Reporting to: Chief
Business Market Officer
Range: R1L
Department: Business
Market
Role Purpose: She/he will be responsible for the management of an
aggressive multi-million dollar sales quota in a highly competitive environment
focused on New Customers with the objective of growing the customer base and
product footprint.Key Duties and Responsibilities
- Develop a Sales Strategy geared towards
increasing TKL enterprise market share in all the territories
- Develop and implement an executable Direct
sales strategy to meet or exceed sales and growth targets for the Business
Market Unit
- Develop indirect sales Channel and support
business partners to meet or exceed sales and growth targets for the
Business Market Unit
- Develop High Value customer acquisition
strategy through SMEs/SOHOs
- Lead the Sales & Business Development team
with the objective to increase the customer base
- Develop and build the capacity of a winning
sales organization capable of delivering business objectives
- Develops and implement business plans and
sales strategy for the market and ensures attainment of company sales
goals and profitability
- Understand and appreciate market trends,
competitors' movement and industry information so as to serve customers
better and grow market share.
Responsibilities/Managerial
activities
- Coordinate the work plans of a team of
assigned to various segments within the sector
- Provide sales leadership to the Sales team by
mentoring, motivating, encouraging, and delivering results; Responsible
for building and growing the sales team; Plan and direct staffing,
training, and performance evaluations to develop and control sales and
service programs.
- Create a comprehensive execution oriented
sales strategy.
- To realize the job descriptions for all new
jobs that will appear in his/her team
- To update the job descriptions for all the
jobs in his/ her team if there are any changes in the activity of the team
- Prepare budgets and approve budget
expenditures; Controls expenses to meet budget guidelines.
Academic / Professional
Qualifications
- Degree in Business, Finance or other relevant
field (or equivalent).
- Masters of Business Administration / IT
- Membership in related professional organizations
- Certifications accreditation in relevant areas
- 6 to 10 years’ experience in consultative
selling to, and relationship management of, large multi-national
corporations.
- Sales management experience.
- Influencer
- Professional Maturity
Key Competencies:
- Experienced in managing, developing and
motivating a sales team.
- Must be a strong team player with a commitment
to value-based leadership.
- Self-starter with experience and desire to
acquire new business.
- Adept at prospecting, funnel management and
closing business.
- Must be self-driven, energetic, resourceful,
creative, and possess strong leadership skills.
- Ability to project a strong, positive image of
him/herself and the Company.
- Ability to build good customer relationships
at all levels.
This position is opened to Kenyan
citizens only.
Position: Strategic Account Manager
Region: Nairobi
Reporting to: Head
of Strategic Accounts
Range: R2L
Department: Business Market
Role Purpose: He/she will oversee consultative selling and large account management through conceptualisation, planning, development and implementation of an end to end account management plan for a sustainable long-term business relationship growth between the selected Portfolio and Telkom Kenya.
Role Purpose: He/she will oversee consultative selling and large account management through conceptualisation, planning, development and implementation of an end to end account management plan for a sustainable long-term business relationship growth between the selected Portfolio and Telkom Kenya.
Key Duties and Responsibilities
- Accountable for overall account management,
account development and sales development to build and maintain strong,
long-lasting customer relationships with a view to maximize mutual value
- Be lead point of contact for all matters
specific to the customers within the defined strategic account portfolio
and develop a trusted advisor relationship with the customer.
- Meet and exceed sales targets by developing
long-term relationships within the targeted customers, demonstrate overall
revenue growth within his/her Target Market List and complement company’s
efforts in ensuring this revenue is profitable and translates to cash.
- Manage contract renewals and proposal
responses to RFPs & RFQs. Develop and deliver unsolicited renewal
proposals with clearly articulated value propositions to the customers.
- Manage and work with the expanded TKL team to
provide overall account strategy and direction regarding; opportunity
risk, assessing situations, making recommendations, and implementing
planned contingencies; in order to maintain customer satisfaction and
ensure the timely and successful delivery of our solutions according to
customer needs and objectives
- 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 long term
focus.
- Ensure accuracy and timeliness of reporting
in:
- Account Development Plans
- Sales pipeline, opportunity management &
contract management (MSA,SLA)
- Professional & Tailor made technical &
commercial proposals
- Minutes of customer meetings and service
review meetings
- All regular and ad hoc sales reports &
analysis
Academic / Professional
Qualifications
- 1st Degree in Business, Finance or other
relevant field.
- Minimum of 3 years’ experience in high dollar
value consultative selling and relationship management preferably within
major accounts
Professional Knowledge
- Strong Leadership and Stakeholder Management
Skills.
- Excellent skills in communication,
presentation, business reporting and competitive proposal writing and
negotiation.
- High End Sales Generation and Closing Ability.
- Ability to project a strong, positive image of
him/herself and the Company.
- Strong Organizational & Planning Skills
- Strong problem solving skills: ability to
solve customer issues, sometimes without seeing the actual problem first
hand.
- Strong financial skills by understanding the
costs to serve and its impact on the P&L.
Professional Skills:
- Ability to partner and use network
- Self- driven
- Customer-Centric
- Professionally Mature
- Energetic
- Creative
- Trustworthy
- Perseverance
- Diligent
- Visionary
- Honest
- Ethical
- Good Judgement
This position is opened 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 by latest 21st July 2015, please provide an updated Curriculum Vitae (CV) including details of your current telephone contacts and names of three referees.
Apply through
recruitment@orange-tkl.co.ke and quote the job title in the subject
field.
Only shortlisted candidates will be
contacted.