Orange Telkom Kenya Jobs

Position: Senior Key Account Manager

Reporting to: Head of Public Sector

Range: R2L

Department: Business Market

Role Purpose: He/she will oversee the conceptualisation, planning, development and implementation of Account Management within the Sales Sector. 

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.