Senior Account Manager at Turnkey Africa Kenya

Roles and responsibilities:

Revenue Generation

• Achieving targets for revenue, profitability and sales growth.
• Develop and implement the company’s sales strategy across key market segments to ensure that the company identifies and optimizes a clear path to aggressive growth and attainment of revenue objectives.
• Managing full sales process lifecycle, including identifying and initiating new sales opportunities, understanding account requirements, conveying and demonstrating product capabilities, facilitating and owning deep dive product capability Q&A sessions, managing objections, and negotiating contracts.
• Participate in pricing the solution/service.
• Ensure adequate Pre-sales technical skills and developing proposals that speaks to the client’s needs, concerns, and objectives
• Collaborate effectively with Product, Marketing and other key stakeholders in driving solution sales and ensuring our existing clients are receiving a premium level of service.
• Travel for in-person meetings with customers and partners and to develop key relationships
• Understand country-specific landscapes and trends, reporting on the forces that shift strategic business direction.
• Develop leads, actively target and follow up clients, identify and prioritize profitable business opportunities in liaison and with the support of the Corporate.

Business Development

• Develop the go to market strategy for each product and appropriately execute sales.
• Give presentations, seminars and briefings to clients articulating Turnkeys Value Proposition.
• Develop a strategy and provide leadership for enterprise-wide business development opportunities
• Originate and manage business development opportunities that are consistent with the company’s strategy for revenue growth
• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.
• Identify opportunities for campaigns, services, and channels that will lead to an increase in sales.

Account Management

• Be the customer's advocate and ensure that all departments understand customers’ requirements and respond with the right quality of service. Manage and solve conflicts with customers.
• Work with product teams to ensure that the product portfolio reflects changing customer needs.
• Collaborate with product & support teams to provide customers with the different services they need throughout their ownership of the products, including solution design, installation, training, user support and maintenance.
• Develop plans to maximize business opportunities with each customer. The plans include revenue forecasts by product line, resource requirements, and sales and marketing campaigns to meet revenue targets.
• Forecast demand accurately and integrate sales and marketing campaigns with individual account development plans.

Operations Management

• Manage and oversee the operations of sales and delivery including all support functions.
• To build capacity of work force in the areas of Business Development, Sales & Marketing, Solution Management and Project Management.
• Provide leadership to the organization in strategizing, planning and expanding operations in the country.
• Provide leadership and vision by assisting with the development of long range and annual plans, and with the implementation, evaluation and reporting of progress on plans.
• Cultivate a strong and transparent working relationship with the Turnkey Africa management team and other line managers to ensure open communication about the measurement of financial and non-financial performance against stated milestones and goals.
• Coordinate with various regulatory bodies on local policies/guidelines, statutory and regulatory requirements.

Marketing & PR

• Work with TA marketing to develop marketing strategy and support in marketing activities
• Oversee and approve the TA marketing team in production of all marketing and publicity materials (posters, programs, flyers, mail outs, brochures etc.)

Human Resource Management

• Resource Management according to authorized TA personnel policies and procedures that fully conform to current laws and regulations
• Employee development, and training;
• Work with the executive team in policy development and documentation, employee relations, and performance management and improvement systems.
• Provide leadership and motivation to staff by fostering a culture of creativity, encouraging good performance, ensuring appropriate training, and rewards productivity.

Person specifications;

Academic Qualifications

• Bachelor’s degree in a relevant field.
• Master’s degree in related field from a recognised university will be an added advantage

Professional Qualifications

• Relevant professional qualification;
• Member of a relevant professional body.

Experience

• Minimum of four (4) years at managerial level in a similar organisation.
• Candidate should possess, or be capable of acquiring adequate knowledge of the insurance sector in Africa.
• Sales experience in IT consistently meeting or exceeding targets.
• Experience in managing Regional or Country operations, sales and sales force.
• Deep understanding of IT Solution sales working with teams from Product Development, Implementation and billing with the ability to swiftly acquire market intelligence/awareness of the insurance sector, to understand and manage expectations regarding competition and market trends.
• Proven ability to drive the sales process from plan to close
• Experience with initiating and leading improvement programs, developing and implementing strategic plans, overseeing change.
• Demonstrable experience in developing client-focused, differentiated and achievable solutions