Account Manager - South Africa

Purpose and contribution to company strategy

Purpose of the role is to generate revenue by selling certification products and associated upsells to clients within an assigned territory. It is a hybrid role with responsibilities across new business generation, renewals and the management of existing contracts. This individual also acts as a liaison between Sales and Delivery to ensure that clients realise quantifiable value from the Programme.

NB Senior Account Manager and Account Managers are differentiated in terms of experience and revenue responsibility only.

Key result areas and main activities

Generating revenue in line with commercial targets within respective Territory:
• Turn prospect into strategic business accounts via cold call, email and social strategies
• Drive sales growth and pipeline through preparing and setting up qualified meetings (meeting prep, conduct an effective needs analysis, deliver sales presentations, answer questions and objections, conduct the post meeting activity effectively)
• Close deals through qualified offer preparation and negotiation, and ensuring lasting agreements
• Achieve company growth targets for new business acquisition and renewal

Pro-active, relevant and on-going engagement and communication with (potential) Top Employers:
• Confidently connect 1-on-1 with senior, regional HR stakeholders of large (Tier 1, 2) global companies
• Effectively and persuasively position and present the full value of the Programme across the areas of responsibility and areas of focus
• Manage relationship of current participants
• Sharing and evangelise subject matter expertise about Top Employers HR Certification

Liaised and constructive collaboration with internal stakeholders:
• Commercially support and partner with international colleagues as part of global sales team
• Work closely with Marketing to support events and follow up digital leads in a timely manner

Competencies

Company competencies (for everyone):
• Collaboration
• Customer focus
• Global perspective
Key success competencies (in addition to company competencies):
• Communicates effectively
• Instils trust
• Being resilient
• Builds networks
• Persuades
• Drives results
Experience & Qualifications
• Approximately 3-5 years’ successful sales experience to start
• HR knowledge/understanding is important; Experience selling to HR is highly advantageous
• Bachelor level educated – or equivalent working experience

We offer

The Top Employers Institute offers:

• Room for initiatives and own responsibility
• Open, informal and professional business culture
• Solid benefits including flexible working conditions & variable pay (bonus opportunities)
• Competitive fixed remuneration (monthly salary)