Management Service Consulting recruit pour le compte de son client le poste ci-dessus:
Titre du poste : KEY ACCOUNT MANAGER (SALES ENTERPRISE)
Type d’entreprise : Telecom
Lieu de prestation :Kinshasa
Type de contrat : CDI
Effectif à recruter : 3
Date limite : le 25 Avril 2021
Job Information
Field
Detail
Job Title
Key Account Manager (KAM)
Date of profiling
Grade
Job Analysts
Organisation
Telecom
Division
Department
Enterprise Business Unit
Location
RDC
Dotted Line Reporting (Guidelines and Frameworks/functional advisory - does not set Decisions)
Incumbent Supervisor (Second Level)
Enterprise Senior Sales Manager
Incumbent Supervisor (First Level)
Enterprise Segment Manager
Subordinates (1st Level)
None
Subordinates (2nd Level)
None
Dotted Line Subordinates
Performance Criteria
Main Purpose
The Account Manager serves as the primary business contact for the client and is responsible for the following key result areas including but not limited to client acquisition through sales, revenue generation based on prescribed budgets for each platform. Client retention through client services, customer relationship management and query resolutions for new and repeat business. Marketing functions such as exhibitions and expos as assigned by the Chief Business Officer (CBO) in charge of Enterprise Sales. Report preparation as assigned by CBO. Any other duties as prescribed by the CBO.
1 – SALES STRATEGY AND PLANNING: Weight: 10 %
Key Performance INDICATORS
Performance Standards/Targets
1.2
Contribute towards sales strategies and implement on major clients
Weekly and Monthly reports
1.3
Analysing business developments and monitoring market trends in relation to major customer requirements
Weekly and Monthly reports
1.4
Prepare sales action plans and schedules
Sales Plan
1.5
Track all sales activities within one`s sector/portfolio
Portfolio Analysis reports
1.6
Prepare and make reports on market analysis, competitor analysis and market trends
Market Analysis reports
1.7
Ensure thorough knowledge on competitor activity and keeping abreast of issues affecting internet companies and the Telecommunications industry thus developing strategies to protect Telecom market position.
Market Analysis reports
1.8
Communicate product marketing strategy using market requirements, business cases, pricing models and technology assessments
Sales Plan
1.9
Plan, coordinate, implement and evaluate advertising and promotion programs in line with the LT Group marketing strategy
Total Contract Value
1.10
Co-ordinate local marketing campaigns with sales activities and continuously align with Group marketing strategy
Event Reports
2 - ACQUIRING NEW BUSINESS: Weight: 80%
Key Performance INDICATORS
Performance Standards/Targets
2.1
Expanding sales in existing accounts key accounts by introducing additional solutions and services
Sales Performance Reports
2.2
Performing opportunity assessment to determine key customers’ needs and to identify additional growth opportunities
Sales Performance Reports
2.3
Responsible for prospecting through identification of potential expansion sales and cross-selling up-sell opportunities
Sales Performance Reports
2.4
Ensure the business meets its current and future business objectives in line with the CBO targets.
Sales Performance Reports
2.5
Develop new business relationships, generate, and negotiate new income for Organization toward meeting an agreed annual target
Sales Performance Reports
2.6
Presenting to organization potential clients through direct communication in face to face meetings, telephone calls, e-mails and/or presentations
Sales Performance Reports
2.7
Close new business deals by coordinating requirements; developing and negotiating orders, integrating client requirements with business operations
Sales Performance Reports
2.8
Update sales database with relevant client information to ensure a clear flow of information within the Commercial department
Customer Database
2.9
Sustain rapport with clients by making periodic visits; exploring specific needs; anticipating new opportunities.
Sales Performance Reports
3 – MARKET REVIEW: Weight: 5 %
Key Performance Indicators
Performance Standards/Targets
3.1
Keep constant watch on competitors and overall ensure products meet market requirements and advise the CBO of any identified threats and opportunities
Market Analysis reports
3.2
Come up with proposals/Recommendations for sales strategy
Market Analysis reports
3.3
Determine customer needs and prepare proposals to sell services that address those needs.
Sales Performance Reports
4 – PRODUCT DEVELOPMENT: Weight: 2.5 %
Key Performance Indicators
Performance Standards/Targets
4.1
Research on necessary information for development of new products i.e. research on market participants, socio-economic and competitive trends
Market Analysis reports
4.2
Research on new products and technological trends in general and assessing the impact of these trends on Telecom’s position
Market Analysis reports
4.3
Drive internal processes and implementation of defined new product strategy, roadmap, and priorities to ensure client retention and acquisition.
Sales Performance Reports
5 – CUSTOMER SERVICE AND PUBLIC RELATION: Weight: 2.5 %
Key Performance Indicators
Performance Standards/Targets
Promptly communicate and escalate with appropriate technical resources to attend to any customer queries requiring technical attention
Customer Complaints Register
Promoting the image of the company
Customer Complaints Register
Confer with legal requirements to resolve problems such as copyright infringement and royalty sharing with outside producers and distributors.
Responsible for servicing existing clients, resolve customer complaints regarding sales and services
Customer Complaints Register
Monitor customer preferences to determine focus of sales efforts
Market Analysis reports
Develop and maintain a customer database as well as source and develop client referrals
Customer Database
Develop and make presentations of company products and services to current and potential clients
Sales Performance Reports
Promptly respond to sales inquiries and concerns by phone, electronically or in person
Customer Complaints Register
Maintain a consolidated customer prospect list for all /services which reflect agreed prospect revenue
Sales Force reports
Key Decisions:
Decides on the best and optimum solution which will fit the customer requirement.
Accountable for:
New business acquisition
Updating Sales Information in the System
Sales Pipeline
Job Requirements
Qualifications
Formal Qualifications Required
Essential / Desirable
Bachelor (Licence) Degree in Business Administrative Sciences, Marketing or equivalent
Essential
Driver’s License
Desirable
Experience
Role Related Experience Required
Minimum Years’ Experience
Essential / Desirable
Sales professional with extensive market and product knowledge
3 Years
Essential
Experience in the same role with a Telco or ISP
Desirable
Knowledge Areas
Role Related Knowledge Required
Essential / Desirable
Good knowledge of Products and services
Essential
Sales related systems
Essential
Skills/Competencies
Role Related Skills/Competencies Required
Essential / Desirable
Requires excellent analytical problem-solving skills
Excellent communication and organizational skills
A high degree of independent decision making and autonomous function.
Supervisory Control
Supervision Received
Weekly, monthly by the CBO, the Senior Sales Manager in Enterprise, and/ or the Regional Sales Manager (KATANGA)
Supervision Given
N/A
Key Contacts
Internal
Coordination of People and Work
Finance Department
Technical Department
External (Outsourced/Partners)
Coordination of People and Work
Customers
Contractors
Board and Professional Memberships
Board/Professional Membership Required
Essential / Desirable
N/A
N.B.:- Seuls les candidats retenus pour la prochaine étape seront contactés.
Postulez en envoyant le CV à l’ adresse suivante: [email protected] - Veuillez noter qu’il est obligatoire d’indiquer l’intitulé du poste et la ville dans l’objet du message.
