Phole Lincoln Mofokeng
Key Account Manager
Vanderbijlpark,GP
Summary
Dynamic Account Manager offering expertise in building partnerships, retaining key accounts and enhancing profit channels. Strong leader with proficiency in growing professional network, influencing decision-makers and devising successful strategies. Collaborative and strategic team leader with robust background in customer relationship management.
Collaborative Key Account Manager with demonstrated success in relationship building, negotiating and developing new business within targeted and assigned accounts. Strong analytic, quantitative and technical aptitude with great attention to detail. Self-motivated, driven and adaptable with proven track record of exceeding goals.
Overview
27
27
years of professional experience
Work History
Key Accounts Manager
Eskom Rotek Industries
02.2013 - Current
- Accountable for developing, maintaining and growing client relationships by managing and coordinating the sales effort, driving the product grouping business growth/sales Strategy, identifying and responding to client needs and by recognising new business Opportunities.
- Develop and maintain a stakeholder engagement system to capture engagements and actions arising from stakeholder engagement interventions.
- Ensure accurate reporting of engagement interventions as and when required
- Develop and review Stakeholder Engagement policies and procedures
- Evaluate the effectiveness of stakeholder engagement plans and implement corrective action
- Identify, document, monitor and develop appreciate management actions to address all social commitments.
- Provide input into departmental budgets and monitor budget spend in area of responsibility
- Facilitate and foster good stakeholder relationships across business and communities
- Continually improve social performance and community engagement strategies to ensure best practices.
- Identify opportunities to grow market share and to broaden the product and service offering
- Identify specific sales opportunities and provide sales support to commercial/sales staff to meet sales/revenue targets
- Identify opportunities to ensure full capacity utilisation
- Facilitate compilation and implementation of the annual sales/business development plan/pipeline for product group, with specific reference to business acquisition, retention and growth
- Facilitate all inputs into annual sales budget and ensure sign off
- Set up and develop strategic relationship with key stakeholders in Eskom and other areas relevant to the product grouping where these stakeholders can influence business growth in the product grouping
- Maintain these relationships, record and keep up to date all contact data and give input into stakeholder management plan
- Implement stakeholder management plan and processes in product grouping
- Analyse relationships with the client on all levels in the business
National Key Accounts Manager
Afrox (Linde)
10.2011 - 01.2013
- Managing a portfolio of national customers according to the broad principle of key account management
- Develop and implement long-term plans and strategies for selected and prioritised accounts
- Support general capability in the Regional sales force and implement specific derived activities in related sector and in account plans
- Establish and maintain with key stakeholders/decision makers in National & Provincial Governments departments.
- Take full accountability for the achievement of revenues streams, profitability and volume growth and other key performance areas/indicators for accounts in the assigned Portfolio
- Lead a cross-functional team to manage the implementation of account plans.
- Facilitate and support Regional sales with implementing initiatives derived from account plans and ensure that activities, roles and responsibilities and measure for achievement are defined and agreed
- Responsible for effective negotiation, management and administration of contractual obligations, pricing and other administrative requirements of accounts in portfolio.
- Seek opportunities to reduce cost of doing business with customers.
- Develop processes to measure, track, report and communicate account performance in order to ensure focus
- Develop and maintain relationships internally and with current and potential future customers at all levels
Customer Sales Manager
Afrox (Linde)
07.2009 - 09.2011
- Developing and maintaining client relationship
- Maintaining, retaining, managing and growing allocated customer base.
- Growing sales by identifying gaps at allocated major customers
- Growing profits through effectively optimising pricing opportunities and implementing best commercial practices
- Managing of assets on customer premises ensuring the required ROI
- Designing and implementing an account plan, including competitor strategy
- Working closely with Regions, Business Units and Enabling functions to develop customer strategies
- Constructing tender submissions, implementing awards and ensuring price maintenance
Sales Representative
Afrox (Linde)
01.2006 - 06.2009
Sales Manager
Unilever
04.2001 - 12.2005
Sales Representative
SAB
08.2000 - 03.2001
Sales Manager
Simba
06.1999 - 06.2000
Route Salesman
Simba
11.1998 - 05.1999
Education
MMP - Middle Management Programme
Henley Business School
01.2015
MBA - Masters in Business Administration
North West University
01.2007
BA Degree - undefined
Vista University
01.1996
High School - undefined
R.A Kobue High School
01.1991
Skills
Key account management
Client relationship building
Account management
Business development
Lead generation
Account development
Cross-functional collaboration
Account retention
Revenue generation
Data-driven decision making
High-impact proposal presentation
Sales tactics
Client needs assessment
Services optimization
Territory management
Customer rapport
Relationship selling
Sales negotiations
Account performance analysis
Business strategies
Teamwork and collaboration
Account strategy
Decision-making
Problem-solving
Relationship building
Contract negotiation
Customer engagement
Customer satisfaction
References
- Sam Mashao, Technical Manager, (013) 297 9086, 083 655 9134, Eskom Arnot Power Station, Department: Production
- Khomotso Kekana, Middle Manager, (011) 629 5944, 082 426 6656, Eskom Rotek & Industries, Department: Ash & Gypsum
- Karabo, Kgaphola, Manager Coal Supply, (013) 690 0160, 082 517 0742, Eskom Duvha, Department: Coal Management
Timeline
Key Accounts Manager
Eskom Rotek Industries
02.2013 - Current
National Key Accounts Manager
Afrox (Linde)
10.2011 - 01.2013
Customer Sales Manager
Afrox (Linde)
07.2009 - 09.2011
Sales Representative
Afrox (Linde)
01.2006 - 06.2009
Sales Manager
Unilever
04.2001 - 12.2005
Sales Representative
SAB
08.2000 - 03.2001
Sales Manager
Simba
06.1999 - 06.2000
Route Salesman
Simba
11.1998 - 05.1999
MBA - Masters in Business Administration
North West University
BA Degree - undefined
Vista University
High School - undefined
R.A Kobue High School
MMP - Middle Management Programme
Henley Business School