About the position
Job purpose:
The purpose of this role is to reach the sales targets through hunting in your base and the market to ensure the company’s fair share of market share, by executing the strategy through a defined process to ensure the defined customer experience
Critical Outputs
Get the number
- Achieve your sales target per customer and product line within your allocated agreed territory
- Ensure that all deals are within the company’s required product line guidelines unless otherwise agreed to
by the executive for strategic reasons
- Gain a full understanding of the company’s current Wallet Share per customer per technology within your
territory and grow to agreed share
- Expand the appropriate contact surface per customer within your territory to ensure relevant relationships exist (Product, Pre-Sales, Sales, Retention, Service & Carrier Management Services)
- Focus on selling to, selling with and selling through your territory so that the company is top of mind at all times
- Ensure that your pipeline is accurate and has sufficient coverage to ensure the achievement of your target monthly taking into account any slippage that might occur
- Ensure that deals are properly qualified icw your customers to ensure deal commitment is accurate
- Manage any potential churn or loss of revenue proactively
- Ensure timeous and accurate delivery of sales forecasting
- Increase your client portfolio by obtaining new clients on a monthly basis
By executing the strategy
- Develop account plans with your customers that are agreed to, signed off and tracked based on an agreed annual forecast of links and revenues
- Use in-depth customer insight to acquire, retain and grow more of the “right” and profitable
customers within your territory
- Ensured customer experience is fulfilled and measured in the allocated territory to deliver the company’s brand promise to it’s customers
- Build the company’s brand in the territory and ensure that the stated brand promise is delivered across the entire value chain
- Overall accountability to meet the company’s commercial, operational, and customer satisfaction targets in the territory
- Influence your territory and their customers’ buying criteria to drive the company’s solutions through your channel
- Create awareness of and educate your customers on the company’s value proposition and differentiators
- Ensure territory weekly progress reports are timeous and accurate
- Participate in your customers’ steering committees (product, pre-sales and sales) where relevant to
increasing the company’s mindshare, particularly managing Customers WIP and Forecasts
- Ensure the deepening of your understanding of your customers’ businesses and industries
- Contribute towards the on-going positioning and brand development of the company within SA
- Ensure that all current services are in contract
- Develop a call plan per customer including meeting type and objectives to be achieved and execute on the plan with relevant stakeholders
- Develop a territory go-to-market plan that is aligned to company’s strategic intentions and execute the
plan
- Ensure customers leverage the automation and self-service capabilities within SNOW
Through a defined process
- Ensure that all interactions with customers are professionally handled with agreed agenda’s objectives, minutes and actions being signed off by all parties concerned (Channel, Customer, the company’s delivery and service teams and yourself)
- Focus on progressing opportunities and deals through the sales stages and probabilities as quickly as possible (SNOW)
- Ensure sales process is followed at all times and all information completed within the CRM system (SNOW)
- Adhere to the OLA’s defined in the company to ensure responsiveness and speed of delivery
- Ensure all communication and quoting templates are current and personalized to your customers
- All customer interaction and communication are owned up until the OE is created
In order to add customer value
- To proactively engage with your customers and align business solutions to their needs whilst exceeding customer expectations
Requirements:
- Matric essential
- Relevant tertiary qualification would be an advantage
- A good understanding of the greater telecommunication industry
- Relevant experience with key channels and Customers
- Knowledge of and competent in using Microsoft suit – Word, Excel, PowerPoints
- Competence to learn and navigate CRM and associated enablement and productivity tools
- Minimum of 5 years Account Management experience
Competencies:
- Interpersonal skills
- Planning and organizing
- Problem-solving skills
- Resilience
- Persuasiveness
- Negotiating skills
- Customer Service Orientation
- Business acumen
- Action orientation
- Self-Motivated
- Proactiveness
- Verbal and written communication skills
- Absolute desire to hunt for new business and Customers
Job purpose:
