Senior Account Manager

 

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Job Specification: Senior Account Manager – Sales Leadership
Role Purpose

The primary function of the role is to provide leadership, strategic direction, and resource management to a team of Senior Account Managers, driving revenue growth and margin attainment across both the Private and Public sectors. The Senior Account Manager will play a critical role in shaping the sales strategy, developing high-performing teams, and driving strategic engagements aligned to the company’s objectives.

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Key Responsibilities
Sales Strategy & Execution

• Set and manage sales quotas and performance goals.

• Develop comprehensive sales plans aligned to vertical market opportunities.

• Identify new business opportunities and lead business development initiatives.

• Assign sales territories and ensure balanced coverage and performance.

Team Leadership & Culture

• Build, coach, and manage a high-performance sales team with a culture of excellence and accountability.

• Support team members in developing strategic account plans and achieving individual targets.

• Drive collaboration with pre-sales, services, and support teams to ensure client satisfaction and delivery.

Market Engagement

• Engage with clients at senior and executive levels to align their priorities with the company’s value proposition.

• Foster strategic relationships with OEMs and partners to unlock joint market opportunities.

• Maintain deep insight into market trends and client needs within industry verticals.

Organizational Collaboration

• Work closely with the Managing Executive – Sales & Marketing to ensure alignment of sales initiatives with broader business strategy.

• Contribute to the overall performance and profitability of the segment sales organization.

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Key Accountabilities

• Achieve and exceed revenue and gross profit targets.

• Develop and manage a robust sales pipeline, updated regularly within the company’s CRM platform.

• Create focused account management strategies across verticals to ensure targeted customer engagement.

• Lead by example through consistent, professional customer interactions and data-driven decision-making.

• Deliver accurate sales reporting and forecasting on a daily, weekly, and monthly basis.

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Required Competencies & Skills
Technical / Professional

• Proven track record in solution-led enterprise sales (8+ years).

• Deep understanding of CRM tools, sales performance metrics, and account planning methodologies.

• Strong grasp of industry trends and client business drivers across various verticals.

• Capability to engage in high-level negotiations and close complex deals.

Leadership & Personal Attributes

• Strategic thinker with strong organizational awareness.

• Skilled communicator with the ability to influence and lead cross-functional teams.

• High emotional intelligence with a collaborative, team-oriented approach.

• Driven, resilient, and able to perform under pressure.

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Qualifications & Experience

• Matric (essential).

• Bachelor’s degree in Business Administration, Marketing, or related field.

• Postgraduate qualification in Business or Marketing (advantageous).

• 8+ years of experience in enterprise-level sales.

• Advanced proficiency in MS Office and CRM systems.

• Demonstrated ability to deliver customer-centric solutions and manage complex sales cycles.

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Leadership Competencies

• Visionary leadership with the ability to inspire and motivate.

• Strong team management and delegation skills.

• High-level diplomacy, listening, and interpersonal capabilities.

• Capability to drive and execute the company’s strategic vision.

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