Reference : ref24810
Department: Business Market
Sub-department: Corporate
Group: Public
Team: SME Sales
Reporting to the position:
Sector Sales Manager (Corporate / Public / SME)
The functions and the numbers of direct subordinates: None
Role Purpose:
He/she will oversee the conceptualisation, planning, development and implementation of Account Management within the Sales Sector.
Key Responsibilities (Operational) :
- Meet and exceed sales targets by developing relationships within targeted customers. Engage with customers at the Executive level to understand their overall strategy and key business drivers; strive to develop a roadmap with the customer that facilitates progression towards the expansion of Orange services
- Develop multi-level and multi-functional relationships (CEO, CFO, CIO and Business Unit Leaders) to drive solutions that are innovative and provide value / benefit relative to the customer’s respective business needs; deepen and widen relationships with a longer term focus.
- Understanding customer’s deployment plans and identifying strategic plans for success of the customer and profitability of Telkom Kenya. Understand the customer\\\'s business and IT strategy; map these requirements to industry trends, as well as with existing customer requirements where Orange solutions provide value.
- Responsible for overall account management, account development, relationship and sales development. Working with the expanded team provide overall account strategy and direction; program risk, assessing situations, making recommendations, and implementing planned contingencies, when necessary
- Serve as customer advocate, accountable for escalation and proper customer positioning on all issues pertaining to customer satisfaction with the authority of representation across organizational and departmental boundaries; Identifying and managing Sell multiple products and services into those accounts
- Ensure maximum customer exposure and response to business development requirements through a proactive approach of periodic reviews with key contacts within the organization. As required provide concise and professional presentations to customer and Orange Business Services management
- Ensure that all account plans, organizational charts, and related documentation at both the executive summary level and line management detail level are kept current. Providing critical communication links to the customer, business units, necessary functional organizations, executive and senior managers
- Provide overall management of critical Target Market List, information relative to the customers including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and ensure that the customer contract is kept up-to-date.
- Ensure accuracy and timeliness of reporting in: Sales pipeline management & opportunity management and all regular and ad hoc sales reports & analysis
Responsibilities/Managerial activities
Job description Review:
- To realize the job descriptions for all new jobs that will appear in his/her team
- To update the job descriptions for all the jobs in his/ her team if there are any changes in the activity of the team
Financial Responsibilities:
- budget review
- reporting
Communication Demands:
- Internally TKL: Strong cross-functional and inter-departmental relationships with all departments in the value chain including functions within the Business Market department, IT&N, Mass Market, Customer Care, Sourcing, Support Services, Marketing Quality of Service, Legal, HR and Finance
- Externally TKL: Corporate customers within the sales sector, key decision makers within industry/sector, partners, telecom equipment vendors, integrators, Media, government bodies and agencies
Education Background & Experience:
- Degree in Business, Finance or other relevant field (or equivalent).
- Membership in related professional organizations
- Certifications accreditation in relevant areas
- Minimum of 3 years experience in consultative selling and relationship management preferably within multi-national companies
- Proven track record in selling high dollar value services; 3 or more years experience or equivalent
- Understanding of industry sector that the customer is in and associated strategies and business challenges.
- Identification and development of key partners and vendor relationships to maximize Orange Business Services’ ability to provide total integrated solutions to the customer.
Professional Knowledge:
- Knowledge in creating solutions for customers based on their business and IT initiatives rather than on a company’s product offering
- Understanding of the industry sector and key customers in that sector inclusive of related strategies and business challenges
Professional Skills:
- Proven track record in sales of quota achievement
- Partnering with software, hardware and consulting vendors, who have a multi-national customer base.
- Background in business consulting, process analysis design and improvement, and development of technology based business solutions
- Self-starter with experience and desire to acquire new business.
- Adept at prospecting, funnel management and closing business.
- Must be self driven, energetic, resourceful, creative, and possess strong leadership skills.
- Ability to project a strong, positive image of him/herself and the Company.
- Ability to build good customer relationships at all levels.
- Ability to deliver professional sales presentation, proposals and reports. High Proficiency in MS Word, Excel & PowerPoint.
- Must be a strong team player with a commitment to value-based leadership.
Work Conditions
- Field Work: 51-80%
- Professional tools used: Car/Mileage, Laptop, Handset
How to Apply
Use below link to apply for this job:
http://www.telkom.co.ke/careers/?option=com_neorecruit&task=offer_view&pg=1&id=91&Itemid=
