About the Role

The Key Accounts Specialist is responsible for driving revenue growth and strengthening strategic relationships within assigned B2B key accounts. The role focuses on consultative selling, opportunity development, contract negotiation, and pre-tender engagement within a structured sales environment.

You will support a sales lead and manage a defined portfolio of strategic clients, including financial institutions (BFIs), INGOs, and other enterprise accounts, with a strong focus on revenue delivery, account growth, and long-term relationship development.

Key Responsibilities

1. Key Account Management & Revenue Growth

• Drive direct and indirect sales performance across assigned key accounts
• Achieve monthly, quarterly, and annual revenue targets
• Identify, develop, and close new business opportunities within strategic accounts
• Increase share of wallet through structured account penetration strategies
• Develop and execute account growth plans for assigned clients
• Expand revenue through upselling and cross-selling within existing accounts

2. Sales Execution & Opportunity Development

• Prospect and qualify new opportunities within assigned B2B portfolio
• Lead client meetings, product presentations, and solution demonstrations (virtual and in-person)
• Manage the full sales cycle from opportunity identification to deal closure
• Support pre-tender and bid preparation activities in collaboration with internal teams
• Maintain a strong, accurate, and disciplined sales pipeline

3. Client Relationship Management

• Build and maintain strong long-term relationships with key decision-makers
• Serve as the primary commercial contact for assigned accounts
• Ensure high levels of client satisfaction and engagement
• Resolve commercial and operational issues in coordination with internal teams
• Strengthen account retention and long-term partnership value

4. Internal Collaboration & Deal Execution

• Collaborate with tender, proposal, legal, product, and operations teams to develop client solutions
• Ensure accurate pricing, proposals, and contract alignment with internal policies
• Coordinate internal approvals and ensure timely execution of deals
• Translate client requirements into actionable internal deliverables

5. Reporting & Performance Management

• Maintain accurate sales pipeline updates in CRM systems
• Provide weekly reports on KPIs, pipeline health, and account performance
• Conduct win/loss analysis and share insights with the sales lead
• Support forecasting of monthly and quarterly revenue performance
• Ensure consistent achievement of sales targets and productivity KPIs

What We’re Looking For

Minimum Qualifications

• Bachelor’s degree in Marketing, Business Administration, or a related field
• 2–4 years of experience in Sales or Account Management
• At least 3 years of experience in Key Account Management within IT equipment or technology-related sectors
• Proven experience managing distributor networks or multi-account portfolios in Ethiopia

Skills & Competencies

• Strong negotiation and closing skills
• Consultative and solution-based selling approach
• Analytical thinking and data-driven decision-making
• Strong understanding of Ethiopia’s commercial and distribution landscape
• Excellent relationship management and stakeholder engagement skills
• Ability to manage channel complexity and partner dynamics
• Strong CRM discipline and pipeline management capability

What You’ll Get

• Direct contribution to revenue growth in strategic accounts
• Exposure to enterprise clients and complex B2B sales environments
• Strong learning and development in commercial strategy and account management
• Performance-driven environment with clear success metrics
• Cross-functional collaboration across commercial and operational teams