Travel required within metropolitan area on a regular basis Employing entity Capital Transport and Logistics Group Pty Ltd authority to act This position must act within written group policies, procedures and operations manuals. All decisions outside these parameters must be approved by your direct manager. Number of staff reporting directly to this position Number of staff reporting indirectly to this position Critical relationships (internal)
- Head of Sales
- State Manager
- Account Management and Sales Department
- Business Unit Managers
- Operations Departments (Courier, Taxi Truck, Contracts, Fleet)
- Administration and Customer Service Department
- Accounts and Finance Department
- HR and HSEQ Department
- Legal Counsel Critical relationships (EXternal)
- Existing clients
- Potential clients Position Summary The Key Account Manager serves as the primary business contact for clients within their portfolios and is responsible for maintaining the revenue of their allocated portfolios, whilst looking for growth opportunities. The Key Account Manager is expected to consistently provide excellent customer service to clients within their portfolio. In addition, the Key Account Manager should build relationships with clients to encourage new and repeat business opportunities. Key Account Manager Department Account Management Reports directly to Client Relations Supervisor/Manager reports indirectly to Group Sales Manager State Sales Manager Number of reporting relationships 3 Travel Requirements Travel required within metropolitan area on a regular basis Employing entity Capital Transport and Logistics Group Pty Ltd authority to act This position must act within written group policies, procedures and operations manuals. All decisions outside these parameters must be approved by your direct manager.



Number of staff reporting directly to this position Number of staff reporting indirectly to this position Critical relationships (internal)
- National Sales Manager
- Head of Sales
- State Manager
- Account Management and Sales Department
- Business Unit Managers
- Operations Departments (Courier, Taxi Truck, Contracts, Fleet)
- Administration and Customer Service Department
- Accounts and Finance Department
- HR and HSEQ Department
- Legal Counsel Critical relationships (EXternal)
- Existing clients
- Potential clients Position Summary The Key Account Manager serves as the primary business contact for clients within their portfolios and is responsible for maintaining the revenue of their allocated portfolios, whilst looking for growth opportunities. The Key Account Manager is expected to consistently provide excellent customer service to clients within their portfolio. In addition, the Key Account Manager should build relationships with clients to encourage current and repeat business opportunities. 1.

Key Responsibilities
and Task List 1.1 Key Performance Indicators
- Ensure you meet the results and activity targets outlined in a separate document titled Appendix A. 1.2 sales and account management
- Effectively retain and develop existing clients in your assigned portfolio. All proactive communication with clients in your portfolio should be conducted via landline phone,



email and face to face meetings. A Qualified Opportunity is defined as an opportunity with a prospective client that has not traded with Capital Group at all, or for not less than three (3) months, and the prospective customer’s:
- Decision maker is known;
- Transport requirements are known and are serviceable by us;
- Has a transport need of not less than one transport job per calendar month;
- Incumbent transport provider is known and is a competitor of ours;
- Has an invoice or price example for comparison; and
- Is planning to make a decision within six weeks from initial contact (Buying Mode). A New Business Appointment is defined as a first appointment of a Qualified Prospect, as well as any follow up action (such as follow up appointments and drop-ins) that are required to secure the custom of the Qualified Opportunity.
An Account Management Appointment is defined as an appointment with a customer that is already trading, or has traded within the last three months.
- Attend the minimum number of appointments as outlined in a separate document titled Appendix A, unless otherwise directed by your Manager. During office days you must make the minimum number of calls outlined in a separate document titled Appendix A, predominately from your landline, made up of:
- 60% of account management phone calls; and
- 40% of new business phone calls. Follow the Capital Group’s Sales Process as outlined in the Sales Training Manual, including use of the following sales methods:
- Warm up;
- Recap;
- Presentation; and
- Close.
- Identify opportunities within your portfolio and regain lost business as well as develop existing business. You are also required to source new business

📌 Account Mgmt (Melbourne)
🏢 Capital Group
📍 Melbourne