urgent

Global Account Manager – Telecommunications

Full time Express Fourways in IT , in Sales & Marketing , in Telecommunications
  • Post Date : September 3, 2021
  • Apply Before : September 30, 2021
  • Salary: R49,000.00 - R85,000.00 / Monthly
  • 2 Application(s)
  • View(s) 14
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Job Detail

  • Career Level Manager
  • Experience 7 Years
  • Qualifications Degree Bachelor

Job Description

Main Purpose

The Global Account Manager (GAM) is accountable for overall entity relationship management of a portfolio of entity designated Global customers. The role is focused on managing the account to drive profitable and long-term revenue growth and customer satisfaction, ensure effective service delivery, the protection/renewal of existing business, and for identifying major new sales opportunities.

 

ACCOUNTABILITIES & RESPONSIBILITIES (KEY PERFORMANCE AREAS & TASKS)  

KEY PERFORMANCE INDICATORS

1.    Manage customer engagement & Account Management

·        Develop and maintain high level relationships on a global level to expand entity market share and making entity the preferred partner with key clients for future business.

·        Gather customer intelligence information to

understand customer better to lead customer needs conversations.

·        Perform market and competitor analysis

Measurables

 

·        Meet senior management quarterly / half yearly of key clients to develop client relationship

·        Entertain customers within budgetary constraints.

·        Use customer intelligence information to sell more creatively to existing or new customers

·        95% Renewal of business from existing clients.

·        Yearly attendance of important conferences & seminars with the ICT/Telecommunications sector to engage new or existing customers.

·        Customer Satisfaction (100%)

ACCOUNTABILITIES & RESPONSIBILITIES (KEY PERFORMANCE AREAS & TASKS)  

KEY PERFORMANCE INDICATORS

·        Pitch and sell entity product set to new clients utilizing a strategic, conceptualised solution selling approach.

·        Engage the senior management on quarterly basis and or half yearly to facilitate entity client top management engagement.

·        Entertain Key Customers within budget set

·        Attendance of customer events and conferences to more effectively engage with key clients.

·        Retain existing customer business through renewal of contracts.

·        Drive and support new products, services and solutions

into client account, making use of diligent; robust and thorough account management principles.

·        Manage pre- and post-sales support to ensure seamless integration of entity products into client’s business.

·        Manage customer dissatisfaction (100%)
2.    Strategic Alignment

·        Translate customer’s objectives and strategy into relevant entity value propositions

Measurables

 

·        Global sales strategy plan is created and implemented

3.    Pipeline Management

 

·        Generate healthy pipeline opportunities, based on customer needs.

·        Prepare an account strategy to outline the sales account plans, forecasts and pipeline management for new and existing customers

·        Manage Sales pipeline.

·        Keep the pipeline updated.

·        Create action steps against pipeline to convert into sales.

·        Provide quotes to customers.

·        Forecast sales accurately and assess feasibility of opportunities.

·        Assess historical data for trends in customer purchasing.

·        Monitor order intake velocity.

Measurables

 

·        Positive order intake against sales targets set.

·        Prepare an accurate and effective account

strategy for new and existing account portfolios.

·        Develop healthy pipeline and keep updated on a weekly basis for INVOCOMs.

·        Provide quotes to customers according to SLA’s.

4.    Manage internal stakeholders

 

·        Develop and maintain strong internal relationships with key BU’s to execute deliverables on key client accounts.

·        Present the individual client interest within entity to ensure that service adjustments are done where necessary.

·        Resolve problems and manage risk to ensure that set

targets on client accounts.

Measurables

 

·        Weekly or Bi-weekly meetings with internal stakeholders to develop and maintain strong relations.

·        Resolve client queries within SLA’s by gaining buy-in or changes from internal service delivery.

·        Weekly or Bi-weekly Virtual Team INVOCOMs

ACCOUNTABILITIES & RESPONSIBILITIES (KEY PERFORMANCE AREAS & TASKS)  

KEY PERFORMANCE INDICATORS

·        Run internal Virtual Team INVOCOM’s

·        Attend and contribute to Operational INVOCOM’s

5.    Reporting

 

·        Perform forecasting and reporting on sales monthly and weekly or when required.

·        Present monthly, weekly or quarterly qualified sales

·        Use the CRM System to generate reports

Measurables

 

·        Accurate reports and forecasts done timeously

·        Budget should be prepared annually, at beginning of fiscal year.

·        Update forecasts according to changes and highlight in INVOCOM.

6.    Miscellaneous

 

·        Perform any other work related duties and responsibilities

that may be assigned from time-to-time by management.

 

Working Conditions

  • Office based and travel
  • Extended work hours where applicable

 

Disability Status

 

  • N/A

 

Competencies and Minimum Requirements:

 

Knowledge, qualifications and experience

  • Matric
  • Diploma or Degree in Sales & Marketing or related
  • At least 8 years’ experience in Sales or Global Account Management, preferably in the B2B ICT / Telecommunication Sector
  • Technical Telecom Understanding preferable
  • A proven track record in the closing large B2B ICT/Telecommunication Sector

 

Technical Skills

 

General Computer Literacy Good working knowledge of MS office software packages.
Business Acumen Applies commercial insight to deliver a prompt and appropriate response to business matters to influence a positive outcome.
Sales Skills Performs planned activities to boost the sales of products and services in line with sales targets.

 

 

Personal attributes/Behavioural Competencies

 

Setting Strategy Applies a systematic process of envisioning a desired future for a discipline and

translates this vision into broadly defined goals and a sequence of steps to achieve them. Engages others in a strategic vision for the future.

Solution Driven Identifies problems, analyses problems, generates workable solutions and resolves problems according to acceptable business quality standards and so as to minimise workflow disruption.
Performance driven Puts in sufficient effort to meet or exceed business and customer expectations both in terms of delivery and quality. Able to act without being prompted to. Demonstrates a sense of urgency, self-motivation and ownership in work. Has a need for achievement. Achieves results.
Planning and Organising Provides a written account of intended future action to achieve specific objectives

within a specific timeframe. This explains what needs to be done, when, how, and by whom.

Communication Skills Exchanges information, news, ideas and views to create shared meaning.

Communication occurs between levels, departments and employees. Uses

appropriate methods of communication and transmits clear, professional messages. Checks own understanding.

Interpersonal Skills Has a set of abilities allowing positive interaction and effective working relationships. Constructively handles disputes and people issues. Has skills in the areas of relationship building, communication, listening, delegating tasks, providing feedback and leadership.
Influence Presents the key points of an argument persuasively coming across assertively and with credibility. Makes an immediate positive impression on others and is able to change their views, attitudes and behaviours towards company offerings using written or spoken words to convey information, feelings and reasoning as and when required.
Customer Centricity Focuses on meeting and exceeding the needs of internal and external customers by anticipating customer needs, delivering within timeframes and to quality standards, measuring customer reaction and maintaining necessary contact with customers.
Analytical Systematically examines and evaluates data or information by breaking it into its component parts to uncover their interrelationships so as to establish trends, changes and to identify risks in order to make meaningful business decisions.

 

 

Possible Career Path (first step/s)

 

Executive Sales

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