Our client leaders in the telecommunication sector are looking for a Global Account Manager<\/p>\n
(GAM) is accountable for overall organization relationship management of a portfolio<\/p>\n
of organization designated Global customers. The role is focused on managing the account to drive profitable and<\/p>\n
long-term revenue growth and customer satisfaction, ensure effective service delivery, the<\/p>\n
protection\/renewal of existing business, and for identifying major new sales opportunities<\/p>\n
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Job Title: Global Account Manager<\/strong> Duties & Responsibilities:<\/strong> Develop and maintain high level relationships on a global level to expand organization market share and making organization the preferred partner with key clients for future business. Measurables:<\/strong><\/p>\n Meet senior management quarterly \/ half yearly of key clients to develop client relationship Strategic Alignment:<\/strong><\/p>\n Translate customer\u2019s objectives and strategy into relevant organization value propositions<\/p>\n Measurables:<\/strong><\/p>\n Global sales strategy plan is created and implemented<\/p>\n Pipeline Management:<\/strong><\/p>\n Generate healthy pipeline opportunities, based on customer needs. Measurables:<\/strong><\/p>\n Positive order intake against sales targets set. Manage internal stakeholders:<\/strong><\/p>\n Develop and maintain strong internal relationships with key BU\u2019s to execute deliverables on key client accounts. Measurables:<\/strong><\/p>\n Weekly or Bi-weekly meetings with internal stakeholders to develop and maintain strong relations. Reporting:<\/strong><\/p>\n Perform forecasting and reporting on sales monthly and weekly or when required. Measurables:<\/strong><\/p>\n Accurate reports and forecasts done timeously Miscellaneous:<\/strong><\/p>\n Perform any other work-related duties and responsibilities that may be assigned from time-to-time by management<\/p>\n TECHNICAL SKILLS:<\/strong><\/p>\n General Computer Literacy<\/p>\n Good working knowledge of MS office software packages.<\/p>\n Business Acumen:<\/strong><\/p>\n Applies commercial insight to deliver a prompt and appropriate response to business matters to influence a positive outcome.<\/p>\n Sales Skills:<\/strong><\/p>\n Performs planned activities to boost the sales of products and services in line with sales targets<\/p>\n PERSONAL ATTRIBUTES\/BEHAVIOURAL COMPETENCIES:<\/strong><\/p>\n Setting Strategy:<\/strong><\/p>\n Applies a systematic process of envisioning a desired future for a discipline and translates this vision into broadly defined goals and a sequence of steps to achieve them. Engages others in a strategic vision for the future.<\/p>\n Solution Driven:<\/strong><\/p>\n Identifies problems, analyses problems, generates workable solutions and resolves problems according to acceptable business quality standards and so as to minimize workflow disruption.<\/p>\n Performance driven:<\/strong><\/p>\n Puts in sufficient effort to meet or exceed business and customer expectations both in terms of delivery and quality. Able to act without being prompted to. Demonstrates a sense of urgency, self-motivation and ownership in work. Has a need for achievement. Achieves results.<\/p>\n Planning and Organising:<\/strong><\/p>\n Provides a written account of intended future action to achieve specific objectives within a specific timeframe. This explains what needs to be done, when, how, and by whom.<\/p>\n Communication Skills:<\/strong><\/p>\n Exchanges information, news, ideas and views to create shared meaning. Communication occurs between levels, departments and employees. Uses appropriate methods of communication and transmits clear, professional messages. Checks own understanding<\/p>\n Interpersonal Skills:<\/strong><\/p>\n Has a set of abilities allowing positive interaction and effective working relationships? Constructively handles disputes and people issues. Has skills in the areas of relationship building, communication, listening, delegating tasks, providing feedback and leadership.<\/p>\n Influence:<\/strong><\/p>\n Presents the key points of an argument persuasively coming across assertively and with credibility. Makes an immediate positive impression on others and is able to change their views, attitudes and behaviors towards company offerings using written or spoken words to convey information, feelings and reasoning as and when required.<\/p>\n Customer Centricity:<\/strong><\/p>\n Focuses on meeting and exceeding the needs of internal and external customers by anticipating customer needs, delivering within timeframes and to quality standards, measuring customer reaction and maintaining necessary contact with customers<\/p>\n Analytical:<\/strong><\/p>\n Systematically examines and evaluates data or information by breaking it into its component parts to uncover their interrelationships so as to establish trends, changes and to identify risks in order to make meaningful business decisions<\/p>\n
\nLocation:<\/strong> Centurion<\/p>\n
\nManage customer engagement & Account Management<\/p>\n
\nGather customer intelligence information to understand customer better to lead customer needs conversations.
\nPerform market and competitor analysis
\nPitch and sell organization product set to new clients utilizing a strategic, conceptualised solution selling approach.
\nEngage the senior management on quarterly basis and or half yearly to facilitate organization client top management engagement.
\nEntertain Key Customers within budget set
\nAttendance of customer events and conferences to more effectively engage with key clients.
\nRetain existing customer business through renewal of contracts.
\nDrive and support new products, services and solutions into client account, making use of diligent; robust and thorough account management principles.
\nManage pre- and post-sales support to ensure seamless integration of the organization products into client\u2019s business.<\/p>\n
\nEntertain customers within budgetary constraints.
\nUse customer intelligence information to sell more creatively to existing or new customers
\n95% Renewal of business from existing clients.
\nYearly attendance of important conferences & seminars with the ICT\/Telecommunications sector to engage new or existing customers.
\nCustomer Satisfaction (100%)
\nManage customer dissatisfaction (100%)<\/p>\n
\nPrepare an account strategy to outline the sales account plans, forecasts and pipeline management for new and existing customers
\nManage Sales pipeline.
\nKeep the pipeline updated.
\nCreate action steps against pipeline to convert into sales.
\nProvide quotes to customers.
\nForecast sales accurately and assess feasibility of opportunities.
\nAssess historical data for trends in customer purchasing.
\nMonitor order intake velocity<\/p>\n
\nPrepare an accurate and effective account strategy for new and existing account portfolios.
\nDevelop healthy pipeline and keep updated on a weekly basis for INVOCOMs.
\nProvide quotes to customers according to SLA\u2019s<\/p>\n
\nPresent the individual client interest within the organization to ensure that service adjustments are done where necessary.
\nResolve problems and manage risk to ensure that set targets on client accounts
\nRun internal Virtual Team INVOCOM\u2019s
\nAttend and contribute to Operational INVOCOM\u2019s<\/p>\n
\nResolve client queries within SLA\u2019s by gaining buy-in or changes from internal service delivery.
\nWeekly or Bi-weekly Virtual Team INVOCOMs<\/p>\n
\nPresent monthly, weekly or quarterly qualified sales
\nUse the CRM System to generate reports<\/p>\n
\nBudget should be prepared annually, at beginning of fiscal year.
\nUpdate forecasts according to changes and highlight in INVOCOM<\/p>\n