KEY ACCOUNTS MANAGER

The Key Accounts Manager is accountable to the Unit Head: Vulindlela Accommodation and Conference Centre (VACC), a business unit of the Coega Development Corporation (CDC).

MANDATE

The Key Accounts Manager is mandated by the Board of Directors of the Coega Development Corporation to support the commercial growth and financial sustainability of VACC through proactive business development, sales and key account management under the overall direction of the Unit Head: VACC.

DESCRIPTION

DUTIES AND RESPONSIBILITIES

The Key Accounts Manager is responsible for driving business development and revenue growth across VACC's accommodation, conferencing, functions and related service offerings. The position is further responsible for expanding VACC's client base, developing new markets and establishing and maintaining sustainable relationships with key corporate, government and other institutional clients. In pursuance of this objective, the Key Accounts Manager is required to:

• Drive the implementation of the VACC sales and business development strategy to achieve agreed revenue targets.
• Identify and pursue new business opportunities across accommodation, conferencing, functions and other VACC revenue-generating services.
• Develop a thorough understanding of VACC's target markets, client segments, products, services and competitive positioning.
• Develop and maintain strong long-term relationships with key corporate, government, institutional and other strategic clients.
• Grow existing key accounts by identifying opportunities for additional accommodation, conferencing, functions and related business.
• Proactively develop non-CDC and non-SEZ business to diversify VACC's revenue base and reduce reliance on internal and traditional business sources.
• Identify prospective clients and maintain a structured pipeline of leads, opportunities and potential business.
• Conduct physical, virtual and telephonic sales engagements with existing and prospective clients.
• Arrange and host site inspections, educational visits and familiarisation sessions for prospective clients to showcase VACC's facilities and service offerings.
• Prepare proposals and customised business solutions in collaboration with the relevant VACC departments.
• Develop a detailed understanding of key clients' needs and requirements and ensure that appropriate solutions are developed to meet those requirements.
• Negotiate commercial arrangements and contracts with key clients within approved CDC delegations, policies and procedures.
• Work closely with VACC Operations, Functions, Accommodation, Finance and other relevant departments to ensure that client commitments are operationally achievable and successfully delivered.
• Communicate client requirements and concerns timeously to the relevant departments and management to support high levels of client satisfaction.
• Monitor key accounts to identify risks, opportunities, changing client requirements and potential revenue growth.
• Develop and maintain a VACC sales and business development plan covering revenue targets, client acquisition, account growth and market development.
• Maintain accurate records of sales activities, client engagements, opportunities, quotations and confirmed business.
• Monitor the conversion of enquiries and quotations into confirmed business and identify interventions required to improve conversion rates.
• Compile monthly and quarterly reports on sales performance, key accounts, revenue generated, pipeline development, client retention and forecasts.
• Provide reliable revenue forecasts based on confirmed business and the active sales pipeline.
• Conduct market and competitor analysis to identify changes in demand, pricing, client preferences and new business opportunities.
• Represent and promote VACC at relevant trade shows, exhibitions, networking events, industry engagements and other business development platforms.
• Work collaboratively with relevant CDC marketing and communications functions to promote VACC's products, services and facilities.
• Support initiatives aimed at improving utilisation and occupancy of VACC's accommodation, conferencing and functions facilities.
• Maintain high standards of professionalism, integrity and client service in representing VACC and the CDC.

Furthermore, the incumbent has to be aware that:

• You are aware of and have access to the CDC’s SHEMS;
• You are aware of your responsibilities and duties as laid out in the CDC’s SHEMS;
• You are aware that you work in a safe and environmentally friendly manner;
• You ensure that the company’s housekeeping standards are maintained throughout your area of responsibility;
• You report any unsafe conditions or acts which you cannot rectify yourself to your SHE representative or to the Senior SHE Project Manager as soon as possible;
• You report all SHE incidents which occur within your area of responsibility promptly and in the correct format;
• You are totally familiar with your responsibilities in terms of the CDC’s emergency plan;
• You communicate to the Senior SHE Project Manager any required changes to the SHEMS prior to implementing these changes;
• You timeously complete and correctly record any corrective action which needs to be taken in order to rectify a SHE matter;
• You give full co-operation to, and participate in (as required), the CDC’s internal and external SHEMS audits.

You have the authority to:

• Immediately stop any person(s) on CDC property from committing an unsafe or destructive act or omission;
• Take whatever immediate steps you deem necessary to prevent injury or environmental damage when confronted with an unsafe or destructive condition.

COMPETENCIES AND REQUIREMENTS

• Degree or Diploma in Sales, Marketing, Business Management, Hospitality Management, any related discipline or equivalent.
• Minimum of 5 years' relevant experience in sales, business development or key account management.
• Demonstrated experience in developing new business and managing key client relationships.
• Experience within the hospitality, accommodation, conferencing, events or related service environment would be advantageous.
• Experience in managing revenue targets and sales pipelines would be advantageous.
• Valid driver's licence.
• Willingness and ability to travel extensively and work outside normal business hours including evenings, weekends and public holidays when required.
• Strong sales, business development and key account management capability.
• Commercial awareness and a strong understanding of revenue generation.
• Strong negotiation and relationship management skills.
• Ability to identify and convert business opportunities.
• Strong planning, organisational and time-management skills.
• Ability to analyse sales, revenue and market information.
• Strong interpersonal, verbal and written communication skills to effectively collaborate across operations.
• Ability to develop and deliver professional presentations and proposals.
• Strong customer and service orientation with high levels of professionalism, honesty and integrity.
• Ability to work independently and take ownership of agreed revenue targets.
• Ability to operate effectively in a fast-paced hospitality environment.
• Ability to prioritise multiple clients, opportunities and business requirements.
• Self-motivated, results-driven and commercially focused.
• Strong computer literacy, report writing, numerical skills with high attention to detail.
• Ability to work effectively within a diverse environment.

PERFORMANCE INDICATORS

Performance is monitored regularly by reference to Key Performance Indicators and Balanced Scorecard. Key measures should include:

• Achievement of annual and monthly VACC revenue targets attributable to sales and business development activities.
• Growth in new business generated for VACC.
• Number and value of new corporate, government and institutional accounts secured.