Key Responsibilities
 
Strategic Customer Engagement

• Identify, develop, and maintain executive-level relationships with fleet operators owning 100+ vehicles (National Key Accounts).
• Lead national-level sales negotiations and long-term supply agreements.
• Deliver structured account strategies, ensuring seamless coordination of sales, aftersales, and lifecycle support.

• Build detailed growth plans for each National Key Account, focused on penetration, retention, and value-added services.
• Drive incremental national Key Account sales to grow the percentage of sales to key fleets in addition to dealer retail sales.
• Develop tailored Total Cost of Ownership (TCO) and lifecycle proposals in collaboration with internal stakeholders.

• Partner with independent dealers and RSMs to ensure Key Account activities complement—not compete with—existing dealer operations.
• Establish joint engagement protocols and smooth handover processes when customers grow beyond dealer-level fleet thresholds.
• Ensure dealers retain invoicing, margin, and operational execution for all Key Account deliveries.

• Maintain and enforce current customer segmentation model (reviewed annually):
  • Retail (<20 fleet): Dealer managed
  • Dealer Key Account (20–100 fleet): Dealer + RSM managed
  • National Key Account (>100 fleet): KAM managed in partnership with dealers
• Oversee and monitor allocation of Key Account targets across the dealer network.

• Track and report Key Account sales progress, pipeline, and key opportunities.
• Provide regular feedback on competitor activity, market trends, and strategic opportunities.
• Conduct monthly review meetings with RSMs and dealers to evaluate performance and alignment.

• Achieve the annual National Key Account target, with fair and transparent allocation to supporting dealers.
• Deliver documented account growth strategies for each National Key Account.
• Strengthen reputation and relationships with national fleet operators.
• Maintain clear client ownership and eliminate duplication of efforts within the network.

• Relevant tertiary qualification in Sales, Business, or equivalent.
• Minimum 5–7 years of B2B sales or key account management experience in commercial vehicles, logistics, or a related sector.
• Proven ability to build and maintain C-suite customer relationships and negotiate large, complex deals.
• Strong understanding of dealer-based distribution networks and South African commercial vehicle market dynamics.

• Strong strategic and analytical thinking.
• Excellent communication and relationship management skills.
• Negotiation and closing abilities at national level.
• Ability to balance national growth with dealer network collaboration.
• Proficiency in CRM tools, reporting systems, and MS Office suite

• Bachelor Degree
• Minimum 5 years’ experience in similar role
• Code 8 licence
• Team Player
• Confident and proactive approach – anticipates issues and requirements
• Ability to read and write in English