Role Purpose
To ensure that a clear and consistent enterprise account management strategy is in place and that a team of individuals is developed with a view to create a clear focus for the enterprise segment and ensure that the account portfolio management exceeds guidelines for each account.
Role Requirement
Essence of the role/Key
Accountabilities Key Activities / Decision Areas
Sales Operations
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To retain existing accounts as well as leverage off existing corporate customers who have a need for enterprise mobile and converged solutions.
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To map the process within the corporate accounts including: the sales and support process, IT, procurement etc.
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To analyse revenue performance by account and customer segment on an ongoing basis.
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To create, develop and maintain a support structure for VGE accounts.
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To negotiate pricing, loyalty and financial offerings to selected accounts
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To provide input into commercial negotiations for purposes of concluding master agreements.
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To ensure consistency of National Account Strategy implementation.
Channel Development and Sales Revenue Growth
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To focus on increasing net sales revenue per portfolio. The revenue objective will be based on the total revenue per account which will be increased by providing mobility solutions and by increasing the number of product/ service sold.
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To target product and services correctly as per preset customer segmentation models in order to achieve the desired increase in revenue and sales volumes.
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To research customer commercial offerings and the competitive situation in order to assist in the development of strong marketing initiatives that differentiates Vodacom and ensures that our leadership position is maintained.
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To evaluate product offerings and test the ability of a product/service and solutions in order to ensure that there are market opportunities.
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To implement strategies to educate and stimulate usage of product/services and solutions in corporate accounts.
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To drive the continuous development of enterprise account plans.
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To ensure that the regional performance for the direct channel is managed as Key Performance measures.
Stakeholder & relationship management
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To establish relationships with key personnel within selected corporate accounts with regards to the input of the marketing of new products and understanding their needs.
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To ensure that priority is placed on expanding the level of contacts within a customer segment.
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To manage relationships with the product development team in order to ensure that a good understanding of products for introduction into the strategic accounts is maintained.
People Management
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Develop and Manage the team of Sales Professionals
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Embed, maintain VWOS within the teams.
Job Specific Requirements
Competencies (Knowledge, skills and attributes)
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Planning and Organising skills
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Analytical skills
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Public speaking / presentation skills
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Strong customer focus
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Management skills (to manage a team of sales professionals, relationship and account managers)
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Problem solving skills
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Stress and Pressure management skills
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Understanding of the Tanzanian/East African telecommunication landscape
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Understanding of Companies customer requirements
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Team dynamics
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Understanding of Tanzanian/East African business landscape
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Understanding of the Value Chain Analysis with regards to various customer businesses.
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Understanding of technical concepts and the ability to communicate it as viable appealing market offerings
Qualifications
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A relevant 3 year Bachelor degree (NQF level 6) or any other equivalent Tertiary qualification - essential
Experience
• Minimum 8 - 10 years relevant experience - essential
• A minimum of 4 years proven experience in Senior Management - essential.
• Working experience in the telecoms environment (advantageous)