Key Account Manager (Compliance/Financial Services)
RELX Group plc
ZA-ZAF-GT-Johannesburg
8d ago

Key Account Manager - ADAPTRIS - South Africa, Johannesburg

About Adaptris

Adaptris gets inside of your business problems, and we apply our industry knowledge and technology solutions to solve them.

We simplify integration challenges for thousands of businesses seeking efficiencies, especially in their supply chains. And we have done it for more than fifteen years across the globe, and within several key industries .

Our approach sets us apart : We blend deep expertise with highly flexible iPaaS and data exchange technology to bolster your business cost effectively and fast, in the cloud, on premise or a hybrid environment.

Job Purpose :

Generates sustainable new business for Adaptris solutions and retains and develops existing customers, primarily within the financial services industry

Objectives :

  • Generates sustainable new business through converting opportunities from a mixture of self-generated leads, marketing qualified leads and referrals from existing customers
  • Retains and develops existing customers, ensuring all opportunities for upsell and cross-sell are maximised and that new business opportunities in the customer’s external network are identified and pursued
  • Generates sustainable new business through converting opportunities from a mixture of self-generated leads, marketing qualified leads and referrals from existing customers

  • Identifies, builds and tailors relationships with key decision makers and establish a network of contacts within client organizations.
  • Effectively negotiates with clients following agreed guidelines.
  • Achieves revenue targets and KPIs.
  • Understands and uses the agreed selling process.
  • Engages prospects in a detailed discovery process to identify relevant solutions, presenting Adaptris as a partner of choice, able to solve the customer’s challenges and meet or deliver on their strategic objectives.
  • Creates effective business proposals and pitch documents, using all relevant systems, e.g. SFdC
  • Monitors a range of information sources on a regular basis to establish prospect / customer activity, to identify self-
  • generated leads and to keep abreast of latest industry news.

  • Plans and targets prospects effectively, implementing successful actions to achieve goals.
  • Maintains a robust territory plan, reviewing priorities and next actions with key stakeholders as needed.
  • Opens up new and increases penetration of existing markets.
  • Proactively makes sales calls and uses time management practices to exceed targets.
  • Retains and develops existing customers, ensuring all opportunities for upsell and cross-sell are maximised and that new business opportunities in the customer’s external network are identified and pursued

  • Identifies, builds and tailors relationships with key decision makers and establish a network of contacts within client organizations.
  • Negotiates effectively with customers, following agreed guidelines.
  • Achieves revenue targets and KPIs.
  • Understands and uses the agreed selling process.
  • Develops an effective working knowledge of the industry, competitors and key account customers.
  • Develops lucrative working relationships with existing customers.
  • Penetrates existing customers to increase market share and deliver additional products.
  • Reviews account performance, liaising with internal teams as needed, and ensures customer success strategies are followed on each account.
  • Creates innovative ways to build business from existing customers and the market.
  • Possesses up to date knowledge of customers and the market.
  • Gives honest feedback to customers to develop a trustworthy, effective relationship with them.
  • Ensures all customers have an appropriate contact strategy in place to maintain credible relationships based on trust and a sense of being a real business partner.
  • Is proactive in responding to customers’ current and future needs, identifies innovations that can be made to build the business.
  • Sells effectively to achieve targets.
  • Provides client and competitor information and intelligence to colleagues in Proagrica.
  • Works closely with internal departments and any other appropriate areas.
  • About Reed Business Information

    Reed Business Information (RBI) provides information, analytics and data to business professionals worldwide. Our strong global products and services hold market-

    leading positions across a wide range of industry sectors including banking, petrochemicals and aviation where we help customers make key strategic decisions every day.

    RBI is part of RELX Group plc, a world-leading provider of information solutions for professional customers across industries.

    RBI is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

    RBI General Benefits Package :

    We offer an excellent salary based on experience with attractive sales commission structure.

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