The purpose of this role is to reach the sales targets through hunting in your base and the market to ensure the company’s fair share of market share, by executing the strategy through a defined process to ensure the defined customer experience
Critical Outputs
Get the number
- Achieve your sales target per customer and product line within your allocated agreed territory
- Ensure that all deals are within the company’s required product line guidelines unless otherwise agreed to
by the executive for strategic reasons
- Gain a full understanding of the company’s current Wallet Share per customer per technology within your
territory and grow to agreed share
- Expand the appropriate contact surface per customer within your territory to ensure relevant relationships exist (Product, Pre-Sales, Sales, Retention, Service & Carrier Management Services)
- Focus on selling to, selling with and selling through your territory so that the company is top of mind at all times
- Ensure that your pipeline is accurate and has sufficient coverage to ensure the achievement of your target monthly taking into account any slippage that might occur
- Ensure that deals are properly qualified icw your customers to ensure deal commitment is accurate
- Manage any potential churn or loss of revenue proactively
- Ensure timeous and accurate delivery of sales forecasting
- Increase your client portfolio by obtaining new clients on a monthly basis
By executing the strategy
- Develop account plans with your customers that are agreed to, signed off and tracked based on an agreed annual forecast of links and revenues
- Use in-depth customer insight to acquire, retain and grow more of the “right” and profitable
customers within your territory
- Ensured customer experience is fulfilled and measured in the allocated territory to deliver the company’s brand promise to it’s customers
- Build the company’s brand in the territory and ensure that the stated brand promise is delivered across the entire value chain
- Overall accountability to meet the company’s commercial, operational, and customer satisfaction targets in the territory
- Influence your territory and their customers’ buying criteria to drive the company’s solutions through your channel
- Create awareness of and educate your customers on the company’s value proposition and differentiators
- Ensure territory weekly progress reports are timeous and accurate
- Participate in your customers’ steering committees (product, pre-sales and sales) where relevant to
increasing the company’s mindshare, particularly managing Customers WIP and Forecasts
- Ensure the deepening of your understanding of your customers’ businesses and industries
- Contribute towards the on-going positioning and brand development of the company within SA
- Ensure that all current services are in contract
- Develop a call plan per customer including meeting type and objectives to be achieved and execute on the plan with relevant stakeholders
- Develop a territory go-to-market plan that is aligned to company’s strategic intentions and execute the
plan
- Ensure customers leverage the automation and self-service capabilities within SNOW
Through a defined process
- Ensure that all interactions with customers are professionally handled with agreed agenda’s objectives, minutes and actions being signed off by all parties concerned (Channel, Customer, the company’s delivery and service teams and yourself)
- Focus on progressing opportunities and deals through the sales stages and probabilities as quickly as possible (SNOW)
- Ensure sales process is followed at all times and all information completed within the CRM system (SNOW)
- Adhere to the OLA’s defined in the company to ensure responsiveness and speed of delivery
- Ensure all communication and quoting templates are current and personalized to your customers
- All customer interaction and communication are owned up until the OE is created
In order to add customer value
- To proactively engage with your customers and align business solutions to their needs whilst exceeding customer expectations
Requirements:
- Matric essential
- Relevant tertiary qualification would be an advantage
- A good understanding of the greater telecommunication industry
- Relevant experience with key channels and Customers
- Knowledge of and competent in using Microsoft suit – Word, Excel, PowerPoints
- Competence to learn and navigate CRM and associated enablement and productivity tools
- Minimum of 5 years Account Management experience
Competencies:
- Interpersonal skills
- Planning and organizing
- Problem-solving skills
- Resilience
- Persuasiveness
- Negotiating skills
- Customer Service Orientation
- Business acumen
- Action orientation
- Self-Motivated
- Proactiveness
- Verbal and written communication skills
- Absolute desire to hunt for new business and Customers
Desired Skills:
- Telecommunication industry
- key channels and Customers
- Word
- Excel
- PowerPoints
- Navigate CRM
- 5 years minimum Account Management
