Tsebo Solutions Group is seeking a Chief Key Accounts Director to lead the next phase of profitable growth across its most strategically important clients. Building on the key account platform already established, the successful candidate will deepen executive client relationships, protect existing business and grow future business by driving the increase of Tsebo portfolio services width and penetration into the key accounts and coordinate relevant activities across the Group.
Reporting to the Group CEOs, this is a strategic, hands-on leadership role. The Chief Key Accounts Director will lead and develop a team of Key Account Directors and Executives, while personally leading selected strategic client relationships and material opportunities. The role will work closely with Divisional CEOs, the Group and Divisional sales teams, operations and functional leaders to bring the full capabilities of Tsebo together around the needs and opportunities of our strategic key accounts.
As a leading African Integrated Workplace Management Solutions Provider, Tsebo Solutions Group offers clients reduced costs, risk and complexities together with increased quality, efficiency and productivity. We specialise in Catering, Facilities Management, Cleaning and Hygiene, Pest Control, Protection, Energy, Procurement, Workspace Design, Engineering, Remote Camps, and more. Developing our people – the heart of Tsebo – is the foundation of our purpose. The result is a knowledgeable workforce that is in touch with every nuance of our clients’ needs. DOWNLOAD OUR ONE-PAGER to find out more about who we are in a nutshell.
Duties & Responsibilities
- Develop client-centred, multi-year key-account strategies to increase Tsebo’s width and depth of penetration of the identified key accounts and, where appropriate, create joint value plans with clients.
- Deepen C-suite relationships and build broad stakeholder networks across priority accounts.
- Identify and convert profitable cross-sell, upsell and integrated-service opportunities.
- Personally lead selected strategic client relationships and material opportunities, including senior engagement, major bids, renewals and commercial discussions.
- Mobilise the right Tsebo capabilities around client priorities while remaining actively involved in shaping and progressing the work.
- Protect key-account relationships by identifying service, relationship, commercial and renewal risks early and coordinating decisive intervention.
- Lead, coach and develop the Group Key Accounts Directors to strengthen and deepen key account penetration and management disciplines across Tsebo.
- Work closely with Divisional Sales Directors and their teams to identify, qualify and mature key account opportunities, and drive their progression through to successful conversion.
- Use CRM, account, financial, market and client data, supported by appropriate analytics and digital tools, to improve account planning, opportunity identification and risk management.
Skills and Competencies
- Leading and Deciding
- Formulating Strategies and Concepts
- Delivering Results and Meeting Customer Expectations
- Entrepreneurial and Commercial Thinking
- Persuading and Influencing
- Relating and Networking
- Creating and Innovating
- Analysing and Interpreting
- Planning and Organising
- Working with People
- Adapting and Responding to Change
- Presenting and Communicating Information
Qualifications
- Bachelor’s Degree in Business, Commerce, Marketing, Operations Management, or a related field
- Postgraduate Qualification (Honours, Postgraduate Diploma, or Master’s Degree) in a relevant field
- MBA or equivalent Executive Qualification
- Minimum 15 years’ relevant commercial, key account management and/or business leadership experience.
- At least 10 years’ experience at senior executive leadership level.
What you will bring:
- Demonstrated experience operating at Exco level, including presenting to and influencing executive leadership, contributing to enterprise-level commercial decisions, and engaging directly with C-suite clients.
- Substantial executive leadership experience in a complex business-to-business services environment.
- A strong record of leading major strategic accounts, protecting client relationships and delivering profitable organic growth.
- Credibility with C-suite stakeholders and the ability to build relationships across client organisations.
- Direct experience shaping and converting major opportunities, supporting bids and renewals, and negotiating complex commercial arrangements.
- Strong commercial judgement covering revenue, margins, pricing, contract economics, mobilisation and delivery risk, together with a practical understanding of operational service delivery.
- Direct senior operational leadership experience, or substantial experience working alongside operational teams in a complex service environment, would be highly advantageous.
- The ability to lead across divisions, functions and geographies without relying only on formal authority.
- A practical, hands-on leadership style and willingness to work alongside account, sales and operational teams.
- Experience in facilities management, outsourced services, cleaning, catering, security or a related sector would be advantageous.
