Sales Account Manager

Role Overview

This role is centered on protecting and expanding revenue from a portfolio of established enterprise clients in Nairobi while uncovering fresh opportunities for growth within those relationships. You will operate as the primary point of contact for key accounts, translating each client's evolving objectives into actionable commercial plans that benefit both sides. On a typical day, you might review account performance data, prepare a renewal proposal, visit a client site to discuss operational challenges, or coordinate with delivery teams to resolve an urgent service issue.

Key Responsibilities

• Own a portfolio of high-priority accounts and build trust through consistent, value-driven engagement with decision-makers.
• Develop annual account plans that map out revenue targets, growth levers, risk factors, and relationship-building activities for each assigned client.
• Proactively identify unmet needs within existing accounts and pitch additional products or services that align with the client's strategic direction.
• Lead commercial discussions, prepare proposals, negotiate terms, and secure contract renewals while protecting margin.
• Coordinate with internal teams—including delivery, finance, and customer support—to ensure commitments are met and issues are resolved quickly.
• Maintain a rolling sales forecast and document pipeline activity in CRM, highlighting risks and opportunities in weekly reviews.
• Conduct structured business reviews with clients to assess performance, gather feedback, and align on upcoming initiatives.
• Stay current on competitor offerings, regulatory shifts, and economic trends affecting your clients' industries, and use that intelligence to refine your approach.

Requirements & Qualifications

• Bachelor's degree in Business, Marketing, Commerce, or a related discipline.
• Minimum of three years in a client-facing sales or account management role, with demonstrable experience managing high-value accounts.
• Evidence of consistently meeting or exceeding sales quotas and revenue growth targets.
• Strong commercial acumen, with proven ability to negotiate contracts, manage pricing discussions, and build compelling business cases.
• Hands-on proficiency with a modern CRM platform such as Salesforce or similar, plus advanced Microsoft Excel and PowerPoint skills.
• Excellent verbal and written communication in both English and Swahili, with the confidence to present to senior stakeholders.
• Analytical mindset capable of interpreting sales data, spotting trends, and generating clear performance reports.
• Genuine understanding of the Kenyan and broader East African market landscape, including local business practices and client expectations.
• Willingness to travel regularly within Nairobi and occasionally to other regions for client meetings.
• Relevant certifications in sales, account management, or strategic selling are an added advantage.