Job Vacancies 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

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Job Description

• To provide excellent new business delivery and quality through Kaelo service and sales standards. Identifying and improving the outcomes of new business activities. Increase and drive new business with a focus on quality and retention. Improving efficiencies and optimising new business acquisitions and drive increased revenue. Increasing the sales of our product offering through building relationships, superior client service and technical knowledge.
• Manage strategic new business accounts and maintain relationships for the business. Build and maintain client portfolios
• Build long term relationships with new and existing clients
• Ensuring all administration relating to sales is completed effectively
• Provide sales solutions to meet clients’ needs
• Participate in proactive sales and marketing initiatives
• Drive value stream mapping to define as-Is analysis and the transition to Future State
• Application of knowledge; technical training and analysis to upskill prior to going to market
• Keeping up to date with competitor products and service offerings and industry developments
• Develop and enhance relationships between business units
• Working closely with other business areas and finding opportunities to cross sell
• Strategic prospecting skills and rapport building
• Negotiate and close sales

Qualifications

• Minimum of 3 years as a Business Consultant with a proven track record of meeting sales targets

PERSON DETAILS: WORK EXPERIENCE

REQUIRED

• Health industry knowledge
• Short Term Insurance knowledge
• Top performer in new business and sales team
• Proven ability to drive sales and generate new business
• Sales Campaign management
• Strategic management with focus on marketing enablers
• Continuous improvement and strategic experience
• Confident and experienced negotiator able to drive revenue

PREFERRED

• Based in JHB

EDUCATION: QUALIFICATIONS: ACCREDITATIONS WITH PROFESSIONAL BODY

REQUIRED

• FAIS
• Grade 12 matric
• NQF Level 5 Wealth Management or short-term insurance
• RE exams

PREFERRED

• Business Degree

TECHNICAL SKILLS OR KNOWLEDGE

REQUIRED

• Strong programme and Microsoft office management tool skills
• Knowledge of underwriting processes
• Understanding of financial planning
• Relevant industry experience and competitor knowledge
• Exceptional communication skills both verbal and written, problem solving and analytical skills

Additional Information

• Accountability
• Action orientated
• Collaborative
• Communication
• Business writing skills
• Manage complexity
• Problem solving skills
• Decision thinking
• Encourages engagement
• Resilient and adaptive
• Resourceful
• Demonstrates self-awareness
• Purpose driven
• Significance and values orientated

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Job Description

Key Outcomes:

• Sound knowledge and experience in the provision of  Occupational Health and Primary Health care, IOD and medical emergencies
• Conducting medical surveillance examinations
• Interpret and record medical surveillance findings and refer medical surveillance findings to Occupational Health Medical Practitioner
• Document management
• Health Risk assessment knowledge
• Ensure legal compliance of on-site clinic

Qualifications

Requirements:

• Professional Nurse and a Qualification in Occupational Health will be an advantage                
• Up to date and relevant  registration with SANC, SASOHN and DoH                                 
• Certificate in dispensing, audiometry and spirometry           
• Computer literacy (Ms Office, Word, Excel, Outlook and PowerPoint).                                      
• Customer orientation, focus on excellence and teamwork                                                               
• Ethical behaviour       
• Excellent communication skills   

WORK EXPERIENCE:

• 2 years in an Occupational Health environment
• Primary Health Care experience
• Emergency Care/ Emergency drugs
• Injury on duty Management
• Professional Nurse with Certificate in Dispensing, Audiometry and Spirometry

Additional Information

PERSONAL ATTRIBUTES: COMPETENCIES 

• Sound knowledge and experience in the provision of Occupational Health and   Primary Healthcare, IOD and medical emergencies 
• Conducting medical surveillance examinations
  Interpret and record medical surveillance findings and refer medical surveillance findings to Occupational Health Medical Practitioner
• Document management
• Health Risk assessment knowledge
• Ensure legal compliance of on-site clinic
• Qualifications: Professional Nurse and a Qualification in Occupational Health will be an advantage
• Up to date and relevant registration with SANC, SASOHN and DoH
• Certificate in dispensing, audiometry and spirometry
• Computer literacy (Ms Office, Word, Excel, Outlook and PowerPoint).
• Customer orientation, focus on excellence and teamwork
• Ethical behaviour
• Excellent communication skills

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Job Description

• The Executive Office Consultant manages high-level stakeholder queries, escalations, and complaints. The role requires sound judgement, professional communication, and a strong customer focus. Working independently and with internal teams, the consultant resolves issues, identifies trends, improves processes, and supports a better customer journey.

Key responsibilities

Service and query management

• Manage direct, indirect, and outbound queries within agreed internal turnaround times.
• Act promptly on operational queries and set clear expectations with stakeholders.

Escalations and complaints

• Manage complaints from receipt to resolution in line with the complaints management process.
• Analyse complaint and rejection data to identify recurring or systemic issues and potential operational risks.
• Investigate individual complaints to identify root causes across complaint types.
• Assess whether identified root causes could affect other processes or products, including those not directly complained about.
• Address root causes where it is reasonable and practical to do so.
• Conduct monthly trend analysis.
• Document findings and communicate feedback and trends to relevant departments.
• Maintain accurate reports and all required registers.
• Identify opportunities to improve the customer journey.

Qualifications

Experience

Required

• Experience resolving executive-level queries and complaints.
• Knowledge of and experience in the health industry.
• RE5 compliant.

Education and qualifications

Required

• Matric or an equivalent qualification.
• Computer literacy.
• Knowledge of FAIS legislation.
• Regulatory examination qualification at representative level.

Preferred

• At least three years’ experience in the gap cover industry.
• RE5 qualification.
• NQF Level 5 qualification.

Skills and knowledge

Required

• Strong customer focus.
• Effective time management.
• Excellent written and verbal communication.
• Strong interpersonal skills.

Preferred

• Strong product knowledge.

Additional Information

Personal Attributes 

• Accountability
• Action Orientated
• Collaborative 
• Communication Skills 
• Simple Writing Skills 
• Manages Complexity
• Problem Solving Skills 
• Creative Thinking
• Decision Making SKills 
• Efficient and Effective Mindset
• Financial Acumen
• Planning and Organisation 
• Resilient and adaptive 
• Resourcesful
• Signancance and values orientated