Position: Senior Key Account Manager
Reporting to: Head of Public Sector
Range: R2L
Department: Business Market
Key Duties and Responsibilities.
·
Meet and exceed sales targets by
developing relationships within targeted customers. Engage with customers at
the Executive level to understand their overall strategy and key business
drivers; strive to develop a roadmap with the customer that facilitates
progression towards the expansion of Orange services
·
Develop multi-level and
multi-functional relationships (CEO, CFO, CIO and Business Unit Leaders) to
drive solutions that are innovative and provide value / benefit relative to the
customer’s respective business needs; deepen and widen relationships with a
longer term focus
·
Understanding customer’s deployment
plans and identifying strategic plans for success of the customer and
profitability of Telkom Kenya. Understand the customer's business and IT
strategy; map these requirements to industry trends, as well as with existing
customer requirements where Orange solutions provide value.
·
Responsible for overall account
management, account development, relationship and sales development. Working
with the expanded team provide overall account strategy and direction; program
risk, assessing situations, making recommendations, and implementing planned
contingencies, when necessary
·
Serve as customer advocate,
accountable for escalation and proper customer positioning on all issues
pertaining to customer satisfaction with the authority of representation across
organizational and departmental boundaries; Identifying and managing Sell
multiple products and services into those accounts
·
Ensure maximum customer exposure and
response to business development requirements through a proactive approach of
periodic reviews with key contacts within the organization. As required provide
concise and professional presentations to customer and Orange Business
Services management
·
Ensure that all account plans,
organizational charts, and related documentation at both the executive summary
level and line management detail level are kept current. Providing critical
communication links to the customer, business units, necessary functional
organizations, executive and senior managers
·
Provide overall management of
critical Target Market List, information relative to the customers including
legal, product pricing, commercial management relative to contract agreements,
price books, pricing tools, one-off deal specific bids, etc. and ensure that
the customer contract is kept up-to-date.
Ensure accuracy and timeliness of
reporting in:
·
Sales pipeline management &
opportunity management
·
All regular and ad hoc sales reports
& analysis
Academic / Professional
Qualifications
·
Degree in Business/Finance, or other
relevant field (or equivalent).
·
Minimum of 3 years experience in
consultative selling and relationship management preferably within
multi-national companies
·
Membership in related professional
organizations
·
Certifications accreditation in
relevant areas
·
Proven track record in selling high
dollar value services; 3 or more years experience or equivalent
Key Competencies:
·
Proven track record in sales of quota
achievement
·
Partnering with software, hardware
and consulting vendors, who have a multi-national customer base.
·
Background in business consulting,
process analysis design and improvement, and development of technology based
business solutions
·
Self-starter with experience and
desire to acquire new business.
·
Ability to build good customer
relationships at all levels.
This position is opened to Kenyan
citizens only.
Position: Segment Product Manager - SME & Counties
Reporting to: Head of B2B Marketing
Range: R2L
Department: B2B Marketing
Role Purpose: The
Segment Product Manager is a critical role in the B2B Marketing unit
responsible for developing and managing marketing strategies for the SME &
County sectors.
The SME & County sectors are high
growth sectors of the B2B market. He/She manages the voice and data product
portfolio dedicated to SME & County customers.
This encompasses: management of the
full product life cycle from development to pruning; launch of product
improvement or new product lines; Products’ P&L optimization and the
product dashboard publication.
Key Duties and Responsibilities.
Responsibilities/Execution activities
Segment-specific Roles
·
Shape the sector marketing strategy
and execute on product strategies to grow the Orange market-share in the SME
& County sectors.
·
Responsible for alignment of products
and roadmaps to the requirements of the SME & County sectors
Innovation & Product Development
·
Innovation: Continuously develop
innovative products & services that meet market needs
·
Positioning & design: Analyze
market and competitive insight as a basis for the positioning and design of a
highly competitive product portfolio.
Go to Market
·
FUT: Manage internal and external
FUTs for new products;
·
Training: Perform sales and customer
service training (train the trainer)
Product Life Cycle
·
Post Launch: Following the launch,
monitor product performance in terms of uptake, usage, and customer
satisfaction and make changes as necessary
·
Customer Life Cycle: Prepare plans
and manage the life cycle of products and services.
Product Knowledge
·
Training: Train the business
developers, sales, operations and customer care teams on products and services.
Follow up the knowledge, appraise regularly the sales people, propose action
plan to improve their level of product knowledge
Market & Business Intelligence
·
Business: Analyze all feedback
received from all customer touch points to create intelligence for innovation
and product evolution
·
Business: Build and safeguard all
internal information relating to products and innovation including the
company’s process assets, business intelligence and research work.
Loyalty & Retention
·
Loyalty: Launch incentives and
loyalty programs related to the assigned portfolios;
·
Proactive mitigations: Analyze
proactively the potential churners and develop strategies to mitigate potential
churn. Prepare a list of dormant or inactive customers to be called proactively
by the retention team
TTM & Project Management
·
TTM: Consistently manage the TTM
roadmap through adherence to TTM governance and processes to ensure competitive
products are developed and launched on time. Ensure that the T4 (PEK) for every
product is done as per the annual TTM roadmap. Manage T5 per product every
quarter
·
Projects: Overall project manager for
cross functional projects within product area
·
Product Specs: Develop, maintain and
control specifications for new products and services taking customer concerns,
business processes, organization, cost and vendor product limitations into
account.
Academic/ Professional Qualifications
·
Degree in Marketing, IT, Engineering
or Business management.
·
Good knowledge of telecom industry
with good understanding of SME & County market
·
Excellent command of project
management including product specification, and IT developments
Key Competencies:
·
Team player & result oriented
·
Customer oriented
·
Ability to work in transversal
organization to deliver results to the team
·
Excellent analytical and
specification skills
·
Excellent organization skills with
strong attention to detail
This position is open to Kenyan
citizens only.
If you fit the required profile,
please apply highlighting how your qualifications, experience and career
aspirations match the requirements for this position.
Application should be sent latest by
31st July 2014, please provide an updated Curriculum Vitae (CV) including
details of your current telephone contacts and names of three referees.
Apply through www.orange-tkl.co.ke
Only shortlisted candidates will be
contacted.