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
Business development
Client retention strategies
RFQ analysis
Strategic planning
Cross-functional collaboration
Training facilitation
Market research
Service level agreements
Client communication
Sales forecasting
Data analysis
Tender preparation
Customer onboarding
Operational efficiency
Profit margin assessment
Client relationship building
Account retention
Revenue generation
CRM software proficiency
Sales tactics
Client needs assessment
Account strategy
Project implementation
Process optimization
Interests
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