The ideal candidate will be able to support business growth across all Company’s solutions and the achievement of Industry Vertical revenue targets by articulating and driving the delivery of an effective cluster (Financial Institutions and Mobile Money Services) sales plan
Responsibilities
Planning
Provides cluster specific insights to the Head to support the development of the segment strategic plan and execution approach
Develops own understanding of the vision and strategy for the Industry
Prepares the annual cluster plan in line with the Segment strategy and submits to the Head of Banking
Draws up weekly sales plan for the Team: Draws up an activity list of prospective clients and reviews with Regional Head for possible inputs and approval
Oversees the generation of relevant cluster market intelligence and feeds this to the Regional Head towards crafting effective strategies to improve product market share
Sales Activities
Coordinates sales activities (presentation, prospecting)
Prospects for new opportunities and identifies new profitable customers for Company products/solutions in the assigned cluster
Mobilises team to build a viable customer pipeline
Engages with relevant internal and external contacts to generate sales leads /opportunities and product ideas
Follows up on leads and opportunities to ensure they are translated to sales
Cross-sells and up-sells group’s products & solutions to existing clients/ customers
Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line in assigned sectors
Attends exhibitions to generate sales leads/opportunities that can be converted to sales post-event
Carries out external presentations to potential customers; performs customer demonstrations
Develops proposals for customers
Negotiates contract & payment terms with clients, reviews and prepare tenets of agreements/ MOU/NDA and works with Legal team to finalize and execute the contracts with client
Ensures that relevant documents and agreements with clients/sales opportunities are executed and linked to customer profile on CRM
Actively uses and ensures that team members use the CRM tool to manage sales process and maintain accurate & up to date information on all clients ( customer database)
Prepares and attends Performance Evaluation sessions with the Head.
Business Development
Generates demand by pro-actively reaching potential customers to make them aware of the company’s products & solutions
Customer Relationship and Account management
Develops, manages and sustains accounts relationships for future business success
Develops and maintains strong relationship with key customers of products in assigned sectors
Liaises with relevant internal teams to ensure customer issues and complaints with clients in assigned portfolio are properly resolved ( escalates where necessary)
Carries out account management activities using the key account management framework
Market Polling
Carries out research with existing clients to gather market intelligence in relation to our products and services
Provides client feedback about the various products to the relevant groups
Provides market feedback to Regional Head that will aid the sufficient visibility of payment products in assigned portfolio
Competition/Market Feedback Analysis
Monitors trends in client buying behaviour and provides relevant market feedback about competing products & solutions to Regional Head/relevant internal teams
Understands industry trends and sells value proposition based on case studies
Provides input about competitor product (features/pricing/strategy) that can aid the Company’s offering/sales efforts
Event Management & Product Visibility
Identifies networking opportunities, sales conferences and events that would provide positive impact to the sales bottom line on assigned portfolio
Works with Group Marketing to ensure market visibility of products in assigned portfolio
Receivables Management
Coordinates team members & works with finance to ensure that all balance payments for signed off projects from clients on assigned portfolio are promptly paid within stipulated periods
Risk Management & Compliance
Promptly flags off any risk or compliance issues likely to affect sales opportunities (existing/potential)
Ensures proper agreements & MOU are duly executed with clients and securely filed
Works with Regional Head to close any risks/compliance issues identified during the risk assessment and audit exercise
Regulatory Activities
Liaises with regulatory bodies to facilitate approvals for Company requests and protect the interest of the company during formulation of regulatory policies
Provides feedback to the Regional Head promptly on policies and topical issues regulatory bodies are considering from time to time
Performance Review and Monitoring
Carries out daily review of open opportunities for the team to ensure they are closed in the month of consideration
Reviews set targets against actual with the Head, with respect to sales turnover and revenue generated using CRM
Reviews possible revenue lines and income for the coming quarter to ensure that cluster performance remains on track
Monitors sales performance & deviations from targets
Reporting
Prepares and submit weekly, monthly reports on sales activities to the Regional Head
Prepares periodic reports on growth and opportunities in assigned sector
Prepares periodic report on revenue analysis
Prepares ad hoc reports on sales activities as required from time to tim
Qualifications
Minimum Qualification: Bachelor
Experience Level: Mid level
Experience Length: 3 years
Previous account management experience
Articulate and well accustomed to a client facing role
Willingness and ability to travel
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