Key Accounts Manager

Location: Midrand Reporting to: Chief Commercial Officer Purpose of the Position The Key Accounts Manager is responsible for managing, maintaining and growing SPEC Africa's strategic client accounts, with specific focus on client relationship management, client retention, opportunity identification, service delivery follow-up and commercial growth. The role requires a professional, client-facing individual who understands the construction, fencing, technology, security, infrastructure, power and electrical project environment, and who can identify opportunities within existing accounts while also supporting new business development initiatives. The Key Accounts Manager plays an important role in strengthening long-term client relationships, improving client satisfaction, identifying repeat business opportunities and ensuring that client requirements are properly communicated and followed through internally. SPEC Africa delivers turnkey services across security, power, electrical and construction, including design, installation, commissioning and maintenance, which means the Key Accounts Manager must be able to understand and promote the full range of company capabilities to existing and prospective clients. Key Responsibilities Key Account Management • Manage and maintain relationships with key clients, existing clients, strategic partners and procurement contacts. • Act as the main point of contact for allocated key accounts. • Develop a clear understanding of each client's business, operational needs, procurement processes, project pipeline and decision-making structure. • Build strong relationships with clients, consultants, procurement teams, project teams, facility managers, professional teams and other stakeholders. • Conduct regular client follow-ups to maintain engagement and identify upcoming opportunities. • Ensure that client queries, requests, complaints and concerns are addressed professionally and timeously. • Identify risks to client relationships and escalated concerns where required. • Maintain a professional and positive image of the company at all times. Client Retention and Growth • Identify opportunities to grow existing accounts through additional services, repeat work, maintenance opportunities, project extensions, new sites or related business opportunities. • Promote the company’s products, services and turnkey capabilities across security, power, electrical and construction. • Identify cross-selling opportunities across the company’s service areas, including fencing, access control, surveillance, monitoring, maintenance, electrical services, power solutions, renewable energy solutions, civil works, modular housing and custom container solutions. • Follow up on completed projects to identify further opportunities. • Track awarded projects and ensure continued engagement with clients after award. • Identify fencing, technology, security, construction, infrastructure, renewable energy and related opportunities within existing and prospective accounts. • Assist in converting client relationships into measurable business opportunities. • Support the company in meeting agreed sales, revenue and growth targets. Business Development Support • Generate new leads through networking, referrals, market research, client engagement and procurement platforms. • Assist with cold calling, client introductions and opportunity development where required. • Build and maintain a database of client contacts, procurement contacts, consultants and prospective customers. • Ensure that the company is listed on relevant client vendor databases, procurement portals and supplier databases. • Identify new product, service and market sector opportunities. • Research client needs, competitor activity and market trends. • Attend client meetings, industry events, site meetings, tender briefings and networking opportunities where required. • Support the Commercial Manager and Chief Commercial Officer with strategic client development, market positioning and account growth initiatives. Tender, Proposal and Quotation Support • Assist with tender quotations, client proposals and commercial submissions where required. • Support the completion and submission of tender documents. • Assist with client surveys, supplier database applications and procurement documentation. • Ensure that tender and quotation deadlines linked to key accounts are monitored and communicated internally. • Coordinate with Commercial, Estimating, Quantity Surveying, Operations, Procurement, Legal, Finance and Administration teams to ensure accurate client submissions. • Follow up on submitted tenders, proposals and quotations. • Record client feedback on tenders, pricing, unsuccessful bids and future opportunities. • Ensure that client-specific requirements, lessons learnt and previous project feedback are considered in future submissions. Client Service and Internal Coordination • Coordinate internally to ensure that client requirements are properly understood and communicated. • Assist in resolving service delivery issues, order execution problems and client complaints. • Follow up with internal departments to ensure that commitments made to clients are actioned. • Ensure that client expectations are managed realistically and professionally. • Support project handovers where client relationship knowledge is required. • Communicate client concerns, commercial risks or potential disputes to the Chief Commercial Officer, Commercial Manager and relevant departments. • Ensure that clients receive consistent, professional and reliable service. • Promote a client-centric approach across internal departments. CRM, Reporting and Administration • Maintain accurate and up-to-date client information on the company’s approved CRM system. • Update Monday.com, the company CRM, tender register, sales pipeline, or any other approved company platform as required. • Keep proper records of client meetings, opportunities, quotations, tenders, follow-ups, complaints and outcomes. • Prepare weekly reports on client activity, opportunities, account growth, risks and sales pipeline. • Track client engagement, tender opportunities, submitted proposals, awarded work and lost opportunities. • Prepare client visit reports and opportunity reports where required. • Maintain accurate customer and prospect databases. Compliance and Quality Management • Ensure company procedures and Quality Management System requirements are followed at all times. • Ensure that client communications, submissions and records are properly filed and controlled. • Comply with internal approval processes before making commitments to clients. • Ensure that pricing, commercial terms and contractual matters are referred to the correct internal departments before confirmation to clients. • Remain aware of relevant client requirements, vendor listing requirements, procurement requirements and compliance obligations. • Support the company’s commitment to safety, quality, compliance, client satisfaction and continuous improvement. SPEC Africa’s company profile places safety, quality and compliance as the foundation of its security, power, electrical and construction operations. Minimum Requirements • Grade 12. • Sales, Marketing, Business Management, Commercial, Construction Management or similar qualification will be advantageous. • Minimum 5 to 10 years’ experience in key account management, business development, sales or client relationship management. • Experience in the construction, steel manufacturing, fencing, security, technology, infrastructure, power, electrical or project environment will be highly advantageous. • Strong understanding of client relationship management and service delivery. • Experience working with tenders, quotations, proposals or procurement processes. • Computer literate, with good Microsoft Office skills. • Experience with CRM systems,