Key Account Manager

Kelly Sinclair Recruitment; Gauteng; On-site; ZAR 600,000 - 1,000,000; Full time

Job summary

RecruitPartners is recruiting a Key Account Manager for Johannesburg. You will build and grow client relationships, expand revenue across fleets and products, and drive renewals and strategic opportunities.

You’ll lead discovery through negotiations, collaborating with Client Success, Product, and Finance to tailor solutions and maximize account value. Travel to client sites across SA is required.

Qualifications

• Minimum 5 years in Key Account Management or enterprise sales.
• Proven track record of upselling, cross-selling and growing revenue.
• Experience managing large, complex accounts with multiple stakeholders.
• Strong commercial acumen for negotiating long-term opportunities.
• Experience in telematics, fleet management, SaaS or tech is advantageous.

Responsibilities

• Grow existing accounts by expanding into new fleet categories and products.
• Upsell and cross-sell additional solutions to current clients.
• Own the sales cycle from discovery to closing the deal.
• Develop account strategies to increase average revenue per client.
• Support renewals, extensions and quotations in key accounts.
• Build trusted relationships with senior decision-makers.
• Identify opportunities with Client Success teams and convert insights.
• Track revenue, manage pipelines, forecast opportunities and report.

Skills

Relationship building

Sales & negotiation

CRM & pipeline management

Strategic account planning

Analytical thinking

Education

Bachelor's degree in Business/Commerce/Marketing

Tools

CRM software

Job description

Key Account Manager | Johannesburg

Are you a relationship-builder with a commercial streak and a knack for spotting opportunities where others see business as usual? Do you enjoy growing existing relationships while having the confidence and drive to turn a good client relationship into an even better business opportunity? Our client is looking for a Key Account Manager who knows that maintaining relationships is great, but growing them is even better! This is a farming role with a hunter's edge, focused on unlocking new revenue, expanding existing accounts and making sure clients get the most value from the solutions on offer.

Key Responsibilities:

• Grow Existing Accounts: Identify and secure new revenue opportunities within existing client portfolios by expanding into new fleet categories, business divisions and product offerings.

• Upselling & Cross-Selling: Introduce additional solutions, including Environmental Monitoring and Fatigue Management, to existing clients. After all, there's always room to grow!

• Own the Sales Cycle: Take opportunities from initial discovery and proposal development through to negotiations and closing the deal.

• Drive Account Growth: Develop and implement account strategies that increase average revenue per client and overall portfolio performance.

• Secure Commercial Opportunities: Support the conversion of large renewals, contract extensions and outstanding quotations in key accounts, working alongside Client Success Managers.

• Build Strong Relationships: Develop trusted relationships with senior decision-makers, including C-suite executives, procurement, fleet and operations leaders.

• Identify Opportunities: Work closely with Client Success teams to uncover customer needs, identify solution gaps and turn those insights into commercial opportunities.

• Monitor Performance: Track revenue growth, manage sales pipelines, forecast opportunities and provide regular reporting to commercial leadership.

• Collaborate Across Teams: Partner with Client Success, Product, Operations, Finance and Legal to develop tailored solutions and secure commercially sound agreements.

• Stay Ahead of the Game: Keep an eye on industry trends, competitor activity and customer needs to identify opportunities before someone else does.

Key Requirements:

• Matric is essential; a Bachelor's degree in Business, Commerce, Marketing or a related field would be advantageous.

• Minimum 5 years' experience in Key Account Management, enterprise sales or a senior commercial role.

• A proven track record of upselling, cross-selling and growing revenue within existing B2B customer accounts.

• Experience managing large, complex accounts with multiple stakeholders and business divisions.

• Strong commercial acumen, with the ability to negotiate contracts and secure long-term business opportunities.

• Experience in telematics, fleet management, SaaS or technology solutions would be highly advantageous.

• Excellent relationship-building, communication, presentation and negotiation skills.

• Strong analytical abilities, with the confidence to interpret account data and turn insights into commercial action.

• A strategic, target-driven mindset with disciplined pipeline management, CRM usage and revenue forecasting.

• A collaborative approach and the ability to work effectively across multiple internal teams.

• A valid Code B driver's licence and willingness to travel to client sites across South Africa.

This is not your traditional Key Account Manager role where keeping clients happy is the only item on the agenda. Our client is looking for someone who can build on existing relationships, think commercially and turn untapped potential into real revenue growth. If you are a natural relationship-builder with a hunter's instinct, a strategic mindset and the drive to make every account count, it is time to get growing!