National
Account Manager
Role
Profile
To
acquire new customers,primarily within a target base of national in-country
customers operating both nationally (in-country) regionally (pan-Africa) and
globally.
The primary objective of the role is to increase revenue by securing contracted incremental business whilst delivering a world class level of customer relationship management through a solution sale based approach.
The primary objective of the role is to increase revenue by securing contracted incremental business whilst delivering a world class level of customer relationship management through a solution sale based approach.
In summary the key company interface responsible for establishing strong one to one long term relationships with key decision makers / influencers up to C Level within the customer that result in the winning of new incremental revenue.
Identify and pursue sales opportunities and leads which may come from meetings, clients, other sales force, vendors and others.
Key Activities
- Identify
and pursue sales opportunities and leads which may come from meetings,
clients, other sales force, vendors and others.
- Where
relevant support the allocated global / regional account manager with
their global acquisition strategy and leverage global deals to win
locally, including sign off of a local account plan aligned to the global
account plan.
- Ensure
all contracted revenue streams from won opportunities are being accounted
for in all allocated accounts.
- At
any time after the probationary period have a total qualified pipeline
value of open opportunities greater than 5 X TCV target.
- Maintain
allocated pipeline product and country mix to reflect the strategic aims
of the business aligned to specified objectives.
- Maintain
company CRM tool in an up to date state with all required data at all
times such as customer contacts, account plans, customer landscape e.g.
wallet share and diary events.
- Ensure
customer satisfaction scores are constantly improving by measurement
through approved organisational policy and tools.
- Compliance
to all company policies at all times.
- Deliver
an agreed minimum incremental total contract value (TCV) of business per
annum or pro-rata if starting mid-year.
Previous
Work Experience
- 5+
years’ working for a blue chip company in a sales, commercial or marketing
role.
- 3+
years’ successful working in a solution experience sales quot a bearing
role within a blue chip company.
- 2+
years’ interacting experience at strategic CxO level within a blue chip
organisations as part of the decision making process.
Academic
and Professional Qualifications
- Degree
level education, MBA preferred or substituted for by broad experience in
similar roles.
- Preferred
membership of recognised professional institution within the sales and
marketing eco-system.
Tertiary
Qualifications and Experience
- Demonstrate
an understanding of key financial metrics such as ROI and demonstrate a
capability to use these as key selling tools.
- Demonstrate
experience in identifying up-selling sales opportunities which increase
product penetration within the customer.
- Demonstrate
an understanding of and an ability to manage the opportunity lifecycle
from discovery to generation of proposal and subsequent closure and
implementation.
- Demonstrate
high level of competence with Microsoft PowerPoint, Excel, Outlook and
Word.
- Demonstrate
an ability to understand and effectively use internal process management
tools.
- Demonstrate
the introduction of new innovative concepts to key decision makers within
the customer through relationship and stakeholder management of the CxO
level within the customer organisation.
Personal
- Demonstrate
the highest levels of professional integrity and appearance at all times.
- Demonstrate
the highest levels of communication skills used to converse professionally
and with empathy at all levels within the customer organisation having a
strong emphasis on owning and solving customer issues whilst building
excellent rapport internally and externally to ensure the customer
experience is maximised.
- Demonstrate
an ability to work independently and remotely whilst communicating
effectively with all internal stakeholders requiring minimal
supervision within a matrix based organisation.
- Demonstrate
an ability to drive performance through cross functional teams in a
non-hierarchical manner within a matrix based organisation.
- Be
able to deliver high level referees that are willing and able to provide
personal and professional references.