MATSHEPO MOTLAKARO PALANE
Key Account Manager
Johannesburg
Summary
Dynamic and results-oriented commercial professional with 20+ years of experience in the shipping, freight, and transport sector. Proven track record in sales growth, customer relationship management, and strategic commercial development. Highly self-driven and proactive, with a passion for continuous improvement and delivering impactful business outcomes. Known for adding value through operational efficiency, service excellence, and strong stakeholder engagement.
Overview
23
23
years of professional experience
4
4
years of post-secondary education
Work History
Implementation Manager
JAS South Africa
11.2022 - 06.2023
- Strategy calls with Business Development managers to define targets and requirements of RFQ’s
- Global and regional RFQ analysis
- Contact in South Africa for information gathering re rates negotiations, operations, and accounts
- Formulation and implementation of internal processes for operations and sales departments
- Implementation of regional customer onboarding/ implementation process between sales and Operations
- Reporting to EMEA Tender Management & Business Implementation Director (France)
- Member of the STEERCO committee
- Led cross-functional teams to streamline project implementation, resulting in improved efficiency and client satisfaction.
- Developed and executed comprehensive project plans, ensuring alignment with strategic objectives and timely delivery.
- Mentored junior staff on best practices for implementation processes, fostering a culture of continuous improvement and collaboration.
- Analyzed project outcomes to identify areas for process enhancement, significantly reducing delays in implementation timelines.
Key Account Manager
JAS Forwarding
11.2021 - 06.2023
- Retention of business for the company (Global and regional accounts) on a strategic level
- Certified Pharma & Healthcare Catalyst
- Identifying business opportunities in the market and securing new business for the company to ensure company growth.
- Reporting on BUT (Business Under Threat) and mitigation measures
- Applications of credit for potential clients
- Assist and collaborate with the operations team in order to execute their duties efficiently
- Provide shipment cost estimates and negotiate on suitable rates for clients.
- Compile Standard Operating Procedures and Service Level Agreements for existing and new clients
- Monthly client visits in accordance with KPI requirements
- Keep up to date with market trends and provide cost effective shipping solutions where necessary.
- Assessing monthly profit and GP reports and presenting
- Monthly or Quarterly Business Review with clients to manage and monitor their trading trends and assessing logistics costs.
- Facilitator for client training workshops for all branches (Johannesburg, Durban, PE and Cape Town)
- Report sales and servicing activities to National Key Account Manager & Sales Director
Key Account Manager
Rohlig - Grindrod
Johannesburg
07.2023 - Current
- Cultivated strong relationships with key clients, ensuring alignment with their strategic goals and enhancing overall satisfaction.
- Led cross-functional teams to develop tailored solutions, improving service delivery and fostering long-term partnerships.
- Analyzed market trends and customer feedback to identify growth opportunities, contributing to increased client retention.
- Developed and implemented key account strategies, driving revenue growth and enhancing competitive positioning in the market.
- Grew book of business and reached set target and stretch target for 2 consecutive years.
- Managed the consultant's book of business from hunting, negotiations and onboarding of business.
- Facilitated customer training and workshops
- Expanded key account base by identifying and cultivating new business opportunities.
- Supported sales and reporting for large and medium-sized accounts.
- Mentored junior members of the team in key account management best practices, fostering a culture of continuous learning and professional growth within the organization.
- Leveraged CRM tools to track account interactions and sales progress, ensuring accurate forecasting and reporting.
- Collaborated with product development teams to tailor offerings to key account needs, enhancing product relevance and appeal.
- Drove revenue growth by negotiating favorable contract terms with major accounts.
Key Account Manager
Toll Global Forwarding
02.2017 - 10.2021
- Retention of business for the company
- Ensure that company policies and procedures regarding call rates, problem reporting, visit reports, credit applications, client file and post sales activity is adhered to.
- Identifying business opportunities in the market and securing new business for the company to ensure company growth.
- Applications of credit for potential clients
- Assist and collaborate with the operations team in order to execute their duties efficiently
- Provide shipment cost estimates and negotiate on suitable rates for clients.
- Putting together Standard Operating Procedures and Service Level Agreements for existing and new clients
- Preparation & consolidations of tenders
- Visit existing clients and personally ensure that any matters requiring attention are properly and timeously dealt with.
- Keep up to date with market trends and provide cost effective shipping solutions where necessary.
- Identify training needs and request suitable training for staff and clients
- Assessing monthly profit and GP reports and presenting Quarterly Business Review with clients to manage and monitor their trading trends
- Report sales and servicing activities to Managing Director
- Achievements
- Retention of 80% of the business since employment
- Proposing and implementing a successful Client workshop for all new and existing clients at all regions
- Regained lost business
- Implementation of a strategy plan for Key Account Executives to manage out Top 10 Strategic accounts for 2020/2021
Sales Executive
Bidvest SACD
04.2014 - 09.2016
- New business development
- Revenue growth through prospecting, qualifying and closing of deals
- Negotiate and approve rates with prospect and existing clients
- Compiling and maintain a customer database that documents appropriate customer information and contacts
- Generate and follow-up on qualified leads in line with SACD service requirements
- Client Relationship Management
- Analyse clients’ needs, propose and advise on effective logistics solutions
- Conduct site visits for customers at SACD’s depot facilities
- Preparations of bidding tenders, sales & marketing reports and presentations
- Member of the Management Committee (MANCO)
Assistant Sales Manager
Evergreen Shipping SA
01.2012 - 03.2014
- Securing of new business and closing deals
- Meet set targets/ Increase revenue
- Negotiations of rates between clients and principals until a compromise is reached
- Market research and analysis of data in order to compile market reports for
- Principals overseas (Taipei & Hong Kong).
