Purpose of the Role

The Key Account Manager (KAM) is responsible for unlocking the next phase of growth for the OEM by developing and managing strategic relationships with large national fleet operators. Working in close partnership with the independent dealer network and Regional Sales Managers (RSMs), the KAM drives incremental sales volumes, provides national-level fleet engagement, and ensures a professional and consistent customer experience for large national fleet operators. This position is designed to be symbiotic with the dealer network, enabling dealers to retain sales volumes and margin while expanding 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 (<20 fleet): Dealer managed
    • 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