Sales Relationship Manager at Safaricom Kenya

Brief Description

Reporting to the Sector Manager, the successful candidate will be responsible for managing Strategic Accounts (TML-Target Market List) within the Energy, Media, Technology and Security (EMST) vertical; to drive and achieve revenue targets through solution selling and segment propositions.

KEY ACCOUNTABILITIES

SALES ACQUISITION AND REVENUE GROWTH

• Individual contributor in sales role responsible for delivering set revenue target.
• Identify growth prospects (New/Up-sell/Cross-Sell) within the TML;
• Drive identification and adoption of relevant segment propositions;
• Device strategic plans for Relationship penetration and ensure implementation of tactical plans including opportunity pipeline management;
• Proactive Relationship performance management and tracking;
• Position new Solution offerings and acquire Sales within EMST TML; through acquisition and penetration;
• Provide thought leadership and Insights from customer engagements within the EMST Vertical.

RELATIONSHIP & BASELINE RETENTION

• Develop and execute customer ring fencing strategies in EMST Vertical;
• Stimulate existing prepositions within EMST Vertical;
• Develop strong relationships at CXO level in government and wider Buying Centers to understand mid-to-long term EMST objectives;
• Churn Management in EMST Vertical;
• Contract Management: Follow up on all existing contracts & renewal;
• Provide insight into the refinement of customer journey processes;
• Timely response to customer correspondence (not later than 24 Hrs.);
• Flag potential escalations timeously.

SALES ACCOUNT DEVELOPMENT PLANNING

• Formulate and manage customer relationship through up-to-date Account Development Plans, opportunity road maps, pipeline management and the entire sales cycle plan;
• Leverage company assets (events & activities) to nature relationship with key stakeholders (CXO & Buying Centre).

REPORTING

• Manage reporting cycles (daily, weekly, and monthly).
• Strict adherence on use of CRM (SFA) systems for progressing customer orders and reporting.
• Timely circulation of customer meeting minutes (Not later than 24 Hrs.)

NPS - Manage customer relationships to drive Net Promoter Score by:

• Maintaining strong and deep relationships with accounts under direct management;
• Follow through on all customer issues until closure;
• Maintaining communication with the customer throughout the entire customer journey.
• Embrace the SAFARICOM WAY - SPEED, SIMPLICITY, and TRUST

Job Requirements

• Degree in Commerce/ ICT or a business related;
• Work experience of 4-5 years managing enterprise customers in a B2G or B2B environment, preferably in an ISP;
• Knowledge/ Work experience in ICT working with Energy, Media, and Technology firms will be an added advantage;
• Strong relationship building skills, preferably from a major blue chip company;
• Ability to deliver results and meet and surpass targets;
• New business development skills.
• Be commercially savvy with a deep understanding and demonstration of solution selling.

Closing date: 20 May 2022