Institutional Key Account Manager (IKAM)

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 lead
• 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