AlamatInstitutional Key Account Manager (IKAM)
Indonesia
Job Description
Institutional Key Account Manager (IKAM) - Jakarta
ROLE PURPOSE
ROLE PURPOSE:
Institutional Key Account Manager is ultimately a business strategy that represents an organizational shift rather than a fundraising tactic for short-term gain. Whereas traditional fundraising or account management treats every donors/client’s relationship approximately the same, Key Account management reorganizes the business’s teams and culture to develop different approaches to their biggest donors/clients across the organization. Therefore, KAMs have a greater responsibility to manage both the donors/clients and the donors/clients’ interactions with other employees and departments to ensure a greater lifetime value for their donors/clients.
The Key Account Manager is responsible for handling the most important donor/client accounts within Save the Children (STC). These accounts make up the highest percentage of the organization revenue, and the Key Account Manager must build and maintain a strong relationship with the donor/client within the specific key countries and/or geographies by working collaboratively with STC member country(s). They will be the lead point of contact for all key donor/client matters, anticipate the donor/client’s needs, work within the organization to ensure deadlines for the donor/client are met, and support the STC member country relations to be successful in managing a long-lasting relation with the donor/client. The Key Account Manager will also bring in new business from existing donor/clients or contacts and will develop new relationships with potential clients.
Key Account Managers are generally trained in business administration and management. Ideally, they come from a strong sales background and possess strong analytical skills, as well as a strategic mindset. Software and foreign language skills are a big advantage to work across STC global movement.
In order to be able to empathize with donors/clients and create trust and proximity, the Key Account Manager must be a people person and have excellent communication skills. Because they work closely with donors/clients and thus have a great influence on channelling donors/clients program support/funding toward specific program that deliver the most significant impact for children, families and their communities; and, they must have a high degree of self-organization and reliability.
KAM essential functions: a) Strengthen relations and institutional donor compliance and co-create opportunities
b) Deep dive with members to cultivate ODA funding opportunities
c) Build and develop relationship with multilateral agencies
d) Develop “Team Approach” w/i Members to identify (ID) corp. and agreed for cultivation (CU) and solicitation (SO)
e) Develop relations with targeted foundations and co-create opportunities
f) Support on Award Management
In the event of a major humanitarian emergency, the role holder will be expected to work outside the normal role profile and be able to vary working hours accordingly.
SCOPE OF ROLE:
Reports to: Chief of Business Development
Staff reporting to this post: NBD Officer
KEY AREAS OF ACCOUNTABILITY:
- Developing a solid and trusting relationship between major key donors/clients and STC
- Resolving Institutional Key donors/clients’ issues and complaints
- Developing a complete understanding of Key Account needs and establishing a timeline of performance, which include stewarding the donors/clients and to anticipate Key Account changes and required improvements
- Managing communications between key donors/clients, SC Members, and internal teams
- Strategic planning to improve donors/clients and SC Members results
- Negotiating contracts with the donors/clients and/or through respective SC Members
- Collaborating and working across department to establish effective project management and communication to donors/clients and SC Members to ensure the highest quality of materials are being produced and all donors/clients’ needs are met as well as to maximize revenue by up-selling or cross-selling
- Support the planning and presenting reports on account progress, goals, and quarterly initiatives to share with team members, stakeholders, and possible use in future case studies
- Analyzing client data to provide customer relationship management
- Expanding relationships with SC Members, identify and cultivate new donors/clients to bringing in new revenue
QUALIFICATIONS & EXPERIENCE AND SKILLS
- Professional qualification in Business, International Development, Finance/Accounting or similar
- Able to multitask, prioritize, and manage time efficiently
- Goal-oriented, organized team player
- Encouraging to team and staff; able to mentor and leadeCVJlus BlOQwg
- Self-motivated and self-directed
- Excellent interpersonal relationship skills
- In-depth understanding of SC IDN’s key donors/clients and their position in the industry
- Eager to expand the company with new sales, clients, and territories
- Able to analyze data and sales statistics and translate results into better solutions
- Bachelor’s degree in marketing, business administration, sales, or relevant field; Master’s degree preferred
- Five to seven years’ previous work experience in fundraising, sales, management, Key Account management, or relevant experience in the development and/or humanitarian sector
- Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person
- Basic computer skills, and experience with CRM software and the Microsoft Office Suite, with emphasis on superior Excel skills.
- Strong negotiation skills, with ability follow-through on client contracts
- Ability to multitask and manage more than one client account
- Proven results of delivering client solutions and meeting sales goals
Job Info
- Job Identification 4541
- Job Category Funding
- Posting Date 12/11/2023, 04:24 AM
- Job Schedule Full time
- Locations CO - Jakarta Indonesia Main Office
