Head of Account Management

Edge Executive Search Group; Johannesburg; Hybrid; ZAR 500 000 - 600 000; Full time

Job summary

A corporate travel management group is seeking a Head of Account Management for their government travel division. This role involves providing senior leadership, setting account strategy, and developing client relationships to ensure sustainable growth. The ideal candidate will have substantial experience in travel management, a relevant degree, and excellent communication skills. Competitive remuneration and a hybrid work structure are included.

Qualifications

• 5–10 years’ experience in travel management or related sector.
• Experience in management with exposure to senior stakeholders.
• Deep understanding of the South African public sector environment.

Responsibilities

• Set account management strategy and growth agenda.
• Drive profitability to meet client revenues and margins.
• Streamline payment processes with government clients.

Skills

Relationship building

Sales/account growth

Communication

Education

Relevant degree

Job description

Overview

Head of Account Management – Government Travel

Location: South Africa (Hybrid; national travel as required)

Type: Permanent

Remuneration: Market-related

Grow a trusted brand in a complex sector. Lead key accounts, payments and performance to new heights.

About the Role

As Head of Account Management, you’ll provide senior leadership to a specialist government-focused travel management division. Your mandate: protect and grow revenue, strengthen key client relationships, reduce payment risk, and position the brand for sustainable expansion. You’ll set the account strategy, shape budgets, and coach account teams to deliver measurable value—balancing commercial discipline with service excellence.

You’ll partner closely with the SVP / MD, Finance and functional heads on initiatives that streamline payment processes, minimise bad debt, and improve profitability. You’ll also keep a forward view on policy and legislative shifts, ensuring clients and internal teams are prepared for market changes.

Who the Client Is

A recognised corporate travel management group with a dedicated division serving the public sector. The organisation is known for its governance, stakeholder depth and ability to manage complex payment cycles while delivering safe, compliant and cost-effective travel programmes.

What You’ll Do

• Set the account management strategy and growth agenda for the division; compile sales and revenue budgets and track delivery.
• Drive profitability: ensure client revenues and margins meet expectations; apply the 80/20 focus to protect and grow top accounts.
• Streamline and simplify payment processes with government clients; implement controls that minimise poor payment and bad-debt risk.
• Serve as senior brand ambassador: engage at executive level with strategic clients and partners; represent the division at events and seminars.
• Monitor political, economic and legislative developments; brief clients and internal leaders on likely impacts and mitigation plans.
• Ensure client servicing aligns with the Code of Business Conduct and contractual obligations; review and refine SLAs and presentations.
• Collaborate with Marketing & Communications to sharpen brand positioning and support potential regional expansion opportunities.
• Build strong internal partnerships across Client Services, Finance, Marketing, Yield / Procurement; run effective monthly product and performance forums.
• Lead and develop account teams: coaching, performance management and talent retention; foster a high-standard, client-centric culture.
• Produce accurate, timely reports and insights for the SVP / MD, Finance Director and Group leadership; execute ad-hoc strategic tasks as required.

What You Bring

• Relevant degree (commercial focus advantageous); TMC / GDS qualifications a plus.
• 5–10 years’ experience in travel management or a closely related sector; 5+ years in management with exposure to senior stakeholders.
• Deep understanding of the South African public sector environment, including payment terms and applicable legislation.
• Proven strength in relationship building, sales / account growth, and resolving complex, cross-functional issues.
• Excellent written and verbal communication; confident delivering executive-level presentations and tender inputs.
• High stamina and resilience with flexibility for evening / weekend client engagements and travel as needed.
• Inclusive, collaborative leadership that develops teams and supports diverse perspectives.

What Success Looks Like

• Revenue and margin growth across priority accounts with clear, board-ready reporting.
• Material improvement in collections and days-sales-outstanding; bad debt and write-offs reduced.
• Strong retention of top-tier clients; expanded stakeholder maps with multi-level sponsorship.
• Up-to-date, compliant SLAs and client presentations; positive audit and compliance outcomes.
• A motivated, high-performing account team with clear succession and development plans.
• Proactive market and legislative insights shaping client strategy and risk posture.

Realistic Preview : Rewards & Challenges

This is a hands-on leadership role in a nuanced, payment-complex segment. Expect demanding stakeholders, after-hours functions and intricate governance. The upside is meaningful impact: stronger public-sector partnerships, healthier cash cycles and a visible growth story you’ll help write.

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