About the position
Purpose:
The Key Account Manager (KAM) for Telecommunications is responsible for managing and growing relationships with key clients in the telecommunications tower industry. This role involves strategic planning, sales, project management, and customer support to ensure client satisfaction and achieve business objectives across all regions. Liaise with the line manager and other executives to identify new markets and customers.
Communicate with the engineering department regarding design requirements with special attention to new development projects. Investigate and resolve any customer queries promptly. The incumbent needs to have in- depth knowledge of the products and services that the company provides and stay informed about industry trends, market conditions, and the competitors. Collaborating with internal teams is crucial to provide valuable insights from the field to improve products, enhance marketing strategies and address customer concerns. The candidate needs to have extensive knowledge of sales strategies and customer relationships with a minimum experience of 5 years of working in the same environment.
Primary Responsibilities:
- Own and grow strategic relationships with TowerCos and telecom contractors across assigned regions/accounts.
- Develop annual account plans (revenue targets, opportunity maps, relationship plans) and execute against them.
- Lead pursuit of frame agreements/MSAs, including RFI/RFQ/RFP coordination, bid strategy, and compliance with technical, commercial, and EHS requirements.
- Translate customer technical needs (mast/tower types, loading, heights, foundations, coatings, accessories) into clear internal scopes with Engineering and Pre Sales.
- Build and manage a qualified opportunity pipeline; drive quote-to-order conversion and on-time PO closure.
- Negotiate pricing, payment terms, delivery schedules, Incoterms, warranties, and variation/change orders within delegated authority.
- Forecast bookings, revenue, and margin; maintain Quoting Tool hygiene (stages, probabilities, close dates) and deliver accurate monthly/quarterly outlooks.
- Coordinate order handover to Project Management, Production, and Service Delivery Managers to ensure on-time fabrication, galvanizing/paint, packaging, and site delivery.
- Monitor project execution milestones and contract compliance (drawings, material release, FAT, dispatch, erection start/finish) and proactively remove roadblocks in consultation with Operational Management.
- Drive OTIF (on-time, in-full) performance and NCR/defect resolution with Quality and Operations; drive customer corrective-action follow-ups.
- Manage account-level risk: credit exposure and payment terms in collaboration with Finance.
- Lead quarterly business reviews (QBRs) with key accounts covering performance, open issues, cost-down ideas, and roadmap opportunities.
- Map decision makers and influencers and deepen multi-level relationships.
- Identify and convert cross-sell/upsell opportunities (foundations, monopoles, lattice towers, rooftop structures, upgrades, accessories, maintenance/retrofit, turnkey erection).
- Track market intelligence: rollout plans, spectrum developments, 5G/RAN sharing, rural coverage programs, competitor activity, steel price trends, and logistics constraints.
- Coordinate site visits, FATs, and audits; host customers at the factory and at live sites to showcase capability and progress.
- Maintain clean documentation: bids, clarifications, transmittals, order entries, change logs, and customer communications.
- Resolve disputes professionally; lead win-win outcomes while protecting margin and relationships.
- Represent the company at industry events and standards forums; promote brand and thought leadership.
- Ensure ethical sales conduct and compliance with anti-bribery, export controls, and customer-specific vendor policies.
- Coach internal teams on customer expectations and tower market nuances; mentor junior sales staff where applicable.
Required Qualifications and Experience:
- Tech. Eng. Degree or BSc Eng. Degree in Mechanical- or Civil (structural) Engineering would be advantageous. Minimum 5 years' experience in technical sales.
- Familiarity with the industry in which the company operates is beneficial. Knowledge of the market trends, and the specific challenges and opportunities in the industry can give a Sales Representative a competitive edge.
- Strong verbal and written communication skills are essential. Need to effectively convey information about products and services and engage in clear and persuasive communication with clients.
- The ability to build and maintain relationships with customers is crucial. Should be personable, empathetic, and skilled in understanding customer needs.
- Effective negotiation skills are important for successful deal closures. Should be able to navigate and address customer concerns while maintaining a win-win situation for both the customer and the company.
- A track record of meeting sales targets would be advantageous.
- The ability to adapt to changing market conditions, customer needs, and product updates is valuable. Sales representatives should be flexible and open to learning.
- Be professional all the time and be able to work in a team and independently.
- Effective time management skills are crucial to prioritize tasks and meet deadlines.
- Should operate with integrity, honesty, accuracy and in compliance with company policies and legal standards.
- Must be familiar with all Microsoft and Google programs for effective quoting, reporting, and compiling tender requirements.
Competencies to be demonstrated on the Job:
- Excellent communication skills (both written and verbal)
- Build and maintain positive relationships with customers and colleagues.
- Effectively negotiate prices, terms, and conditions.
- Must have extensive knowledge on the Company's product and services.
- Adapt to changes in the market conditions and customer needs.
- Prioritize tasks effectively to meet deadlines.
- Analyze customer needs and provide tailored solutions.
- Conduct business with honesty and integrity
- Stay motivated in the face of challenges.
***Salary - R700,000.00 - R900,000.00 per annuum + on target variable commission(Negotiable, based on skills, experience and in relation to current package)
Desired Skills:
About The Employer:
The Company:
A leading manufacturer and supplier, providing durable solutions for industrial, commercial, and infrastructure applications. The industry of manufacturing requires employees to be attentive to detail and involves dealing with constraints which are often outside of your control, for example resources or time constraints. Every employee is a key role player and responsible for his/her own contribution.
