Reference Number: 8134/CK/AC/CSAM/0312/MIDRAND
Job Title: Converged Strategic Account Manager
Location: Midrand
Job Level: 4 (lower)
Reports To: Manager: Converged Strategic Accounts
No. of Positions Available: 1
Response Deadline: 23/4/2012
Objectives:
To maintain the relationship with clients and marketing activities.
Key Outputs:
Account Management:
Ensure that leads planning and implementation of account strategy via account plans is implemented and reviewed quarterly against performance
Adhere to Call Cycles in line with business objectives
Develop a healthy pipeline in line with performance target
Schedule regular meeting with new and existing customers
Achieve or exceed monthly sales targets
Adheres to processes and procedures
Adheres to issues of Governance as per policy
Provide input into marketing plan that will stimulate Sales
Identify business opportunities on an ongoing basis
Manage Tender processes internally
Ensure that the team defends and grow accounts locally.
Provide competitive intelligence locally and engagement with local influencers and decision makers
Identify organisational structure of customers, map to the Vodacom sales and retention organisation and develop appropriate hierarchical networks (CEO to CEO)
Ensures virtual teams work collaboratively with all other functions within Vodacom to drive Vodacom’s agenda to secure and acquire business
Assess customer and market trends and provide timely and accurate revenue forecasting
Relationship Management:
Create and manage relationships at multiple touch-points within a customer’s organisation e.g. at CIO, IT Manager, CFO, Director, CEO etc.
Influences decision makers at all levels by demonstrating an understanding of their motives and requirements, both personally and operationally
Co-ordinate a web of contacts and touch points within a customer, thereby seeking to create a long term partnership between the customer and Vodacom
Secure, manage and deepen the Vodacom customer relationship with the long term focus of expanding the overall footprint/ penetration and introduction of innovative products and services
Acquisitions:
Identify and pursue sales opportunities and leads which may come from meetings, clients, etc
Achieve prescribed sales targets
Negotiate profitable contracts for Vodacom
Evaluates performance, risks in nominated accounts and revises plans where appropriate
Retentions:
Negotiate agreements, renewals, terms of airtime agreement, retention proposals etc.
Manage churn and upgrades as per prescribed targets
Drive accelerated revenue growth by identifying potential markets for new and existing products and services in accounts
Competencies:
Job Knowledge
Knowledge of how to conduct oneself in the Sales environment
General and financial management
Strategy definition and tactical execution
Clear understanding of the Converged Communications Industry
Understanding of distribution models and the impact of having a direct and indirect distribution strategy
Knowledge of Competitors Landscape within ICT and their ‘go to market’ strategies
High level understanding of the regulatory issues with regard to the converged communications segment and competitions issues
Understanding of market segmentation and the requirements of these different segments related to the converged communications requirements
Skills
Analytical skills
Interpersonal Skills
Business Presentation Skills
Strong verbal and written communication skills
Negotiation skills.
Customer Focus
Strategic Planning
Problem Solving and analysis.
Persuasiveness
Business awareness
Relationship Building
Competencies
Working with People
Analysing
Planning and Organising
Adhering to Principles and Values
Persuading and Influencing
Delivering Results and Meeting Customer Expectations
Coping with Pressures and Setbacks
Achieving Personal Work Goals and Objectives
Requirements:
Matric / Grade 12 essential plus,
A minimum of 8 years experience in Account Management /Business Development of which 2 years should be in Converged / ISP sales and selling Technology Solutions essential
OR
A 3 year Degree/ Diploma in Commerce essential plus,
A minimum of 5- 8 years experience in Account Management/ Business Development of which 2 years should be in Converged / ISP sales and selling Technology Solutions (essential)
Employment Equity:
The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply.
Apply to:
http://www.vc.drm-za.com/
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