The posting
Vencora Business Unit:
Job Summary:
To facilitate the planning, management and growth for large and/or complex corporate accounts. To manage a portfolio of SSP Africa insurer corporate clients that generates SSP revenues in excess of 5 Million dollars. To act as the customer’s internal representative within SSP. To generate high levels of customer satisfaction and maximise revenues from the clients, by stimulating demand for SSP products and services.
Job Description:
Main Area of Responsibility
- Develops and maintains effective customer relationships at executive levels including c-suite.
- Undertakes promotional/selling activities to one or more clients, to ensure that such activities are aligned with corporate objectives.
- Works closely with the sales team to ensure that customers are assisted and advised properly (where required).
- Works closely with the professional services and customer services teams to monitor the proposal and delivery of SSP services
- Develops and maintains one or more defined communication channels and/or stakeholder groups, acting as a single point of contact. Gathers information from the customer to understand their needs (demand management) and detailed requirements. Facilitates open communication and discussion between stakeholders, using feedback to assess and promote understanding of need for future changes in services, products and systems. Maintains contact with the customer and stakeholders throughout to ensure satisfaction. Captures and disseminates technical and business information.
- Drive revenue and retention plans from corporate accounts in role holders control.
Accountability
- To position SSP as the preferred supplier in allocated accounts, thereby making sure all external IT based projects are known by SSP and bid for if appropriate
- To maximise revenue from the accounts through the identification of additional license and service based work, whilst maintaining high levels of customer satisfaction
- Manage contractual discussions such as renewals, cross- selling and up-selling of software and services
- Attend and manage regular review meetings with client
- Maintain an awareness of the clients’ business objectives and plans and ensure that appropriate SSP resources are deployed to generate demand for SSP products and services for qualified and approved opportunities
- Ensure that the clients’ business users are fully informed of SSP’s software and services capability and are happy with the SSP Solutions capabilities and facilities
- Ensure that all accounts are potential reference accounts for new business opportunities
- Liaise and/or direct as appropriate SSPs internal support and Development resource for the client
- Implement and maintain standards, processes and systems for the account management function, in line with SSP standards
- Ensure that SSPs standard management reporting and forecasting is adopted
- Contribute to the development of propositions based upon knowledge of market dynamics
- May be responsible for managing and/or mentoring other Account Managers
- To act as subject matter expert and generate chargeable consulting work when possible
- To identify leads in relevant region and work with the appropriate sales teams to progress opportunities
Qualifications & Experience
- Minimum of Bachelor’s Degree in relevant subject, or equivalent qualifications, plus considerable work experience in a relevant role. OR substantial work experience in a relevant role
- Knowledge of the insurance market and Insurer computer systems
- Demonstrable commercial and financial acumen and understanding of the sales process
- Knowledge of the SSP solutions would be an advantage
- Significant client facing sales and account management experience
- Ability to identify, articulate, negotiate and close business opportunities in large Corporate Clients
- Experience of managing Account Management and/or Sales teams
Worker Type:
Regular
Number of Openings Available:
1
