Client Growth Specialist

Job Specifics

• Location: Melrose, Johannesburg
  
• Work Model: Hybrid
  
• Employment Type: Permanent, Full-time
  
• Industry Experience: Banking / Financial Services / Fintech / Auditing 
• Focus: Client Growth, Upselling and Cross-Selling
  

About the Role

Our client is seeking a commercially driven Client Growth Specialist to identify and develop growth opportunities within its existing client portfolio.

This is an ideal opportunity for someone with a strong sales background who wants to move beyond traditional new-business sales into a more strategic, client-growth-focused role. The position combines commercial strategy, relationship management and hands-on execution, with responsibility for identifying, pitching and progressing upsell and cross-sell opportunities across VAT, compliance and e-invoicing services. Client Growth Specialist Job De…

The successful candidate will be a proactive self-starter with strong commercial acumen, an ability to identify opportunities that may not yet have been explored, and the confidence to work collaboratively with Client Success/Account Managers, senior sales stakeholders and service teams.

A background within financial services, banking, fintech, auditing, tax, compliance or a related professional services environment would be highly advantageous.

Key Responsibilities

• Proactively identify upsell, cross-sell and untapped growth opportunities across the existing client base.
  
• Analyse client relationships, service usage and account information to identify potential areas for expansion.
  
• Develop and present compelling, client-specific growth propositions and commercial business cases.
  
• Take ownership of opportunities from initial identification through client engagement and execution, rather than simply handing leads over to another team.
  
• Work closely with Client Success/Account Managers, Senior Sales Executives and internal service teams to coordinate the most effective approach for each client.
  
• Build strong relationships with existing clients and engage them through calls, meetings and other appropriate channels.
  
• Adapt the sales and engagement approach according to the sensitivity, size and strategic importance of each account.
  
• Maintain an accurate growth pipeline and track performance against agreed commercial targets.
  
• Stay informed about developments within VAT, compliance and e-invoicing to identify new client growth opportunities.  
  
• Oversee growth initiatives through to execution, ensuring appropriate internal coordination and follow-through.
  

Requirements

Key Requirements

• Previous experience in a sales, business development, account growth, client development or commercially focused role.
  
• Demonstrated ability to identify and develop upselling and cross-selling opportunities.
  
• Strong commercial acumen and the ability to translate client needs into relevant solutions.
  
• Proven client-facing and relationship-building capabilities.
  
• Strong strategic thinking combined with a willingness to remain hands-on in execution.
  
• Self-motivated and proactive, with the ability to work independently and take ownership.
  
• Comfortable working towards commercial targets and tracking pipeline and conversion.
  
• Strong communication, presentation and stakeholder management skills.
  
• Ability to collaborate effectively across sales, account management and operational/service teams.
  
• Resilient and comfortable with persistent, professional client engagement.
  
• Strong judgement and the ability to determine when to pursue an opportunity and when a more measured approach is required.
  

Advantageous Experience

Experience or exposure within one or more of the following would be beneficial:

• Banking or financial services
  
• Fintech
  
• Auditing or accounting
  
• Tax or VAT services
  
• Compliance or regulatory services
  

Ideal Candidate Profile

The ideal candidate is a commercially minded salesperson ready to step into a more strategic growth role. They can look at an existing client relationship and identify opportunities that others may have overlooked, develop a credible value proposition and then take ownership of progressing that opportunity.

They are equally comfortable analysing an account, developing a strategy and picking up the phone to engage the client. They understand that different clients require different approaches and can balance commercial drive with sound relationship judgement. Client Growth Specialist Job De…

Success in this position will ultimately be measured through the value and volume of upsell and cross-sell revenue generated, together with the candidate's ability to identify and execute new growth initiatives.