University Alliances Relationship Manager

Our client is a premier developer, operator, and asset manager of rental housing in Sub-Saharan Africa. They are looking for a  University Alliances Relationship Manager to join their team to work collaboratively with the Property Operations team coordinating a network of alliances with the various higher learning institutions and other partners. The successful hire will fulfil the need for close and supportive relationships with universities and relevant partners and facilitate sharing of information across the networks.

Job Responsibilities

Relationship Management

• Create alliances with universities for visibility, generating leads, and for partnering
• Identify and improve channels of customer acquisition, beyond digital – alliances, agent network, residential and non-residential referral programs.
• Establish meaningful and sustainable business relationship with key accounts (universities and agents contributing to business) to gain high level of support and ambassadorship.
• In liaison with the Sales & Marketing team, participate in new business pitches, including on-boarding of new agents (selling parties)
• Responsible for the development and achievement of sales through the direct sales channel.

Sales Campaigns

• In liaison with the Sales & Marketing team, participate in the development of campaign and activation  plans, including budgeting, innovative ways of reaching out to prospective customers – students, etc. to generate qualified leads.
• Support event management in the execution of sales and activations campaigns.
• Develop and implement an engagement program, including sponsorship activities/events, for key accounts (Universities and Channel).

Key Account Management

• In liaison with the Sales & Marketing team, continuously optimize the lead funnel and sales pipeline, improving return on investment, revenue and margins, reducing the lead to sales cycle whilst delivering exceptional customer experience to prospective customers and getting good fit customers who will be poised to be delighted customers.
• Understand and introduce innovative technology interventions to facilitate the sales process. Lead the 
  adoption and ensure consistent, methodical use of HubSpot Sales Professional
• Establish sales objectives by meticulous assessment of target market, potential market, and prospective  customer in the market (including clear territory management as well as tiered approach to the managing of Key Accounts)
• Define Key Accounts Management process (incl. call frequency, approach, key messaging) that drive desired sales outcomes and identify improvements when and where required
• Support the collections team in debt collection through appropriate channels.

Leadership

• Communicate business direction and goals and ensure team members (internal and external) and key  partners articulate them.
• To be the first line of solution to the key accounts in any matter facing them.
• Actively contribute to corporate and brand advocacy.
• Ensure that key accounts team (internal and external) is well trained and motivated in order that Acorn representation is superior to the competition in respect of both core and added value services.
• Give recognition for superior performance, Innovation and proactively deal with performance issues.
• Schedule coaching sessions for members through direct engagement and route accompaniment, provide clear and timely feedback on opportunities for development.
• Drive unnecessary costs out of the business through business reviews by identifying specific areas of cost reduction.
• Continuously raise the bar on performance of own and team.
• Leverage complementary strength of team, valuing Different approaches, experiences and expertise.
• Propose goals, Performance Objectives and Measures of Success for the Operational Plan and for the keyaccounts programs developed for the area and track ongoing results.

Other Requirements

• 8 – 10 years relevant working experience in the hospitality industry, Banking, FMCG, or related field, with at  least five (5) years managing key accounts
• At least 3 years proven experience in managing a sales force/ key accounts team.
• A degree, preferably in Sales/ Marketing/Business Management.
• Deep knowledge of, and experience in, strategy development, execution, and review at institutional and territorial level.
• Strong quantitative/financial knowledge, including experience creating complex models, with a 
  demonstrated ability to extract appropriate data to convey complex information
• Demonstrated ability in structured problem solving, yet comfortable with unstructured and ambiguous 
  situations and tasks
• Ability to learn new content quickly, identify connections and second-order implications and demonstrate  competence with internal/external teams.
• Experience in developing and managing strong partnerships and relationships inside and outside the  organization, managing conflicts, and building consensus. Comfortably engages with senior decision makers within universities and organizations, and constructively challenges colleagues, clients and stakeholders.
• Excellent oral, facilitation and written communication skills; works well in diverse teams, with efficiency and diplomacy.