Key Accounts Manager - Must come from Banking

KEY ACCOUNT MANAGER

The Key Accounts Manager ("KAM") will be responsible for one of the large financial institutions in South Africa ("the Bank"). As a KAM, the main focus will be on sales and marketing. The KAM representative will focus on all aspects of the relationship and will also be expected to work closely with all customer facing as well as non-customer facing departments within the company to ensure the Bank receives the highest standard of service. The below are a list of certain of the material key variables:

Relationship management

From a relationship perspective the KAM will be the single contact for the bank into the company . The KAM must have the ability to operate at a number of different levels. These levels include senior business executives and financial executives who influence purchasing decisions. On a day-to-day level, the KAM must focus on fostering overall relationship from both a strategic as well as an operational level. The KAM must also foster the business relationship or any other OEM (Original Equipment Manufacturer) if required.

Company advocate

The KAM needs to be an advocate for both the Bank and the company to ensure that all departments understand customers requirements and respond with the right quality of service. By working with the companys production team, Call centre team, etc., the KAM needs to ensure all parties have a full understanding of the Bank`s needs. It is important for the KAM to fully understand the end-to-end service offering and product suite for the Bank. From a device supply chain perspective, it will also include new products that are available, global trends and changes within the Payments Landscape which includes solution design, device preparation, process

flows, devices installation and maintenance.


Account Planning





The KAM must develop plans to maximize business opportunities with the Bank. The plan must include revenue opportunities, forecasts for device sales with a focus on annuity revenue. The KAM needs to schedule quarterly Business as well as Operational review sessions (presentations) specific to the overall performance of the Bank`s terminal estate.



Sales and Marketing





The device sales process is a long and complex process, and it is expected from the KAM to identify the information and resource requirements for the key stages of initial inquiry, technical requirements, or specifications as per the Bank`s requirements. Responding to tenders or preparing customer proposals will be a key focus area. Another key focus area will be regular engagements with the Bank around product innovation, global trends and payment terminal trends. The KAM will be expected to prepare presentations and / or information packs for these sessions with decision makers to ensure that