MTN Cameroon Job advert: Senior Representative – Account Management CorporateÀ 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
Governance
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
Escalations
- 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
Performance
- 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
Reporting
- 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,)
Experience:
- 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
Trainings:
- 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
Knowledge:
- 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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