KEY OUTPUTS AND ACCOUNTABILITIES:

Relationship Management

• Create alliances with universities for visibility, generating leads, and for partnering.
• Identify and improve channels of customer acquisition, beyond digital – alliances, agent network,
• Establish a meaningful and sustainable business relationship with key accounts (universities and agents contributing to business) to gain a high level of support and ambassadorship.
• In liaison with the Sales & Marketing team, participate in new business pitches, including onboarding of new agents (selling parties).
• Responsible for the development and achievement of sales through the direct sales channel.

Sales Campaigns

• In liaison with the Sales & Marketing team, participate in the development of campaign and activation plans, including budgeting, and innovative ways of reaching out to prospective customers students, etc. to generate qualified leads.
• Support event management in the execution of sales and activation campaigns.
• Develop and implement an engagement program, including sponsorship activities/events, for key accounts (Universities and channels).

Key Account Management

• In liaison with the Sales & Marketing team, continuously optimize the lead funnel and sales pipeline, improving return on investment, revenue and margins, reducing the lead to sales cycle whilst delivering exceptional customer experience to prospective customers and getting good fit customers who will be poised to be delighted customers
• Understand and introduce innovative technology interventions to facilitate the sales process. Lead the adoption and ensure consistent, methodical use of HubSpot Sales Professional.
• Establish sales objectives by meticulous assessment of the target market, potential market, and prospective customer in the market (including clear territory management as well as a tiered approach to the managing of Key Accounts).
• Define Key Accounts Management process (incl. call frequency, approach, and key messaging) that drive desired sales outcomes and identify improvements when and where required.
• Support the collections team in debt collection through appropriate channels.

Leadership

• Communicate business direction and goals and ensure team members (internal and external) and key partners articulate them
• To be the first line of solution to the key accounts in any matter facing them.
• Actively contribute to corporate and brand advocacy
• Ensure that the key accounts team (internal and external) is well trained and motivated in order that Acorn representation is superior to the competition in respect of both core and added value services
• Give recognition for superior performance, Innovation and proactively deal with performance issues.
• Schedule coaching sessions for members through direct engagement and route accompaniment, and provide clear and timely feedback on opportunities for development.
• Drive unnecessary costs out of the business through business reviews by identifying specific areas of cost reduction.
• Continuously raise the bar on the performance of own and team.
• Leverage complementary strength of the team, valuing Different approaches, experiences, and expertise.
• Propose goals, Performance Objectives, and Measures of Success for the Operational Plan and for the key accounts programs developed for the area and track ongoing results.

Other Requirements

• 8 – 10 years relevant working experience in the hospitality industry, Banking, FMCG, or related field, with at least five (5) years managing key accounts
• At least 3 years of proven experience in managing a sales force/ key accounts team.
• A degree, preferably in Sales/ Marketing/Business Management.
• Deep knowledge of, and experience in, strategy development, execution, and review at institutional and territorial levels.
• Strong quantitative/financial knowledge, including experience creating complex models, with a demostrated the ability to extract appropriate data to convey complex information
• Demonstrated ability in structured problem solving, yet comfortable with unstructured and ambiguous situations and tasks.
• Ability to learn new content quickly, identify connections and second-order implications and demonstrate competence with internal/external teams.
• Experience in developing and managing strong partnerships and relationships inside and outside the organization, managing conflicts, and building consensus. Comfortably engages with senior decision-makers within universities and organizations, and constructively challenges colleagues, clients, and stakeholders.
• Excellent oral, facilitation and written communication skills; works well in diverse teams, with efficiency and diplomacy.