Key Account Manager - Automotive

Watershed Consulting; Kempton Park; On-site; ZAR 700 000 - 900 000; Full time

Job summary

An international trucking company is seeking a Key Account Manager to establish and manage strategic relationships with large national fleet operators. You will be responsible for driving sales growth and ensuring a consistent customer experience. Ideal candidates have 5-7 years of B2B sales experience and a strong understanding of the South African commercial vehicle market. The role offers the opportunity to work collaboratively with independent dealers and manage significant client accounts.

Qualifications

• Minimum 5–7 years of B2B sales or key account management experience in commercial vehicles, logistics, or a related sector.
• Proven ability to build and maintain C-suite customer relationships and negotiate large, complex deals.
• Strong understanding of dealer-based distribution networks and South African commercial vehicle market dynamics.

Responsibilities

• Identify, develop, and maintain relationships with fleet operators owning 100+ vehicles.
• Lead national-level sales negotiations and long-term supply agreements.
• Track and report Key Account sales progress and pipeline.

Skills

Strategic and analytical thinking

Excellent communication skills

Negotiation and closing abilities

Proficiency in CRM tools

Education

Relevant tertiary qualification in Sales, Business, or equivalent

Tools

CRM tools

MS Office suite

Job description

Key Account Manager needed in an international trucking company to drive the next phase of growth by establishing and managing strategic relationships with large national fleet operators, thereby ensuring incremental sales and a professional, consistent customer experience. This role works in partnership with the independent dealer network to expand the OEM’s presence in the large fleet market.

Key Responsibilities

1. Strategic Customer Engagement

• Identify, develop, and maintain executive-level relationships with fleet operators owning 100+ vehicles (National Key Accounts).
• Lead national-level sales negotiations and long-term supply agreements.
• Deliver structured account strategies, ensuring seamless coordination of sales, aftersales, and lifecycle support.

2. Account Development & Growth

• Build detailed growth plans for each National Key Account, focused on penetration, retention, and value-added services.
• Drive incremental national Key Account sales to grow the percentage of sales to key fleets in addition to dealer retail sales.
• Develop tailored Total Cost of Ownership (TCO) and lifecycle proposals in collaboration with internal stakeholders.

3. Dealer & Network Collaboration

• Partner with independent dealers and RSMs to ensure Key Account activities complement—not compete with—existing dealer operations.
• Establish joint engagement protocols and smooth handover processes when customers grow beyond dealer-level fleet thresholds.
• Ensure dealers retain invoicing, margin, and operational execution for all Key Account deliveries.

4. Customer Segmentation & Governance

• Maintain and enforce current customer segmentation model (reviewed annually).
• Retail
• Dealer Key Account (20–100 fleet): Dealer + RSM managed.
• National Key Account (>100 fleet): KAM managed in partnership with dealers.
• Oversee and monitor allocation of Key Account targets across the dealer network.

5. Reporting & Performance Management

• Track and report Key Account sales progress, pipeline, and key opportunities.
• Provide regular feedback on competitor activity, market trends, and strategic opportunities.
• Conduct monthly review meetings with RSMs and dealers to evaluate performance and alignment.

Key Deliverables

• Achieve the annual National Key Account target, with fair and transparent allocation to supporting dealers.
• Deliver documented account growth strategies for each National Key Account.
• Strengthen OEM reputation and relationships with national fleet operators.
• Maintain clear client ownership and eliminate duplication of efforts within the network.

Required Qualifications & Experience

• Relevant tertiary qualification in Sales, Business, or equivalent.
• Minimum 5–7 years of B2B sales or key account management experience in commercial vehicles, logistics, or a related sector.
• Proven ability to build and maintain C-suite customer relationships and negotiate large, complex deals.
• Strong understanding of dealer-based distribution networks and South African commercial vehicle market dynamics.

Skills & Competencies

• Strong strategic and analytical thinking. Excellent communication and relationship management skills.
• Negotiation and closing abilities at national level.
• Ability to balance national growth with dealer network collaboration.
• Proficiency in CRM tools, reporting systems, and MS Office suite.