Chief Key Accounts Director

Tsebo Solutions Group; Sandton; On-site; ZAR 1,800,000 - 2,800,000; Full time

Job summary

Tsebo Solutions Group is seeking a seasoned executive to lead and grow its Key Accounts portfolio in South Africa. The role requires deep C-suite engagement, strategic account planning, and proven ability to deliver profitable growth across large client organisations.

You will drive multi-year strategies, coordinate cross-functional teams, and shape major bids and renewals while mitigating risks and protecting key relationships.

Qualifications

• Bachelor's degree or equivalent in a business-related field.
• Postgraduate qualification (Honours/PG Dip/Master's) in a relevant field.
• MBA or equivalent executive qualification.
• Minimum 15 years' commercial, key account management, and/or leadership experience.
• At least 10 years' experience at senior executive leadership level.

Responsibilities

• Develop client-centred, multi-year key-account strategies to increase Tsebo’s penetration in identified accounts.
• Deepen C-suite relationships and build broad stakeholder networks across priority accounts.
• Identify and convert profitable cross-sell, upsell, and integrated-service opportunities.
• Lead selected strategic client relationships, including senior engagement, major bids, renewals and commercial discussions.
• Mobilise Tsebo capabilities around client priorities while shaping the work.
• Protect key-account relationships by identifying risks and coordinating interventions.
• Lead, coach and develop Group Key Accounts Directors to strengthen account management.
• Collaborate with Divisional Sales Directors to mature key opportunities and drive conversion.
• Utilise CRM, financial, market and client data to improve account planning and risk management.

Skills

Leading and Deciding

Formulating Strategies and Concepts

Delivering Results and MeetingCustomer

Entrepreneurial and CommercialThinking

Persuading and Influencing

Relating and Networking

Creating and Innovating

Analysing and Interpreting

Planning and Organising

Working with People

Adapting and Responding to Change

Presenting and CommunicatingInfo

Education

Bachelor's Degree in Business, Commerce, Marketing, Operations Management, or a related field

Postgraduate Qualification (Honours, Postgraduate Diploma, or Master's Degree) in a relevant field

MBA or equivalent Executive Qualification

Job description

Duties & Responsibilities

• Develop client-centred, multi-year key-account strategies to increase Tsebo’s width and depth of penetration of the identified key accounts and, where appropriate, create joint value plans with clients.
• Deepen C-suite relationships and build broad stakeholder networks across priority accounts.
• Identify and convert profitable cross-sell, upsell and integrated-service opportunities.
• Personally lead selected strategic client relationships and material opportunities, including senior engagement, major bids, renewals and commercial discussions.
• Mobilise the right Tsebo capabilities around client priorities while remaining actively involved in shaping and progressing the work.
• Protect key-account relationships by identifying service, relationship, commercial and renewal risks early and coordinating decisive intervention.
• Lead, coach and develop the Group Key Accounts Directors to strengthen and deepen key account penetration and management disciplines across Tsebo.
• Work closely with Divisional Sales Directors and their teams to identify, qualify and mature key account opportunities, and drive their progression through to successful conversion.
• Use CRM, account, financial, market and client data, supported by appropriate analytics and digital tools, to improve account planning, opportunity identification and risk management.

Skills and Competencies

• Leading and Deciding
• Formulating Strategies and Concepts
• Delivering Results and Meeting Customer Expectations
• Entrepreneurial and Commercial Thinking
• Persuading and Influencing
• Relating and Networking
• Creating and Innovating
• Analysing and Interpreting
• Planning and Organising
• Working with People
• Adapting and Responding to Change
• Presenting and Communicating Information

Qualifications

• Bachelor's Degree in Business, Commerce, Marketing, Operations Management, or a related field
• Postgraduate Qualification (Honours, Postgraduate Diploma, or Master's Degree) in a relevant field
• MBA or equivalent Executive Qualification
• Minimum 15 years' relevant commercial, key account management and/or business leadership experience.
• At least 10 years' experience at senior executive leadership level.

What You Will Bring

• Demonstrated experience operating at Exco level, including presenting to and influencing executive leadership, contributing to enterprise-level commercial decisions, and engaging directly with C-suite clients.
• Substantial executive leadership experience in a complex business-to-business services environment.
• A strong record of leading major strategic accounts, protecting client relationships and delivering profitable organic growth.
• Credibility with C-suite stakeholders and the ability to build relationships across client organisations.
• Direct experience shaping and converting major opportunities, supporting bids and renewals, and negotiating complex commercial arrangements.
• Strong commercial judgement covering revenue, margins, pricing, contract economics, mobilisation and delivery risk, together with a practical understanding of operational service delivery.
• Direct senior operational leadership experience, or substantial experience working alongside operational teams in a complex service environment, would be highly advantageous.
• The ability to lead across divisions, functions and geographies without relying only on formal authority.
• A practical, hands‑on leadership style and willingness to work alongside account, sales and operational teams.
• Experience in facilities management, outsourced services, cleaning, catering, security or a related sector would be advantageous.