- Led the development and execution of sales strategies, resulting in enhanced revenue growth and market penetration.
- Mentored and trained sales staff on best practices, improving team productivity and customer engagement.
- Analyzed market trends and competitor activities to inform strategic decision-making and optimize sales performance.
- Collaborated with cross-functional teams to create marketing campaigns that increased brand visibility and customer acquisition.
Assistant Finance Manager
Evergreen Shipping SA
04.2009 - 12.2011
- Overseeing and monitoring of all accounts receivables (Creditors)
- Reconciliation of all creditors accounts
- Capture and remit commission to principals on a monthly basis
- Manage and reconcile petty cash on a daily basis
- Cash flow analysis and forecasting weekly
- Preparation and submission of cash report daily
- Tracking of outstanding invoices for freight and sundry accounts
- Draft departmental budget on a quarterly basis
- Declaration of VAT every month
Quality Control Manager
Green Africa Shipping
12.2005 - 03.2009
- Responsible for the overall quality improvements within the organization
- Manage and control the Quality Management Department for all branches
- Develop and maintain a charter for the quality control function reflecting the office’s responsibility, authority, and reporting procedures
- Daily auditing of the freight department (Imports & Exports)
- Monthly audits on the Finance department
- Implementation of a Quality Management System (ISO 9001)
- Training and presenting to staff and management
- Develop and maintain SOP’s and policies and ensuring that they are adhered to
- Development of internal controls for the company
- (Organization bought over by Evergreen Shipping in 2009)
Learnership
Rohlig-Grindrod
05.2004 - 11.2005
- Plan the freight movement of imported cargo
- Administration of shipment files from beginning to end
- Cost freight movement and prepare service estimates
- Coordinate freight movement and customs clearance of import cargo
- Arrange insurance cover and process debtors invoices
Buyer – (Internship)
University of Johannesburg – Procurement Services
02.2003 - 04.2004
- Receiving and processing of departmental requisitions (RFQ)
- Sourcing and negotiating of rates with suitable suppliers
- Purchasing of stationery, building tools, computer consumables and pharmaceuticals
- Placing of orders and issuing order numbers
- Expediting of orders
- Liaising with the finance department for payment of goods
- Compiling of outstanding purchasing and expediting reports on a weekly basis
- Ensuring that service level agreements between procurement services and suppliers are met
Education
MBA - Business Administration
Henley Business School
Johannesburg 08.2021 - 04.2025
Post-Graduate Diploma - Business Administration
Milpark Business School
01.2015
B-Tech Degree - Logistics
University of Johannesburg
01.2009
National Certificate - Freight Forwarding & Clearing (NQF3)
Global Trade Training
01.2005
National Diploma - Logistics
Wits Technikon
01.2003
Matric - undefined
Queens High School
01.2000
Skills
Key account management
undefinedInterests
Travelling - I enjoy meeting people of different backgrounds and experiencing their cultures I have travelled Europe, Asia and Middle East and would love to explore more of Africa
Running - I enjoy participating in marathons and have managed to bag myself some few medals I believe that a healthy mind breeds a healthy life
Community Involvement Coordinated a feeding initiative during the COVID-19 pandemic, distributing food parcels to underprivileged communities in Gauteng Regularly donate food and clothing to a local orphanage Provide school shoes annually to learners at my former primary school
Personal Information
- Date of Birth: 02 July 1982
- Nationality: South African
Timeline
Key Account Manager
Rohlig - Grindrod
07.2023 - Current
Implementation Manager
JAS South Africa
11.2022 - 06.2023
Key Account Manager
JAS Forwarding
11.2021 - 06.2023
MBA - Business Administration
Henley Business School
08.2021 - 04.2025
Key Account Manager
Toll Global Forwarding
02.2017 - 10.2021
Sales Executive
Bidvest SACD
04.2014 - 09.2016
Assistant Sales Manager
Evergreen Shipping SA
01.2012 - 03.2014
Assistant Finance Manager
Evergreen Shipping SA
04.2009 - 12.2011
Quality Control Manager
Green Africa Shipping
12.2005 - 03.2009
Learnership
Rohlig-Grindrod
05.2004 - 11.2005
Buyer – (Internship)
University of Johannesburg – Procurement Services
02.2003 - 04.2004
Post-Graduate Diploma - Business Administration
Milpark Business School
B-Tech Degree - Logistics
University of Johannesburg
National Certificate - Freight Forwarding & Clearing (NQF3)
Global Trade Training
National Diploma - Logistics
Wits Technikon
Matric - undefined
Queens High School