Head of Account Management – JHB at Datafin Recruitment

ENVIRONMENT:

• Our client, a development house with offices in Johannesburg, builds innovative agricultural technologies in partnership with a London-based Agri-software start-up focused on optimising the fresh produce value chain.
• They are looking for a Head of Account Management that is the key commercial leadership role responsible for the retention and expansion of their top-tier agricultural and logistics accounts.
• You will be expected to transition the function from reactive service to proactive, data-led strategic partnership, ensuring their platform becomes an indispensable part of their clients’ commercial infrastructure.

DUTIES:

• Commercial Leadership: Design and execute a high-level account management strategy that shifts the department from “service-oriented” to a “strategic growth partner” for their clients.
• Portfolio Retention & Expansion: Take full ownership of the retention of their largest grower and exporter accounts, identifying opportunities to deepen platform integration and drive Net Revenue Retention (NRR).
• Logistics & Supply Chain Integration: Act as the strategic bridge between their clients’ complex logistics needs and their product roadmap, ensuring they remain the “operating system” for their value chain.
• High-Stakes Stakeholder Management: Serve as the senior escalation point and strategic advisor for C-suite stakeholders within the farming, logistics, and agribusiness sectors; this includes traveling to client sites as required to maintain relationships and resolve critical issues.
• Data-Driven Advocacy: Translate complex usage data and supply chain metrics into “value stories” that demonstrate clear ROI to clients during quarterly business reviews.
• Operational Health & Growth Reporting: Provide formal monthly reporting to the business on the health and SLA values of all clients, proactively identifying and presenting cross-sell opportunities and churn risks to drive account expansion.
• Team Scaling & Mentorship: Lead, recruit, and mentor a high-performing AM team, fostering a culture of “grit and grace” while ensuring a centre of excellence for client relations.
• Market Intelligence: Provide continuous feedback to the Executive and Product teams on shifting industry trends, competitor moves, and emerging “fringe industry” pain points.

REQUIREMENTS

• Bachelor’s degree in business, Agriculture, Technology, or related fi eld (essential).
• Postgraduate qualification in Business, Strategic Management, or Customer Experience (advantageous).

Knowledge, Competencies and Skills

Knowledge:

• In-depth understanding of agricultural supply chains and Agri-value ecosystems.
• Familiarity with SaaS platforms, digital transformation in agriculture, and B2B customer lifecycle strategies.
• Understanding of data-driven technologies, ERP/CRM systems (HubSpot beneficial), and software implementation.

Competencies:

• Strategic thinking and problem-solving.
• High EQ and strong interpersonal skills.
• Commercial acumen with a focus on value creation.
• Leadership and people management skills.
• Client-first mindset with a proactive and solutions-oriented approach.
• Able to balance relationship nurturing with assertive negotiation and delivery.

Skills:

• Strong communication and stakeholder engagement skills.
• Ability to analyse client data and translate insights into action.
• Skilled in managing remote and cross-functional teams.
• High attention to detail and ability to juggle competing priorities.

Job Related Experience

• Senior Leadership: 5+ years of experience in Account Management, Client Success, or Commercial Relationship Management, with at least 3 years in a senior leadership role overseeing high-value B2B portfolios.
• Industry Vertical Expertise: A proven track record within AgTech, Logistics, Freight, or Fresh Produce Supply Chains. You must understand the “physics” of moving goods from farm to port to shelf.
• SaaS & Digital Transformation: Experience leading clients through the adoption of complex software or ERP/CRM systems, particularly in industries traditionally resistant to digital change.
• Commercial Negotiation: Demonstrated success in managing high-stakes contract renewals, price restructuring, and navigating SLAs with large-scale corporate agribusinesses.
• Bilingual Capability: Absolute fluency in English and Afrikaans is essential. You must be able to move seamlessly between a corporate boardroom in Sandton and a packhouse floor in the Western Cape or Limpopo.
• Strategic Hub Presence: Based in (or willing to relocate to) Johannesburg (preferrable) or Stellenbosch, with the ability to travel frequently to farming regions and their other offices.

ATTRIBUTES:

• The Head of Account Management must embrace a collaborative, entrepreneurial environment and be comfortable operating in a fast-paced, evolving space. You’ll work closely with internal and external stakeholders to drive meaningful impact and build long-term relationships grounded in trust and value.
• Someone to enhance the positive company culture to prospective and new clients with a high emphasis on morals, values and diversity.
• Preferably someone with a passion for/experience in the agriculture and /or logistics and technology industries.
• They need a ‘Solution-Seeker’ who is as comfortable in a boardroom as they are on a farm, someone who brings high-level strategy but remains ‘lekker’ to work with; no egos, just results.