Our client is a leading telecommunications group that is aggressively growing across South Africa and the African continent is looking for a Key Account Manager to join their team<\/p>\n
The ideal candidate will achieve revenue sales target set for the incumbent fiscal year and manage customer relationships to influence repeat business for Client<\/p>\n
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Job Title: Key Account Manager (MNO)<\/strong> Job Summary:<\/strong> Develop and maintain high level relationships within the various Mobile Operators (C, D and E levels)to expand Client\u2019s market share and making company 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 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 Administration:<\/strong><\/p>\n Obtain customer enquiries for services and ensure that quotations are done timeously Measurables:<\/strong><\/p>\n All administration duties performed accurately and timeously<\/p>\n Miscellaneous:<\/strong><\/p>\n Perform any other work-related duties and responsibilities that may be assigned from time-to-time by management<\/p>\n Desired Experience & Qualification:<\/strong> Office based and travel KNOWLEDGE, QUALIFICATIONS, SKILLS & EXPERIENCES:<\/strong><\/p>\n Matric TECHNICAL SKILLS:<\/strong><\/p>\n General Computer Literacy:<\/strong><\/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<\/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 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 Identifies problems, analyses problems, generates workable solutions and resolves problems according to acceptable business quality standards and 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 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
\nLocation:<\/strong> Johannesburg<\/p>\n
\nDuties & Responsibilities
\nManage customer engagement & Account Management<\/p>\n
\nGather customer intelligence information specific to the mobile operator industry to understand customer better to lead customer needs conversations
\nPerform market and competitor analysis specific to the mobile operators
\nPitch and sell company 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 company 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 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 company 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
\nReceiving and processing orders
\nEnsure ATPs are and collected from the clients on time<\/p>\n
\nWORKING CONDITIONS:<\/strong><\/p>\n
\nExtended work hours where applicable<\/p>\n
\nDiploma or Degree in Sales & Marketing or related, would be advantageous
\nAt least 3-5 years\u2019 experience in Sales or Account Management, preferably in the Mobile Operator segment
\nTechnical Telecom Understanding preferable
\nA proven track record in the closing large deals in the Mobile Operator Segment<\/p>\n
\nSolution Driven<\/p>\n