Key account manager (sales enterprise)

Contexte et mission :

Performance Criteria

Main Purpose

The Account Manager serves as the primary business contact for the client and is responsible for the following key result areas including but not limited to client acquisition through sales, revenue generation based on prescribed budgets for each platform. Client retention through client services, customer relationship management and query resolutions for new and repeat business.  Marketing functions such as exhibitions and expos as assigned by the Chief Business Officer (CBO) in charge of Enterprise Sales. Report preparation as assigned by CBO. Any other duties as prescribed by the CBO.

1 – SALES STRATEGY AND PLANNING: Weight: 10 %

Key Performance INDICATORS

Performance Standards/Targets

1.2

Contribute towards sales strategies and implement on major clients

Weekly and Monthly reports

1.3

Analysing business developments and monitoring market trends in relation to major customer requirements

Weekly and Monthly reports

1.4

Prepare sales action plans and schedules

Sales Plan

1.5

Track all sales activities within one`s sector/portfolio

Portfolio Analysis reports

1.6

Prepare and make reports on market analysis, competitor analysis and market trends

Market Analysis reports

1.7

Ensure thorough knowledge on competitor activity and keeping abreast of issues affecting internet companies and the Telecommunications industry thus developing strategies to protect Telecom market position.

Market Analysis reports

1.8

Communicate product marketing strategy using market requirements, business cases, pricing models and technology assessments

Sales Plan

1.9

Plan, coordinate, implement and evaluate advertising and promotion programs in line with the LT Group marketing strategy

Total Contract Value

1.10

Co-ordinate local marketing campaigns with sales activities and continuously align with Group marketing strategy

Event Reports

2 - ACQUIRING NEW BUSINESS: Weight:  80%

Key Performance INDICATORS

Performance Standards/Targets

2.1

Expanding sales in existing accounts key accounts by introducing additional solutions and services

Sales Performance Reports

2.2

Performing opportunity assessment to determine key customers’ needs and to identify additional growth opportunities

Sales Performance Reports

2.3

Responsible for prospecting through identification of potential expansion sales and cross-selling up-sell opportunities

Sales Performance Reports

2.4

Ensure the business meets its current and future business objectives in line with the CBO targets.

Sales Performance Reports

2.5

Develop new business relationships, generate, and negotiate new income for Organization toward meeting an agreed annual target

Sales Performance Reports

2.6

Presenting to organization potential clients through direct communication in face to face meetings, telephone calls, e-mails and/or presentations

Sales Performance Reports

2.7

Close new business deals by coordinating requirements; developing and negotiating orders, integrating client requirements with business operations

Sales Performance Reports

2.8

Update sales database with relevant client information to ensure a clear flow of information within the Commercial department

Customer Database

2.9

Sustain rapport with clients by making periodic visits; exploring specific needs; anticipating new opportunities.

Sales Performance Reports

3 – MARKET REVIEW: Weight: 5 %

Key Performance Indicators

Performance Standards/Targets

3.1

Keep constant watch on competitors and overall ensure products meet market requirements and advise the CBO of any identified threats and opportunities

Market Analysis reports

3.2

Come up with proposals/Recommendations for sales strategy

Market Analysis reports

3.3

Determine customer needs and prepare proposals to sell services that address those needs.

Sales Performance Reports

4 – PRODUCT DEVELOPMENT: Weight: 2.5 %

Key Performance Indicators

Performance Standards/Targets

4.1

Research on necessary information for development of new products i.e. research on market participants, socio-economic and competitive trends

Market Analysis reports

4.2

Research on new products and technological trends in general and assessing the impact of these trends on Telecom’s position

Market Analysis reports

4.3

Drive internal processes and implementation of defined new product strategy, roadmap, and priorities to ensure client retention and acquisition.

Sales Performance Reports

5 – CUSTOMER SERVICE AND PUBLIC RELATION: Weight: 2.5 %

Key Performance Indicators

Performance Standards/Targets

Promptly communicate and escalate with appropriate technical resources to attend to any customer queries requiring technical attention

Customer Complaints Register

Promoting the image of the company

Customer Complaints Register

Confer with legal requirements to resolve problems such as copyright infringement and royalty sharing with outside producers and distributors.

Responsible for servicing existing clients, resolve customer complaints regarding sales and services

Customer Complaints Register

Monitor customer preferences to determine focus of sales efforts

Market Analysis reports

Develop and maintain a customer database as well as source and develop client referrals

Customer Database

Develop and make presentations of company products and services to current and potential clients

Sales Performance Reports

Promptly respond to sales inquiries and concerns by phone, electronically or in person

Customer Complaints Register

Maintain a consolidated customer prospect list for all /services which reflect agreed prospect revenue

Sales Force reports

Key Decisions:

Decides on the best and optimum solution which will fit the customer requirement.

Accountable for:

New business acquisition

Updating Sales Information in the System

Sales Pipeline

Profil recherché :

Qualifications

Formal Qualifications Required

Essential / Desirable

Bachelor (Licence) Degree in Business Administrative Sciences, Marketing or equivalent

Essential

Driver’s License

Desirable

Experience

Role Related Experience Required

Minimum Years’ Experience

Essential / Desirable

Sales professional with extensive market and product knowledge

3 Years

Essential

Experience in the same role with a Telco or ISP

Desirable

Knowledge Areas

Role Related Knowledge Required

Essential / Desirable

Good knowledge of Products and services

Essential

Sales related systems

Essential

Skills/Competencies

Role Related Skills/Competencies Required

Essential / Desirable

Requires excellent analytical problem-solving skills

Excellent communication and organizational skills

A high degree of independent decision making and autonomous function.

Supervisory Control

Supervision Received

Weekly, monthly by the CBO, the Senior Sales Manager in Enterprise, and/ or the Regional Sales Manager (KATANGA)

Supervision Given

N/A

Key Contacts

Internal

Coordination of People and Work

Finance Department

Technical Department

External (Outsourced/Partners)

Coordination of People and Work

Customers

Contractors

 Board and Professional Memberships

Board/Professional Membership Required

Essential / Desirable

N/A

N.B.:- Seuls les candidats retenus pour la prochaine étape seront contactés.

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