Key Account Manager

Ethiojobs Recruiter

Addis Ababa
Posted 2 weeks ago

Job Features

Job CategoryEngineering(Architecture/Environmental/Chemistry/Geo-technical/Survey/Maintenance/Electrician/Sanitation/Technician/Adviser)
Job LevelSenior Level(5+9)
DeadlineJan 15 2021

Job Description

Purpose of role

Responsible for the sale of products and services to assigned Key Accounts, acting as the primary point of contact. The Key Account Manager acts as the primary point of contact, typically manages between 1 and 20 customers of FLEET size, carrying a revenue quota in excess of $5m per year.

Key Objectives

  •  Deliver sales target through the sale of products and services
  • Ensure coverage to customers meets guidelines, both in terms of frequency and number of calls
  • Establish strong relationship with all decision makers, influencers and blockers within assigned customers
  • Understand customers businesses and key needs
  • Differentiate against competitors
  • Participate at all opportunities within assigned accounts
  • Produce accurate sales outlook figures on a monthly basis
  • Maintain customer and opportunity data in


Prospects Acquisition

  • Be fully compliant to the lead qualification process and response times

Coverage Studies

  • Maintain customer and machine population is correctly and timely updated in

Key Account Planning

  •  Participates in periodic reviews of Key Account Plans with sales manager including strategies, terrain maps, action plans, and results.

Territory Planning

  • Execute the territory sales plan, reaching out to current key accounts to expand business

Call Planning

  •   Build and maintain strong relationships by ensuring that coverage is prioritised to drive customer loyalty and that key customers enjoy a positive customer experience
  • Delivers beyond the minimum PAR (planned annual rate) standards for calls per customer and average call per day;  

Sales Funnel Management

  • Applies the company sales methodology to progress sales opportunities through the sales funnel
  •   Makes optimal use of selling time for coverage, call preparation and engagement with the key decision makers

Sales Outlooking

  •  Commits on future sales figures based upon sales pipeline data and adequate utilisation of  sales methodology;

Sales Review Sessions / Self Development

  • Prepares for one-to-one performance review sessions with Sales Manager, at least once a month, based upon Sales Process metrics (i.e. Sales Effectiveness Tracker)
  • Utilizes both the training resources for continual self development

Contacts arising from the job

Internal Contacts

  • Sales Manager and / or Head of Function
  • Product Support Sales Representatives
  • CoE departments:- Sales Effectiveness, Strategic Planning
  • Sales Specialists

External Contacts

  • Key Customers
  • representatives

Job Requirement



  • Engineering degree or equivalent qualification 



  • Extensive experience of Business  to Business sales experience, dealing at a senior level


  • Experience of using CRM database 



  • Strong commercial awareness
  • Basic understanding of the product line


  • Good mechanical aptitude
  • Strong cultural awareness


  • Excellent interpersonal skills with the ability to  build and maintain strong working relationships
  • Strong written and verbal communication skills
  • Strong business development skills
  • Demonstrable focus on excellent customer service
  • Excellent negotiation and influencing skills
  • Good  numerical skills
  • Strong team player
  • Tenacity, with the ability to close sales
  • Proficient in the use of Microsoft Office including Word, Excel and PowerPoint


  • Good presentation skills


How to Apply

Interested and qualified applicant should apply by sending your CV to the email below

Please mention the position title on your email subject line.

Apply Online
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