Regional Key Account Manager - Automotive

Dp World; Gauteng; Hybrid; ZAR 600,000 - 1,000,000; Full time

Benefits offered by this job

Flexible hybrid work model

Professional development opportunities

Industry-leading tools and resources

Competitive incentives

Job summary

LexisNexis Legal & Professional in Johannesburg (Hybrid) seeks a Key Account Manager to grow revenue with higher education clients. You will manage strategic accounts, expand by upselling value-added solutions, and serve as the trusted advisor to faculty, librarians, authors, and procurement teams.

AI fluency enhances engagement and outcomes. The role blends new business development with strategic account management, requiring strong negotiation, planning, and collaboration across Marketing,

Qualifications

• Proven experience in sales, business development, account management, or customer success.
• Strong understanding of the academic and higher-education market.
• Ability to manage strategic accounts while developing new business.
• Experience with CRM and digital sales tools; AI fluency is essential

Responsibilities

• Develop and maintain strong, long‑term relationships with key clients.
• Understand client objectives and provide strategic recommendations.
• Identify opportunities for upselling and cross‑selling company products and services.
• Serve as the primary contact for assigned key accounts and drive growth.
• Develop and execute account plans to enhance retention and revenue.
• Monitor satisfaction and address issues to maintain partnerships.
• Collaborate with internal teams to ensure service delivery and support.

Skills

Key account management

Relationship management

Sales & business development

Negotiation

Strategic thinking

Education

Bachelor's degree in Business/Marketing

Additional sales qualifications (adv.)

Tools

CRM software

Data-driven selling tools

Job description

About the Role

Johannesburg

Full time

R

The Key Account Manager drives sustainable revenue growth, market penetration, and strategic partnerships within higher education. This hybrid role combines new business development with strategic account management, focusing on retaining and expanding existing accounts while securing new opportunities. You'll serve as a trusted advisor to academic institutions, faculty, librarians, authors, and decision-makers, driving product adoption, customer satisfaction, and digital transformation. AI fluency is essential to enhance sales effectiveness, customer engagement, and business outcomes.

Market Analysis & Strategic Planning

• Conduct market research to identify customer needs, competitor activity, emerging trends, and growth opportunities.
• Develop and maintain annual territory and account plans covering revenue objectives, account priorities, stakeholder strategies, and growth opportunities.
• Use market intelligence and AI‑driven insights to improve territory planning, account prioritisation, and product positioning.

Strategic Account Management

• Manage a portfolio of academic accounts to support customer retention, satisfaction, and sustainable revenue growth.
• Expand accounts through greater adoption of existing products and introduction of value‑added solutions.
• Deliver successful renewals for allocated customer agreements and contracts.
• Identify and mitigate retention risks while strengthening long‑term customer partnerships.

Product Adoption & Stakeholder Engagement

• Retain, grow, and secure product adoptions across academic institutions.
• Build trusted relationships with faculty, librarians, procurement teams, department heads, authors, and key decision‑makers.
• Maintain regular virtual and in‑person customer engagement, providing responsive, high‑quality service.
• Promote customer success, product utilisation, and long‑term account advocacy.

Business Development & Revenue Growth

• Identify, qualify, and pursue new opportunities within existing and prospective accounts.
• Build pipeline through proactive prospecting, networking, and stakeholder engagement.
• Deliver tailored product demonstrations, presentations, and proposals.
• Negotiate and close new contracts, renewals, and commercial agreements.
• Achieve assigned new‑business, retention, and revenue‑growth targets.

AI Enablement & Digital Fluency

• Use AI‑powered tools to enhance customer engagement, sales planning, forecasting, pipeline management, and productivity.
• Identify opportunities for AI‑enabled solutions that support digital transformation in academic institutions.
• Stay current with emerging AI trends in education, research, and academic publishing.

Collaboration & Performance Reporting

• Partner with Marketing, Product, Customer Success, Editorial, and Support teams to deliver tailored customer solutions.
• Share customer and market insights that inform product development and innovation.
• Maintain accurate CRM records and monitor account health, product adoption, pipeline, and renewal performance.
• Provide regular sales forecasts, performance updates, and strategic recommendations.

Qualifications & Experience

• Bachelor's degree in Business, Marketing, Education, or a related field.
• Proven experience in sales, business development, account management, or customer success, preferably in education, publishing, information services, or technology.
• Strong understanding of the academic and higher‑education market.
• Demonstrated ability to manage strategic accounts while developing and securing new business.
• Experience using CRM platforms and digital sales tools.

