Job advert: Senior Representative - Account Management Corporate

MTN Cameroon
Job advert: Senior Representative - Account Management Corporate

À propos de l’offre d’emploi

Department Description:

ENTERPRISE BUSINESS UNIT – Account Management Corporate

Brief Job Description:
  • Address the client’s needs by selling idle or combined turnkey solution (ISP, ICT, GSM) to Corporate Accounts, in order to achieve company’s revenue target on the business segment.
  • Have 360° view of corporate account needs inside the company.
  • Responsible to reporting on sales activity and forecast to senior sales management
Detailed Job Description:
  • Search for new clients who could benefit from MTNC products in a designated sector of activity, size of company or region
  • Travel to visit potential clients
  • Establish new, and maintain existing relationships with customers
  • Manage and interpret customer requirements
  • Provide Account Plans for each account in order to provide consultation on products and services that would best serve customer needs Develop the overall sales strategy for a given account and ensure that all sales activity is compliant with the sales strategy
  • Continuously learn about products and become subject matter expert on products and services in the Business Services portfolio
  • Persuade clients that a product or service will best satisfy their needs
  • Calculate client quotations
  • Work on tenders launched by customers
  • Negotiate and terms and conditions of contracts
  • Negotiate and close sales by agreeing terms and conditions
  • Performs cost/benefit analysis while working on tenders’ offers
  • Prepare reports management (sectorial report, monthly/quarterly roadmap)
  • Meet regular sales targets
  • Record and maintain client contact data
  • Be presented in GSM, ICT/Data, Cloud & IT forums or any other business-related events to approach clients and present offers
  • Make technical presentations and demonstrate how a product will meet client needs
  • Liaise with other technical experts to gather additional knowledge/inputs where necessary to complete an offer
  • Be able understand client problems in order to provide the support team with the exact feedback on the issue facing by the client
  • Assist in the design of custom-made products
  • Provide training and produce support material to the client where necessary
  • Achieve sales targets as well as collections’ targets
  • Ensure no loss of revenue/accounts in current data base
Staff Leadership and Management
  • Ability to work in a team
  • Responsible for self-learning and development with guidance from the Senior Manager
  • Ensure cohesive working with the CoE
  • Accountable for meeting and prioritising own targets / deadlines
  • Provide information to the Senior Manager on work accomplishments, individual / team challenges
  • Lead team meetings and contribute on specialist / technical areas when required
  • Review performance metric dashboards prepared on various performance metrics and provide input to the senior manager

Adhoc and Operational Meeting
  • Participate and provide inputs in operational meetings as and when required
  • Set up and manage adhoc meetings for day to day operational requirements as and when required
  • Timely notification of escalations to the Senior Manager, SSH and the CoE
  • Resolve escalations as per defined escalation / resolution procedures
  • Opco Operational
  • Participate and provide inputs in project status meetings
  • Propose operational changes and provide associated user impact assessment
  • Ensure effective execution of day to day operations at the CoE and at the Opco and resolve operational issues
  • Improve productivity and quality through leading practice initiatives
  • Provide inputs to the Senior Manager (as required) relating to progress made within the sub-division and in accordance with the measurement metrics set by the organisation
Key Performance Indicators

1. Financial Perspective – Value created by optimizing business projects/activities:
  • Value created by saving cost
  • Value created by increase in customer base, product sales, etc. for products and services.
2. Internal Perspective – Value created from improving processes:

Value created & cost-effectiveness achieved by process optimization, new initiatives and improved operations/ways of work etc.

3. Customer Perspective – Value created from Customer Engagements & Ecosystem
  • Impact include positive companywide engagement indices (Net Promoter Score), customer insight management & engagement (traditional & new business)
  • Being a Brand Ambassador and MTN advocate
  • Benefits accruing to MTN/Telecom industry from specific actions. Benefits can be in form of contributions during stakeholder workshops etc.
  • Deliberate ecosystem management to achieve business objectives (value creation), brand value & corporate positioning
4. People (Learning & Growth) – Value created through demonstrating the Vital Behaviors and sustaining an engaged workforce
  • Speaking in complete candor at all times, being completely accountable, driving a collaborative work culture, getting the job done with Company Pride & Passion thereby enhancing MTN’s profile as employer of choice.
Key Performance Indicators
  • % revenue increase
  • % retention
  • % collection «
Job Requirements:

« Education:
  • •Degree in telecommunications with a commercial related postgraduate degree or qualification is desirable
  • BSC in IT or Electrical Engineering
  • Additional commercial qualification preferred (B.Comm,)
  • At least 3 years in selling to Large Organizations and/or SME/SMIs with minimum of 3 years in a sales position in the IT or telecommunication sector
  • Min 3 years relevant industry experience with
  • Min 3 years in enterprise products
  • Experience in ICT and specifically Cloud solutions sales would be an advantage
  • Experience in supervising others is an advantage
  • Experience working in a medium organization
  • Information Technology
  • Data solutions
  • Product Management
  • Product and services training
  • Solutions sales
  • Sales and negotiations skills
  • Leadership skills Training
  • Induction to Marketing
  • Relevant industry certifications in IT, security, and/or IP networking (e.g. ITILv3, CISSP, vendor-specific certifications)
  • Financial analysis for non-financial
Additional Details:

« Skills/ competencies:
  • Interpersonal skills ·
  • Communication skills ·
  • Leadership skills ·
  • Must be able to understand and apply the principles of change management
  • Negotiations skills ·
  • Must be able to manage multiple priorities simultaneously ·
  • Active Listening ·
  • Able to create enthusiasm and cooperation for projects ·
  • Operations Analysis ·
  • Customer service and time management skills ·
  • Persuasion ·
  • Social Perceptiveness ·
  • Operations Analysis ·
  • Critical Thinking
  • Analytical Thinker
  • Problem Solver
  • Operational Value Creator
  • Culture and Change Champion
  • Supportive People Manager
  • Relationship Manager
  • Results Achiever
  • Operationally Astute
  • Sales skills
  • Project management
  • Market and industry knowledge
  • New product development and management
  • Telecoms industry, technology, products and services
  • Managed networks
  • Cloud computing
  • Data center solutions
  • IP communications
  • Managed security
  • Fixed-mobile convergence
  • M2M
  • People Management
  • Planning and budgeting
  • Knowledge of principles and methods of management
  • Technical implementation and support
  • Fluent in French and English (verbal and writing)
  • MS Office »

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