Enterprise Segments Manager
Management Service Consulting
MSC recruite pour le compte de son client:
Job Title: Enterprise Segments Manager
Organization: Telecom
Workplace: Kinshasa
Effective: 1
Deadline: August -20 -2021.
NB: Only selected candidates will be contracted for the next step,
Apply to this address: [email protected]
1.Job Information
Field
Detail
Job Title
Enterprise Segments Manager
Date of profiling
August , 20 -2021
Department and Location
Kinshasa
Incumbent Supervisor (Second Level)
Chief Business Officer
Incumbent Supervisor (First Level)
Enterprise Senior Sales Manager
Subordinate (1st Level)
KAMs/NAMs and Direct Sales Agents
Subordinates (2nd Level)
2.Performance Criteria
Main Purpose
To deliver the objectives by formulating strategies which will help deliver the revenue generation in the areas where service is available.Establishes organizational hierarchy and delegate limits of authority to subordinates in relation to operational issues. Maintain and grow sales and revenue from existing and new clients and secure profit contribution by managing a division, establishing and accomplishing business objectives. Assist the sales teams to meet and exceed their financial targets and to ensure customer satisfaction measurements are met.
1 - Key Performance AREA (Objective): Weight:25%
PLANNING& ACCOUNTABILITY
Key Performance INDICATORS
Performance Standards/Targets
1.1
Develop the business strategy into executable operational plans to ensure that the strategy is successfully implemented and establish monitoring mechanisms to ensure success
Annually
1.2
To provide leadership of the sales team, to recruit, develop, coach, mentor & retain individuals to ensure a motivated sales team to meet and exceed sales targets.
On-going
1.3
Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives.
Monthly
1.4
Develop areas of improvement across own business unit and interfaces with other business units to contribute towards a more streamlined business operation
On-going
1.5
Establish the necessary plan/s to ensure that the team meets agreed goals and objectives.
Quarterly
1.6
Develop an understanding of the department’s revenue contribution and or revenue influence to enable granular tracking of quarterly targets.
Quarterly
2 - Key Performance AREA (Objective): Weight: 20%
Management of Sales Segment
Key Performance INDICATORS
Performance Standards/Targets
2.1
Oversee day to day operations of enterprise sales segment
Daily
2.2
Holds weekly meetings (or as required) with the NAMs to review and track performance
Weekly
2.3
Lead team directly to understand the Customer’s business and the associated strategies, plans, competitive position and trading methods to create a partnering concept to build solutions.
On-going
2.4
Implement the set mitigatory measures when performance is falling behind, and tracks the effectiveness of these measures
On-going
2.5
Ensure detailed account plans for relevant sales segment to identify and manage the customer strategically and ensure long term profitable relationships for both parties.
On-going
2.6
Provide inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs.
Quarterly
3. Key Performance AREA (Objective): Weight: 20%
Implement and ensure Compliance to Sales Cadence
Key Performance INDICATORS
Performance Standards/Targets
3.1
Manage defined Sales Cadence including but not limited to Logging of opportunities and opportunity management, commitment of opportunities and management thereof to ensure accurate forecasting. Use Salesforce.com as the tool to ensure accurate qualification and forecasting of the account pipeline.
Weekly
3.2
Achieve the current defined ACV and TCV and revenue targets
Monthly
3.3
Maintain current revenue run-rate business within the established account portfolio.
Monthly
3.4
Review Group Policy matters and ensure they are carried out
Monthly
4. Key Performance AREA (Objective): Weight: 15%
%
People Management
Key Performance INDICATORS
Performance Standards/Targets
4.1
Display leadership skills and thus can motivate the team to achieve synergy
On-going
4.2
Drive the Performance Management process and ensure clear understanding within the Enterprise sales segment.
On-going
4.3
Embed Coaching management in the business by conducting coaching sessions and sourcing formal training if required.
Quarterly
5- Key Performance AREA (Objective): Weight: 20%
Management of internal and external stakeholders
Key Performance INDICATORS
Performance Standards/Targets
5.1
Monitor the management of SLA’s.
On-going
5.2
Focus business on Customer targeting (including industry verticals).
On-going
5.3
Effectively maintain the required multi-lateral relationships with customers thereby ensuring continued loyalty and support.
On-going
5.4
Establish resilient relationships at Senior Management level with our Strategic clients or decision makers
On-going
5.5
Leverage technology to manage and support the sales team and external partnering processes.
On-going
5.6
Establish strategic partnerships in the Industry.
On-going
5.7
Work closely with internal teams - technical, marketing, product management and other support teams to ensure close link between customer requirements and our ability to deliver excellent service.
On-going
3. Key Decisions and Accountability
Key Decisions:
Decides on strategic sales plan for the Enterprise segment with a view to retain and grow revenue within existing and new customers.
Decides on the tactical programs to pursue targeted goals and objectives
Decides on the best value proposition and market positioning
Accountable for:
Accountable for monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy for the relevant segment and business objectives
Accountable for planning, developing and implementing strategies for the relevant segment generating New Business and hence revenue for the company.
Accountable for leading team of KAMS and NAMS directly to understand the Customer’s business and the associated strategies, plans, competitive position and trading methods to create a partnering concept to build solutions.
5. Job Requirements
5.1Qualifications
Formal Qualifications Required
Essential / Desirable
Bachelor’s degree (Licence),
Essential
Relevant experience in Enterprise sales and track record of achievement
Essential
5.2Experience
Job Related Experience Required
Time Span
Essential / Desirable
5 years’ experience in sales management
5 years
Essential
Experience in sales management in the DRC telecommunications industry or
3 years
Essential
More than 3 years of relevant leadership and employee motivation experience
3 years
Essential
5.3Knowledge Areas
Job Related Knowledge Required
Essential / Desirable
Experience in strategic sales planning and execution.
Essential
Experience in developing and implementing new strategies and procedures
Essential
Proven track record in sales
Essential
Proven track record in managing a Sales Team
Essential
5.4Skills
Job Related Skills Required
Essential / Desirable
In-depth knowledge of the telecommunications industry.
Essential
Ability to identify key strategic initiatives and drive to closure.
Essential
Knowledge of contracting, negotiating and change management
Essential
Ability to develop financial plans and manage resources.
Essential
Ability to analyze and interpret financial data.
Essential
Ability to develop and deliver presentations.
Essential
Strong reporting skills
Essential
Professional written and verbal communication and interpersonal skills.
Essential
Willing to work under highly demanding and challenging conditions
Essential
Ability to motivate teams and simultaneously direct several projects.
Essential
5.5Span of control
Supervision / Coordination of People and Work
Current number of jobs
2
Number of people
5.6Memberships
Board/Professional Membership Required
Essential / Desirable
Member of recognised professional Institute Nationally
Desirable.