Qualifications

• Higher Certificate or similar relevant tertiary qualification (NQF5)
• Diploma or relevant qualification (NQF6) advantageous
• Matric essential
• Additional sales or business development qualifications beneficial

Requirements

• Minimum 3 years' sales account management experience
• Strong understanding of client and market dynamics
• Proven experience managing key accounts and strategic customer relationships
• Extensive knowledge of sales principles and processes
• Ability to negotiate pricing and commercial agreements
• Intermediate proficiency in Microsoft Excel, Word and PowerPoint
• Valid unendorsed Code 8 driver's licence
• Strong communication, presentation and relationship management skills

KPA's

• Achieve revenue growth and sales targets across assigned key accounts
• Develop and maintain strategic relationships with decision‑makers within customer accounts
• Identify new business opportunities and drive growth within existing client portfolios
• Create and manage account plans to support customer objectives and business goals
• Conduct monthly and quarterly business reviews with customers
• Ensure customer retention and high levels of customer satisfaction
• Prepare and deliver compelling client proposals, presentations and RFP responses
• Manage pricing negotiations to maximise profitability
• Maintain an accurate sales pipeline and provide regular reporting on account activity
• Resolve client concerns and provide value‑added solutions to strengthen partnerships

Competencies

• Strong client relationship management skills
• Excellent negotiation and influencing abilities
• Business and financial acumen
• Results driven and target orientated
• Strong planning, organisational and reporting skills
• Ability to work under pressure in a fast‑paced environment
• Excellent problem‑solving and conflict management skills
• New business development capability

About Our Team

LexisNexis Legal & Professional serves customers in more than 150 countries and employs 11,800 people worldwide. As part of RELX, we use AI and advanced technologies to improve productivity and transform the business and practice of law. Our teams develop, test, and validate solutions in line with RELX Responsible AI Principles.

About the Business

LexisNexis Legal & Professional provides legal, regulatory, and business information and analytics that help customers increase productivity, improve decision‑making, achieve better outcomes, and advance the rule of law around the world.

Work in a Way That Works for You

We support a healthy work‑life balance through wellbeing initiatives, shared parental leave, study assistance, and sabbaticals. This hybrid role offers flexible working hours to help you work when you are most productive.

Working for You

Benefits in South Africa include Medical Aid, a Retirement Plan with risk benefits covering disability, critical illness, life and funeral cover, modern family benefits including adoption and surrogacy, and study leave.

Benefits

• Competitive salary with performance‑based incentives and bonuses.
• Comprehensive medical aid and retirement fund contributions.
• Opportunities for professional development and career progression.
• A dynamic work environment within a leading industry player.
• Potential for flexible working arrangements within the hybrid model.
• Access to industry‑leading tools and resources.

Equal Opportunity

We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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EEO Know Your Rights.

Our Purpose

RELX is a global provider of information‑based analytics and decision tools for professional and business customers, enabling them to make better decisions, get better results and be more productive. Our purpose is to benefit society by developing products that help researchers advance scientific knowledge; doctors and nurses improve the lives of patients; lawyers promote the rule of law and achieve justice and fair results for their clients; businesses and governments prevent fraud; consumers access financial services and get fair prices on insurance; and customers learn about markets and complete transactions. Our purpose guides our actions beyond the products that we develop. It defines us as a company. Every day across RELX our employees are inspired to undertake initiatives that make unique contributions to society and the communities in which we operate.

About the Role

This role is based in Sandton, Gauteng, and operates on a hybrid model, requiring a strategic blend of in‑office collaboration and remote client engagement. You will be responsible for understanding client needs, ensuring satisfaction, and identifying opportunities for upselling and cross‑selling our client's services. The ideal candidate will possess exceptional relationship‑building skills, strong analytical abilities, and a proven track record in account management. You should be adept at navigating complex client organizations and delivering tailored solutions that drive mutual success. We offer a supportive environment where you can leverage your expertise to nurture long‑term partnerships and contribute directly to the company's growth, benefiting from the flexibility and structure of a hybrid work setup.

Key Responsibilities

• Develop and maintain strong, long‑term relationships with key clients.
• Understand client business objectives and provide strategic recommendations.
• Identify opportunities for upselling and cross‑selling company products and services.
• Serve as the primary point of contact for assigned key accounts.
• Develop and execute account management plans to drive client growth and retention.
• Monitor client satisfaction and proactively address any issues or concerns.
• Collaborate with internal teams to ensure seamless service delivery and support.
• Track account performance and provide regular reports to management.
• Stay informed about industry trends and competitive landscape.

Requirements

• Proven experience in key account management or a similar client‑facing sales role.
• Demonstrated success in managing and growing high‑value client accounts.
• Excellent communication, negotiation and interpersonal skills.
• Strong analytical and problem‑solving abilities.
• Ability to work effectively in a hybrid environment, requiring both remote and in‑office presence in Sandton, Gauteng.
• Proficiency in CRM software and account management tools.
• Bachelor's degree in Business, Marketing, or a related field.
• A proactive, client‑centric approach.
• Ability to understand and articulate complex service offerings.

Benefits

• Competitive salary with performance‑based incentives and bonuses.
• Comprehensive medical aid and retirement fund contributions.
• Opportunities for professional development and career progression.
• A dynamic work environment within a leading industry player.
• Potential for flexible working arrangements within the hybrid model.
• Access to industry‑leading tools and resources.