What will you be doing?

Reporting to the National Sales Manager, Institutes – the Key Account Manager will play a key role in driving sales revenues and profitability through managing and growing client relationships across the Education and Agent channels. The Account Manager is accountable for:

• Retaining and securing long term relationships with key clients
• Driving organic sales growth
• Enhancing sales and service effectiveness and efficiencies
• Implementing strategies to increase client profitability
• Cross-selling products and services to increase stickiness of client relationships

Duties and responsibilities

You will be required to manage the relationship/s with accounts and co-ordinate/have oversight into all interactions with key clients including:

Sales and financial performance:

• Responsible for achieving sales KPIs including revenue and profitability targets for health insurance products
• Develop and implement client strategies to drive sales revenue and profitability to achieve set targets
• Management the development and implementation of sales action plans and tactical activities
• Regular analysis and reporting of client sales performance to senior management
• Sales forecasting of revenue performance by client on a weekly, monthly, and annual basis
• Identify new business and revenue opportunities
• Identify new opportunities to increase sales of other AWP products and services via current clients

Strategic partnership and development:

• Identifying and developing relationships with other key stakeholders within our institution and agent clients e.g. University recruitment teams 
• Adherence to all contractual obligations as required within our preferred provider client agreements including reporting obligations and client reviews 
• Lead the preparation of client presentations, tenders, proposals, and reports as required 
• Regular communication with clients and ensure information about relevant product and service updates and new product releases is provided in a timely manner 
• Develop marketing campaigns with clients to provide benefits of AWP products and services and drive adoption and usage 
• Support the development and implementation of client initiatives and events funded by AWP 
• Be the first port of call for client enquiries 

Sales planning & insights:

• Effective and efficient sales planning including the development of sales call cycles to ensure regular visitation and relationship building 
• Develop a channel / industry fact-base understanding market size, opportunity size, key trends, and competitor activity 
• Develop a client fact-base understanding current client size, opportunities and challenges 
• Be an expert on our products, our competition, and the markets in which we compete 
• Attendance at key industry events, especially those events attended by our clients 

The successful candidate will be able to show:

• Marketing, channel or account management experience 
• Previous experience in international education industry highly desirable 
• Previously demonstrated sales and service experience in a B2B and B2B2C environment 
• The ability to work autonomously in implementing and managing channel initiatives and being highly commercial and politically savvy 
• The ability to work with an external distributor and influence change directly where this position has no direct authority or reporting levels
• The ability to manage internal and external stakeholders including Universities and other education institutions, education agents, and migration agents 

Special Requirements: 

• Local, regional, and interstate travel required from time to time 
• Hours of work are generally contained within normal business hours Monday to Friday however there will be at times a requirement to work outside these parameters