Detailed Description
This role will report to the Wholesales Lead.
Role purpose
Grow Wholesale International Capacity & IP revenues.
Develop an effective retention strategy to minimize churn.
Optimal Capacity Asset Management.
Manage Key relations & partnerships.
Identify and scope Business Opportunities at key networking events regionally & internationally.
Key accountabilities and decision ownership
Grow Wholesale International Capacity & IP revenues
Achieve set revenue targets as per capacity objectives.
Development of a 12-month rolling sales pipeline.
Identify global growth prospects and specific opportunities with EA region for Fiber, Satellite, Microwave.
Identify and analyze operator capacity needs and requirements and ensure operator needs are fully understood and correctly dimensioned.
Work with International Data/IP partners or providers to meet the needs of the business by developing a clear annual review calendar that can identify areas of collaboration and potentially new revenues.
Use a clear and well –documented process methodology for locking business to avoid delayed implementation and poor client engagement.
Weekly prepare a report showing various engagement milestones of operator on- boarding process to ensure ease of billing for services required.
Develop an effective retention strategy to minimize churn
Work to develop and execute customer ring fencing strategies.
Develop and share periodic reports on customer concerns on products.
Manage Key relations & partnerships
Prepare and maintain an effective annual calendar that optimize the relationships with various operators, partners, Satellite & outsourced roaming providers to enhance competition.
Develop an effective framework for monitoring effective partnerships.
Explore new partnership opportunities that create opportunities for growth.
Attend Key networking events
Identify and plan for all known key events touching on IP& Capacity, Satellite, Interconnect and SMS.
Attend at least one key networking event annually.
Document and implement learnings for the benefit for the business.
Core competencies, knowledge and experience:
Business Competencies
Working With Others
Consciously takes steps to make the most of every conversation/interaction.
Identifies people’s needs, interests and motives to be able to influence the decisions they make.
Communicates simply to excite and engage people.
Pro-actively adapts own style and approach to build rapport, and work with others more effectively.
Builds and maintains strong relationships and networks.
Operational Excellence
Targets effort and resources on high-value, high impact activity.
Focuses on achieving maximum performance and driving continuous improvement .
Thinks about processes and problems cross-functionally and end-to-end.
Uses knowledge of products, technology, process, systems and policy to solve problems.
Creativity and Innovation
Finds creative ways to exploit opportunities and solve problems.
Takes risks and pushes what is possible.
Experiments with unorthodox approaches.
Business Know-how
Uses data and research to make decisions that are competitively and financially robust.
Balances current and future needs.
Thinks and acts like an owner of the business.
Acts in line with legal, regulatory, professional and ethical standards.
Working With Change
Responds flexibly to changing situations
Manages the business and people aspects of change to drive performance.
Project and Programme Management
Defines scope and deliverables in terms of time, cost, quality and business benefit.
Schedules activity and identifies resource needs, dependencies and synergies.
Evaluates progress, mitigates risks and addresses issues.
Functional Competencies
Products, Services and Technology Knowledge – Enterprise
Understands our portfolio – technology, features and benefits.
Understands customer needs and sxplains the impacts and value of Safaricom solutions compared to our direct and indirect competitors.
Explains Safaricom’s strategy and direction, and how it benefits the customer.
Business Development & Sales Planning
Forecasts future sales, revenues and risks.
Plans sales activities for stores, accounts or territories to maximise sales and grow revenues.
Identifies and qualifies opportunities to develop new business.
Solution Selling
Wins and retains Customers by identifying their needs or business challenges, and matching them to Safaricom products and services.
Identifies opportunities to win more business by up-selling and cross-selling.
Negotiation
Responds positively and professionally to objections, and addresses the Customer’s needs to successfully close the sale.
Uses a range of techniques and approaches to make agreements that add value for Safaricom and our Customers.
Understands customers’ commercial drivers and leverages them in negotiations.
Applies commercial acumen to maintain a healthy profit margin.
Competing to win
Brings energy and passion to work and always aims to beat the competition.
Knows what the competitors are offering, how our offer compares and uses market data to drive decisions.
Key performance indicators
100% achievement of Wholesale Data & IP Capacity revenues provided against business revenue objectives.
Documented existence of Sales pipeline within the SLA’s. Ensure pipeline is build up with new potential account, and new order prospects.
Provide evidence of business growth through execution of the sales strategic and tactical plans when required.
Predicting vertical trends, bases annual sales forecasting.
Ensuring defence of existing market share through customer retention and effective sales strategy implementation.
Commercialize at least 2 unique wholesale capacity solutions in the Financial Year.
Consistent feedback to management on the market needs for the portfolio under management.
Identifying, contacting & facilitating tie-ups with Carriers, Telco’s, Internet service providers, Application service providers, Local and International along with the top management. I.e. CXO level.
Satisfactory performance ratings for the staff in the section(Meets expectation).
Develop and implement a sales incentive plan for the team.
Develop and execute initiatives to build team cohesion.
Create a differentiated customer experience, controlling revenue churn and maximizing revenue by evolving innovative and new products and services.
Preparation of weekly management reports on activities around Capacity Business.
Preparation of strategic product positioning presentations to clients.
Ongoing development of relationship matrices and engagement model for the key accounts and industry influencers.
Qualifications
A recognized University Degree in a Business-related field; Master of Business Administration degree is an added advantage.
Experience and technical skills in telecommunications industry and sound knowledge of International Telecommunications Services is a mandatory requirement.
At least 3-5 years’ work experience in the telecommunications sector which must include establishing and managing international carrier relations and interconnection arrangements.
At least 3 years sales experience. Experience in projects management is an added advantage.
Strong relationship-building and customer retention skills preferably from a major blue-chip company and Internet Service Providers.
Ability to inspire and manage a sales team.
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