularly engage in high-level meetings with clients to understand their strategic needs and challenges.

Opportunity Identification and Solution Development

• Identify, prioritise, and develop growth opportunities within your accounts, both for new business and expanding existing opportunities.
• Develop detailed account plans that outline customer goals, objectives, and potential opportunities.
• Collaborate with internal teams to design and deliver customized solutions that meet clients' evolving business requirements.
• Actively drive the sales cycle, from identifying new opportunities to closing deals and ensuring smooth delivery.

Revenue Growth and Profitability

• Manage the revenue and profitability targets for each assigned account, ensuring that the set goals for both Software and Hardware sales are met.
• Develop strategies to drive growth in accounts, focusing on Software, Hardware, and Professional Services offerings.
• Implement and follow Altron’s digitization strategy, integrating it effectively into your day-to-day responsibilities.
• Regularly track, analyse, and report on the performance of accounts, making data-driven decisions to achieve desired outcomes.

Customer Satisfaction and Retention

• Take full ownership of customer satisfaction and retention for your assigned accounts, ensuring clients’ expectations are exceeded at every stage of the engagement process.
• Build trust with clients by addressing their pain points and delivering solutions that have measurable impacts on their business.
• Act as the client’s voice internally, ensuring their feedback is heard and acted upon by relevant stakeholders.

Leadership and Collaboration

• Work closely with other account managers and departments to ensure alignment and effective collaboration across the business.
• Mentor and guide junior team members and colleagues, providing insight into best practices for account management, customer engagement, and solution development.
• Support team members in refining strategies and plans to optimize their success.
• Promote and contribute to a culture of collaboration and accountability within Altron.

Planning and Reporting

• Lead the account planning process for each assigned account, ensuring that the plan aligns with both the customer’s needs and Altron’s strategic objectives.
• Drive prioritization within your portfolio, identifying key areas of focus and resources to ensure timely and successful execution.
• Use reporting tools to monitor account performance, share progress with senior leadership, and identify areas for improvement.
• Provide actionable insights through feedback and reporting, making sure that your efforts and those of the team are aligned with organizational goals.

Adaptability and Flexibility

• Adapt to changing market conditions and customer needs, demonstrating the ability to pivot and adjust strategies as necessary.
• Show flexibility in adapting to Altron’s evolving culture and leadership priorities, embracing new ways of working and responding to organizational changes.
• Display a strong willingness to engage with clients at all levels, especially senior leadership, adjusting communication and engagement strategies as appropriate.

Travel and Work Hours

• Be willing and able to travel regularly to client sites and meetings, as required.
• Work irregular hours, including evenings and weekends, to accommodate client schedules and business demands.

Work Environment and Conditions

• The position requires regular travel to client locations, as well as working outside normal office hours when necessary to meet client needs or business goals. The role demands a high level of adaptability, commitment, and a proactive attitude to succeed in a competitive and fast-changing industry.

QUALIFICATIONS, EXPERIENCE, & SKILLS:

Educational Qualifications:

• A bachelor's degree in Business, Marketing, would be a bonus. An MBA or advanced qualification is desirable but not mandatory. These would be substituted could you demonstrate experience within our specific industry.

Professional Qualifications

• N/A 

Years of Experience

• Minimum of 5 years of experience in account management or a similar role, with a strong focus on customer relationship management and sales.
• Demonstrated experience in managing strategic or high-value accounts in the software and hardware sectors.
• Proven track record in generating revenue and growing accounts, as well as negotiating complex deals.
• Experience in providing professional services and solutions-based selling is a significant advantage.

Other requirements

• Good Business Acumen 
• Corporate Governance 
• Auditing processes 
• Solution Sales Methodologies 
• Relevant Industry/Domain knowledge 
• Entrepreneurial 
• Assertiveness 
• Leadership 
• Attention to detail 
• Conflict management 
• Professionalism 
• Presentation 
• Entrepreneurial 
• Customer relationship management 

Competencies

Behavioral Competencies

• Demonstrates accountability and takes ownership of responsibilities.
• Values collaboration and excels in team environments.
• Able to think critically, anticipate challenges, and proactively find solutions.
• Positive and Realistic Mind set is critical to this job
• Thrives in a dynamic, fast-paced environment and can manage multiple priorities effectively.

Learned Competencies

• Strong interpersonal skills with the ability to engage with senior executives and decision-makers.
• Excellent negotiation, communication, and presentation skills.
• Ability to analyse complex customer needs and develop tailored solutions.
• A results-driven mindset with the ability to meet and exceed targets.
• Proficiency in Microsoft Office and CRM tools (Salesforce, HubSpot, etc.).
• Strong planning, organization, and time-management skills.
• Ability to adapt to Altron’s corporate culture and align with company values and goals