Strategic Sales Account Manager, Large Corporate at AirtelTigo

• The successful candidate will join as a Manager for Strategic Sales, Large Corporate, in the AirtelTigo Business Department. (S)He will report to the Sales Manager Large Corporate and will safeguard and grow revenue from allocated Large Corporate Accounts nationally through account planning, opportunity management and relationship building. (S)He will also meet annual targets for sales and revenues, profitability, and customer satisfaction

Key Responsibilities

• Provide account data to the Sales Manager for developing a sales plan and monitoring its implementation
• Develop close relationship with corporate brands to meet targets for profitability and revenues by selling AirtelTigo solutions.
• Develop contact strategies and account development plans (ADP) for each of the allocated accounts
• Develop a pipeline of prospects which are systematically qualified, managing the decisionmaking process within allocated accounts to ensure sales prospects are closed
• Exercise thought leadership within the Large Corporate market, demonstrating an understanding of the business strategies and communications dependencies of the customer; and presenting the compelling value proposition of AirtelTigo Business
• Identify sales training and development needs and manage skills enhancement for self
• Ensure integrated channel management, supported by appropriate systems such as CRM; use knowledge management to increase the professionalism of account management
• Full integration of quality management processes within all sales activities for the allocated accounts, ensuring effective deployment on a day-to-day basis
• Use relevant metrics and measures to routinely monitor progress against targets and take appropriate action to ensure targets are met or exceeded
• Ensure customers both existing and new have updated contracts and to ensure service renewal after the contract anniversary
• Ensure full compliance with telecommunications license provisions, sector regulations and competition laws in all engagement with customers
• Maintain effective working relationships with internal and external customers in AirtelTigo Ghana Head Office

Required Qualification and Experience

• Business studies degree in Marketing or Economics. MBA will be an added advantage
• Five (5) years’ experience of sales/account management in an enterprise solutions/business environment (preferably in Telecoms)
• Consultative-based selling skills
• At least 2 years driving experience

CORE COMPETENCES

• Contribute to the AirtelTigo Business sales strategy and decision-making processes, providing relevant inputs.
• Detailed understanding of the enterprise solutions needs of the commercial sectors –manufacturing, hospitality, Internet Service Providers etc.
• Ability to exercise "thought leadership" throughout AirtelTigo Business and commercial space.
• Self-motivated and self-starter, with the resilience to drive sales opportunities through to their final successful conclusion leveraging on excellent communication, presentation and negotiation skills
• A solid commercial understanding of how Enterprise Sales products can be applied to create commercial value in customers’ businesses
• Ability to effectively think and make accurate decisions with little or no supervision.
• Ability to lead and manage a virtual account team, motivating others to achieve targets.
• Analytical thinker who can plan/execute action to exploit sales opportunities.
• Utmost professional integrity

KEY KPIs

• Total revenue target
• Base revenue management
• Achieve acquisition target
• Customer satisfaction target