Strategic Account Manager - Chemicals, Materials and Foods or Energy and Environment

About Frost & Sullivan

Frost & Sullivan, founded in 1961, is a global growth consulting company dedicated to providing innovative growth strategies, strategic advisory, and market intelligence to a broad portfolio of International blue chip companies. With a client list that includes global 1000 organizations, emerging companies and the investment community, Frost & Sullivan has evolved into one of the premier growth consulting companies in the world.

Today, more than ever before, companies must innovate, not only to survive, but thrive in the future. We’ve spent more than 50 years guiding our clients toward transformational growth strategies by focusing on opportunities driven by disruptive technologies, mega trends, emerging markets and new business models. This is your opportunity to be part of a revolutionary global team that truly inspires positive global changes. Learn more about Frost & Sullivan:

Frost & Sullivan is seeking Strategic Account Managers. The positions will be based Johannesburg even though our head office is in Cape Town.

Key responsibilities:

The Strategic Account Manager maintains and expands relationships with strategically important large customers. Assigned to a specific industry with named clients, the Strategic Account Manager is responsible for achieving sales targets and assigned strategic account objectives.

The Strategic Account Manager represents the entire range of company products and services to assigned clients, while leading the client account planning cycle and ensuring assigned customers’needs and expectations are met by the company.

Key responsibilities include but is not limited to:

  • Establishing productive, professional relationships with key individuals, at C-suite level, in the assigned client accounts;
  • Coordinates the involvement of company personnel, including support, service and management resources in order to meet the account performance objectives and customer expectations;
  • Meets assigned targets for profitable sales volume and strategic objectives within the assigned accounts;
  • Proactively leads a joint company strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three year period;
  • Proactively assesses, clarifies and validates customer needs on an ongoing basis;
  • Leads solution development efforts that best address customer needs, while coordinating the involvement of all the necessary internal stakeholders

Accountabilities and Performance Measures

Achieves assigned sales quota in designated strategic accounts;
Meets assigned expectations for profitability;
Achieves strategic client objectives defined by management;
Completes strategic client account plans that meet company expectations and standards;
Maintains high customer satisfaction ratings that meet company standards;
Completes required training and development objectives within the assigned time frames.

Organisational Alignment

Reports to the Sales Director: Africa;
Enlists the support of sales specialists, implementation resources, service resources, and other sales and management resources as needed;
Closely coordinates company executive involvement with client management;
Works closely with the Client Value Enhancement teams to ensure client satisfaction and problem resolution;

Key Criteria:

  • A minimum of five years in a business to business (B2B) focused business development sales environment;
  • Background in Chemicals, or Energy and Environment;
  • 4 year bachelors degree from an accredited institution;
  • Strong selling approach with a proven track record at executive level.
  • Proven ability to both attract new client and develop existing ones.
  • Excellent verbal and written communication skills. These include enhanced influencing, presentation and leadership skills.
  • Highly structured individual combined with strong levels of commercial creativity.

If you have not received any response in two weeks please consider your application unsuccessful. Applications without a cover letter will be declined.