Reference Number: VGE/AM/BusAccMngr/RT/SA
Job Title: Business Account Manager (VGE)
Location: Midrand, South Africa
Job Level: 4 (Lower)
Reports To: Regional Sales Manager (Regions = Europe/Asia/Africa)
No. of Positions Available: 1
Response Deadline: 19/6/2012
Objectives: ROLE PURPOSE:
To own the relationship and provide telephone account management for assigned accounts within nominated region of Vodafone Global Enterprise, (VGE). Accountable of delivering profitable revenue growth, generating new sales opportunities, converting sales opportunity pipeline, and monitoring monthly spend per customer to achieve all revenue and Total Contract Value (TCV) Targets.
Ensure adherence to VGE commercial governance and obtain all the required approvals through VGE Commercial team. Maintain excellent customer service; and achieve Net Promoter Score (NPS) objectives ensuring Vodafone is seen as partner of choice for all Fixed and Mobility solutions.
ESSENCE OF ROLE – Key Accountabilities:
Impact on the business
Responsible for managing account portfolio of up to 40 accounts
Work with relevant VGE resources to agree sales strategy and responsibilities within each account.
To proactively maintain contact with all customer contacts on a regular basis.
Ensure sales and Net Promoter Score (NPS) targets are achieved
Create new business opportunities & broker meetings with through outbound telesales activity
Customers, supplier and third parties
Work together with VGE stakeholders to ensure account strategies are followed
To identify and qualify up-selling sales opportunities to increase growth and revenue on customer accounts.
Works collaboratively to provide direction on the service relationship for nominated accounts
Understands the customer business requirements relating to their Telephony and IT suite
Analyses statistical data related to clients business and their industry to identify market trends for global mobile products and services focusing on contract retention and revenue growth
Evaluates customer preferences, pricing, product terms and conditions to ensure that client requirements are met;
Leadership and teamwork
Develop account plans for assigned accounts and determine plans to increase revenue and product penetration
Work together with the NAMs to create and maintain Accounts Plans for assigned accounts.
Ensure account plans are updated and action plans are being executed by account team
Monitors and responds to NPS scoring to enhance customer relations
Innovation and change
Inputs to decisions on new propositions, product mix and services for customers
Stays industry aware and Influences and collaborates on Global Marketing product development strategy for nominated accounts specific propositions and pricing
Oversees new product, services and mobile solutions into account. Works in partnership with Customer fulfilment and pre and post sales areas to ensure seamless introduction of new product services and solutions to accounts
Inputs to decisions on new propositions, product mix and services for customers
Knowledge and experience
Maintain expertise of internal processes/procedures and systems (Sales Force.com, SQT) for resigns, new business acquisitions, and managing the progress of proposals/quotes through VGE commercial processes to contract execution
Possess skills and ability to manage own time to ensure market and product knowledge is up to date
Work within given policies and processes of VGE functional and regional teams.
Work with relevant GAMs, RAMs and NAM’s across the customer’s geographical footprint as required to agree sales strategy and responsibilities within multi level selling accounts.
Communication
Operate with the highest levels of communication skills, converse professionally and with empathy with an emphasis on owning and solving customer issues whilst building excellent rapport to ensure the customer experience is maximised.
Timely Updates of all relevant systems for managing opportunities and contracted services
Be able to operate within the customer organisation with the highest levels of communication skills, converse professionally and with empathy with an emphasis on owning and solving customer issues whilst building excellent rapport to ensure the customer experience is maximised.
Have an understanding of WCS and C-level selling
Competencies: Skills:
Possesses advanced techniques for assessing future potential of accounts through advanced Solution Selling
Possesses excellent objection handling techniques when dealing with issues or barriers from customers
Knowledge:
Telecommunications industry
Return on investment (ROI)
Risk Management
Strategic Selling
Knowledge of techniques for seizing long-term opportunities to entangle the customer with a complex mix of products and services across their business
Requirements: Qualifications:
Matric / Grade 12 or SAQA accredited equivalent* (essential)
3 year Degree/ Diploma in Commerce (Essential)
A minimum of 5 – 8 years’ experience in Account Management / Business Development of which 1 year should be in Strategic Selling in the Telecommunications industry (Essential)
Other: A joint recruitment process guided by Vodafone Global Enterprise (VGE) will take place.
*Please note that the onus lies with the candidate to provide Vodacom with substantial evidence to prove that his/her qualification is equivalent to the required NQF (National Qualifications Framework) level for the specific position.
Incomplete applications/CV’s will not be considered.
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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