Position: Head of Enterprise
Marketing
Reporting
to: Managing Director - Enterprise
Range: R1L
Department:
Enterprise Division
Role Purpose: Responsible for managing the marketing requirements of Telkom Kenya business segment, he / she will work with TKL Enterprise team and other cross functional teams in developing and executing clear and effective marketing plans, strategies and guidelines to address business market segments.
Role Purpose: Responsible for managing the marketing requirements of Telkom Kenya business segment, he / she will work with TKL Enterprise team and other cross functional teams in developing and executing clear and effective marketing plans, strategies and guidelines to address business market segments.
- Own
and drive market segmentation and sizing activities aimed at establishing
business potential and ensuring effective targeting and positioning in the
four key business market segments
- Define
product positioning, pricing and tariff structures, as well as launch key
offers, services, & promotions to drive uptake.
- Support
the promotional and branding requirements for the business including
product brochures and catalogues, sales toolkits and folders, point of
sale materials, marketing campaigns, merchandize requirements and customer
events, working with the relevant teams.
- Responsible
for monitoring competitor activity, market and industry trends and
evolving customer needs to inform our strategic and competitive response.
Support with marketing drives and initiatives aimed at extracting more
revenues from our customers.
- Own
and updates the Business Segment marketing score card, which analyses all
the drivers to local revenues.
- Manage
and close monitoring of churn across all segments and developing retention
initiatives specific each segment.
- Shares
market and consumer research information with Sales, SME & Corporate
sales to enable the function to focus its business development activities
and benefit from all available business building opportunities
Academic
/ Professional Qualifications
- Bachelor’s
Degree in Business or equivalent
- Minimum
of 5 -8 years’ experience
- Minimum
of 4 years’ experience in sales/marketing or related industry
- Knowledge
of the Telco Industry & good understanding of enterprise services and
solutions
Key
Competencies:
- Excellent
skills in sales presentation, competitive proposal writing and business
reporting
- Marketing
management
- Product
management
- Commercial
skills with strong ability to build business cases
- Project
management
- Marketing
communications
- Brand
management
- Strong
coaching skills and leadership skills
- Results
oriented
- Analytical
and problems solving skills
- Networking
and inter-personal skills
- Consulting,
Facilitation and Selling skills
Position: Sector Manager
Reporting
to: Head
of Corporate Sector
Range: R2U
Department:
Enterprise Division
Role Purpose: He/ She will be required to define and execute growth oriented sector specific sales and retention strategies across assigned vertical markets.
Role Purpose: He/ She will be required to define and execute growth oriented sector specific sales and retention strategies across assigned vertical markets.
He/ She will provide leadership to the sales team with the
objective of increasing business opportunities and generating revenues from Key
Corporate customers.
Duties
and Responsibilities
- Sector
Operational Plan: Develop and implement long-range sales and retention
operational plans, objectives, tactics and pull-through programs to
maximize results.
- Sales
& Retention Initiatives: Evaluate and implement appropriate sales and
retention initiatives, recommending enhancements to improve win ratios and
revenue growth within the sector.
- Performance
Management: Ensure that the team is able to meet and exceed new sales,
renewals, retention, collections, and customer engagement targets.
- Training
& Development: ensure the right training and development is availed to
the assigned team to equip the customer relationship managers with the
right skills for top performance.
- External
/ Customer Engagement: Develop multi-level and multi-functional
relationships to drive solutions that are innovative and provide value /
benefit relative to the customer’s respective business needs.
- Enterprise
Service Reviews: Ensure that all assigned enterprise customers are
constantly engaged with formal service review meetings by the Customer
Relationship Managers as well as regular planned or ad-hoc customer visits
by the Sector Manager.
- Account
Development: Ensure overall account management to build and maintain
strong, long-lasting customer relationships with a view to maximize the
lifetime value of the customer.
- Key
Contact Person: Be the lead point of contact for all matters specific to
the customers within the defined account portfolio and develop a trusted
advisor relationship with the customers.
- New
Sales Opportunities: Meet and exceed sales targets by developing long-term
relationships within the targeted customers and identifying upselling and
cross-selling opportunities within existing accounts.
- Cash
& Collections: Complement company’s efforts in ensuring that new sales
are delivered, billed and translate to cash.
- Contract
Renewals: Manage contract renewals and proposal responses to RFPs &
RFQs. Develop and deliver unsolicited renewal proposals with clearly
articulated value propositions to the customers.
Academic
/ Professional Qualifications
- Bachelor’s
Degree in Business, Finance or other relevant field (or equivalent)
- Minimum
of 5 years’ experience in high dollar value consultative selling and
relationship management preferably within major accounts
Key
Competencies:
- Strong
Leadership and Internal Stakeholder Management Skills
- Excellent
in communication, presentation, business reporting, competitive proposal
writing and negotiation skills
- High
end sales generation and closing ability
- Strong
Organizational & Planning Skills
- Strong
problem solving & team management skills
- Strong
financial skills by understanding the costs to serve and its impact on the
Profit & Loss (P&L).
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 12th September 2016, please provide an updated Curriculum Vitae (CV) including details of your current telephone contacts and names of three referees.
Application should be sent by latest 12th September 2016, please provide an updated Curriculum Vitae (CV) including details of your current telephone contacts and names of three referees.
Apply
through recruitment@telkomkenya.co.ke and quote the job title in the subject
field.
Only
shortlisted candidates will be contacted
