Corporate Account Manager | CPT at Kaelo

Role Purpose

• The Corporate Account Manager is responsible for managing and growing an allocated portfolio of corporate clients, with clear accountability for client retention, cross-selling and revenue growth.
• The role requires a commercially driven relationship manager who can build trusted relationships with corporate clients, understand their business and employee needs, identify opportunities to expand the relationship, and proactively manage risks that may impact retention.
• This is a target-driven role, with defined sales, cross-sell and retention metrics. Success requires a combination of strong relationship management, proven sales capability, analytical thinking and disciplined portfolio management.

Key Responsibilities

• Corporate Client Portfolio Management
• Manage an allocated portfolio of corporate clients and take ownership of the overall client relationship.
• Develop a strong understanding of each client's business, workforce profile, existing solutions and evolving needs.
• Establish and maintain relationships with key client stakeholders and decision-makers.
• Develop and maintain structured account plans for clients.
• Ensure regular and meaningful engagement with clients throughout the year rather than relying only on renewal cycles.
• Coordinate internal stakeholders to ensure client requirements and commitments are effectively delivered.
• Proactively identify and resolve issues that could negatively impact the client relationship.

Retention & Renewal Management

• Take accountability for achieving defined client and revenue retention targets across the portfolio.
• Maintain a clear view of upcoming renewals and ensure renewal activity commences sufficiently in advance.
• Identify clients at risk and develop proactive retention strategies and action plans.
• Analyse client utilisation, engagement, service trends and other available data to identify potential retention risks.
• Manage renewal negotiations in collaboration with relevant internal stakeholders.
• Track and report on retention performance, risks and interventions.
• Conduct appropriate analysis of client losses and ensure learnings are incorporated into future retention strategies.

Cross-Selling & Portfolio Growth

• Take accountability for achieving defined cross-sell and revenue growth targets.
• Identify opportunities to introduce additional products and solutions to existing corporate clients.
• Use client data, workforce insights and existing product penetration to identify commercially relevant opportunities.
• Develop and maintain a cross-sell pipeline across the allocated portfolio.
• Present solutions and commercial proposals to clients in a compelling and needs-led manner.
• Drive opportunities through the full sales cycle from identification through to implementation.
• Work collaboratively with specialist product and sales teams where required.
• Continuously seek opportunities to increase the value and depth of each client relationship.

Commercial & Data Analysis

• Analyse portfolio performance, including product and utilisation data to identify trends, opportunities and areas of risk.
• Monitor product penetration across the portfolio and identify gaps.
• Maintain accurate forecasts of renewals, retention risks and cross-sell opportunities.
• Translate data into practical client strategies and commercial actions.
• Prepare regular portfolio performance reports and provide meaningful insights to management.

Sales & Pipeline Discipline

• Maintain accurate and current client, opportunity and pipeline information within the relevant CRM or sales management system.
• Manage opportunities against defined sales stages, timelines and probability of conversion.
• Maintain a disciplined cadence of client engagement, opportunity follow-up and renewal activity.
• Provide reliable sales and retention forecasts.
• Ensure agreed commercial actions are followed through within required timelines.

Key Performance Measures

• Performance will be measured against clearly defined portfolio and commercial metrics, which may include:
• Client retention rate /Revenue/premium retention rate
• Cross-sell revenue target
• Portfolio revenue growth
• Cross-sell conversion rate
• Product penetration per corporate client
• Sales pipeline value and conversion
• Renewals completed within required timelines.
• At-risk client recovery/retentionClient engagement and account-plan completion
• Accuracy of pipeline and revenue forecasting
• CRM and portfolio management discipline

Essential Experience

• 3–5 years' relevant experience in corporate account management, client relationship management, business development or B2B sales.
• Demonstrable experience managing an existing corporate client portfolio.
• A proven track record of achieving sales, cross-selling, revenue growth and/or retention targets.
• Experience working within a target-driven commercial environment with clearly defined KPIs.
• Demonstrated ability to identify and convert opportunities within an existing client base.
• Experience managing client renewals and retention strategies.
• Strong experience engaging with corporate decision-makers and senior stakeholders.
• Demonstrated ability to analyse client and portfolio data and convert insights into commercial actions.
• Experience working with CRM, sales pipeline or account management systems.

Qualifications

• Preferred experience: Experience within employee benefits, insurance, healthcare, financial services, employee wellbeing or another corporate solutions environment would be advantageous.

Qualifications

• Relevant Bachelor's degree in Business, Commerce, Marketing, Financial Services or a related discipline.
• Relevant insurance or financial services qualifications would be advantageous where applicable to the portfolio.

Core Competencies

• Commercial & Sales Capability: Strong sales orientation; cross-selling; negotiation; opportunity identification; pipeline management; closing capability; commercial judgement.
• Client Relationship Management: Ability to build credible, trusted relationships with corporate stakeholders while maintaining appropriate commercial focus.
• Analytical Thinking: Comfortable working with client, sales, revenue and utilisation data; able to identify trends, risks and opportunities and translate these into action.
• Planning & Organisation: Highly organised and capable of managing multiple clients, renewal cycles, opportunities and deadlines without losing momentum or attention to detail.
• Results Orientation: Takes ownership for targets and outcomes, follows through consistently and demonstrates urgency where commercial opportunities or client relationships require intervention.
• Communication & Influence: Confident presenter and communicator who can articulate value propositions, influence decision-makers and navigate challenging commercial conversations.

What Success Looks Like

• A successful Corporate Account Manager has a well-managed, growing and highly retained portfolio. They know their clients, understand where the risks and opportunities sit, maintain a credible forward-looking pipeline and act early rather than waiting for renewal or client dissatisfaction.
• They consistently achieve defined retention and cross-sell targets, increase product penetration across their client base, and build relationships that make the organisation increasingly valuable—and therefore increasingly difficult to replace—as a strategic partner.

Additional Information

Personal Attributes

• The successful candidate should be:
• Commercially minded and target driven
• Proactive rather than reactive
• Analytical and comfortable with numbers
• Highly organised and structured
• Client focused without becoming purely service focused
• Confident and credible with senior stakeholders
• Persistent and resilient
• Strong at follow-through and execution
• Curious and able to identify opportunities beyond the obvious
• Accountable for results