Job Description
About the Role
The Key Account Manager (KAM) is responsible for unlocking the next phase of growth 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.
Key Responsibilities
- 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.
- 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.
- 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.
- 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.
- 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.
- 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 reputation and relationships with national fleet operators.
- Maintain clear client ownership and eliminate duplication of efforts within the network.
Requirements
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.
Qualifications
Bachelor Degree
Salary & Benefits
No information available.
How to Apply
Click the green “Go Apply” button below to apply directly online with the employer.
About Logistics Sales Jobs in Gauteng
Logistics sales positions are a crucial component of various industries across Gauteng, South Africa. Typically, this field is characterized by strong demand for professionals with expertise in supply chain management, procurement, and distribution. Generally speaking, the job market trend in Gauteng shows a steady growth in the number of logistics sales roles available, driven by the country’s ongoing economic expansion and increasing trade volumes.
When it comes to compensation, salaries for logistics sales positions vary widely depending on factors such as experience, company size, and industry sector. Broadly speaking, salaries typically range from R400 000 to R800 000 per annum, although these figures are subject to variation and may be higher or lower in certain circumstances. For instance, professionals with extensive experience or working in larger companies may expect higher salaries, while those starting their careers may earn on the lower end of this range.
Common skills required for logistics sales roles include strong analytical and problem-solving abilities, excellent communication and negotiation skills, knowledge of transportation management systems, and proficiency in Microsoft Office. Additionally, many employers place a high value on professionals with experience working with supply chain software, having strong business development skills, and being familiar with industry-specific regulations and standards.
Logistics sales positions are commonly found across various sectors, including manufacturing, technology, financial services, and e-commerce. These industries often require logistics sales professionals to build relationships with suppliers, negotiate contracts, and ensure efficient delivery of goods.
Career progression for logistics sales professionals is typically straightforward. With experience and additional qualifications, many individuals can move into senior roles, such as operations manager or business development manager, or transition into related fields like procurement or supply chain management. Furthermore, the skills acquired in a logistics sales role are often transferable to other industries, providing opportunities for career diversification and growth.
This information provides general career guidance. Actual salaries and requirements vary by employer.
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