Dorbe-Leit Consulting Limited is a consulting practice providing transformational human resource management based services.
We become involved with our clients in their transformation, providing services that are value-adding and measurable in their contribution to our clients’ success. Catapulting your business to success is our purpose.

Our client would like to fill the position of a Key Accounts Executive reporting to the Sales & Marketing Director.

 Are you interested at being part of a team focused towards transforming the real estate-student accommodation market in Kenya and beyond the East African region? If so, then this is the job you’re looking out for.

The  purpose  of  the  role  is  to  efficiently  develop,   manage and maintain strategic  university alliances  (key accounts) following  Account  Management  practices   in  order  to   achieve  the organisation’s  strategic objectives and maximizing on sales opportunities.

KEY TASKS AND RESPONSIBILITIES:

• Create alliances with universities for visibility, generating leads, and for partnering.
• Establish sales objectives by meticulous assessment of target market, potential market and prospective customer in the market (including clear territory management as well as tiered approach to the managing Key Accounts.
• Define Key Accounts Management process (incl. call frequency, approach, key messaging) that drive desired sales outcomes and identify improvements when and where required.
• Establish meaningful and sustainable business relationship with key accounts in order to gain high level of support and ambassadorship.
• Allocate targets to the team and guide team members to execute them in the field.
• Create and manage campaigns (on ground, through channels, and alliances)& activation plans.
• Understand pricing options and product offerings to get leads through a team of on ground Key Accounts Executive.
• Work closely with the rest of the Sales & Marketing function to manage and optimize end to end campaigns (budgeting, branding, innovative ways of reaching out to prospective customers – students), to generate qualified leads.
• Work closely with the rest of the Sales & Marketing function to 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.
• Manage, develop, coach, control and motivate the Key Accounts team to develop their skill to ensure that a high professional standard is achieved and monthly sales target and KPI target are met.
• Ensure targets are delivered through people management, performance review, reward and individual recognition.
• Understand and bring technology to facilitate sales process. Lead the adoption and ensure consistent, methodical use of HubSpot Sales Professional by the Key Accounts team;
• Tap into systems (CRM) to generate analytics, which provide insights into prospect customers to tap and bring on board.
• Ensure the cost of customer acquisition is minimum and within the budget

• The incumbent will support the continuous development conceptualization and management of strategic partnerships/relationships with 65 universities in the region. The role will be the lead point of contact for all key client matters

•   Engagement in sign off on MOU’s with all key universities to make Acorn an Official Partner.

•  Support a coordinated approach for repairing/redeeming existing relationships

•  Intelligence gathering on real-time admission statistics

• The role will be responsible for the delivery of strategic relationships with senior administrators in the key universities as per Acorn’s vision through:

KEY LEADERSHIP CAPABILITIES:

1. Understand the consumer & customer

• Build understanding of consumers/ customers/ suppliers/ stakeholders & leverage this understanding when making business decisions
• Build sustainable relationships with key stakeholders to shape the operating environment
• Address difficult issues proactively when dealing with stakeholders

2. Commercial understanding

• Basic finance acumen
• Make commercial decisions that impact positively on both short- and long-term bottom line results
• Drive unnecessary costs out of the business
• Ensure the right processes and controls are in place to minimize business exposure to risk

3. Collaborate & Influence

• Actively listen and build positively on others ideas
• Exhibit trust, fairness and ethical awareness
• Promote ideas and influence in areas where you do not direct control or authority
• Mobilize and allocate resources effectively to achieve what is best for the business

• A degree, preferably in Sales/ Marketing/Business Management;
• 5 – 6 years relevant experience in managing key accounts in the hospitality industry;
• Preferably, not less than 6-9 years total working experience;
• Proven experience (at least 2-3 years) in managing a sales force/ key accounts team.

Basic salary: KES 350,000-KES 400,00

Company Incentive Scheme

Medical Scheme/ Group Life Insurance/ Personal Accident Cover

Telephone allowance

How to apply: If you are interested in the position and have the skills and talents our client is looking
for, we would like to hear from you.
Please make your application through our website www.dorbe-leit.co.ke vacancy page before close
of business 10th April 2019.Only successful candidates will be contacted.