The Client Manager is a seasoned subject matter expert. This is a quota-bearing sales persona and is primarily responsible for taking full ownership of assigned accounts and manages and grows relationships to drive expansion and renewals across all solution areas. This role is able to do so by leveraging company’s tools and methodologies to analyze the client’s situation and business requirements.
This role possesses advanced planning skills to coordinates the interaction of a number of company role-players in different geographies during the sales engagement. The Client Manager displays strategic thinking capabilities, a high level of business acumen and deep knowledge of the latest trends in terms of technology sales methods and approaches.
What you’ll be doing
Key Responsibilities:
Builds new relationships, understanding customer requirements and engaging internal stakeholders in delivering value to the unique and specific needs.
Generates demand by assisting clients to identify current needs (turning clients’ implied needs into explicit needs), and then effectively articulating how company can add value through services and solutions.
Realizes revenue and margin targets and maximizes sales opportunities through connecting client needs with company offerings and solutions.
Manages and grows relationships to drive expansion and renewals across all solution areas within assigned regional clients.
Works with and through company’s network of offices to deliver an excellent client experience in each relevant market.
Develops and drives organization strategy with local client managers within assigned regional accounts.
Uses engagement skills to establish account strategies with key stakeholders (focus of power, focus of receptivity, focus of dissatisfaction).
Minimizes churn and maximizes retention in assigned accounts.
Use company’s sales tools (for example, Salesforce.com) and methodology to effectively manage the accounts, opportunities, pipelines and forecast.
Be fully aware and adhere to the International Trade Policy in business dealings.
Meets and exceeds quota targets through comprehensive account planning and management.
Grows the profitability, revenues and client satisfaction levels for company’s regional clients’ portfolio.
Drives passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership for the commercial agreement for each client.
Approaches the management of the account in a systematic way by identifying the strategy which will be used to develop and grow the account profitably.
Performs vulnerability analysis of company’s position in comparison to that of competitors and vendors to ensure the client’s requirement is at the heart of the proposed solution.
Acts as first point of contact and relationship management for client issues. Articulates and lives company values in all customer and internal stakeholder engagements.
Knowledge and Attributes:
Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements. Developing the skills to understand the client’s business (including commercial and financial aspects) to bring value to them from the company’s portfolio of services.
Sales client engagement and management. The skills used to effectively manage and analyse the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
Sales solution skills. The knowledge of the company’s offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link company offerings, including high-value services to specific client and prospect needs and outcomes.
Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources to close sales opportunities.
Academic Qualifications and Certifications:
Bachelor’s degree or equivalent in business or a sales related field.
Wide Area Network Management, SDWAN, Cybersecurity, Cloud and Voice vendor certifications would be advantageous.
Required Experience:
A minimum of 5 years’ experience in the Kenyan Telecom and IT services industry with a focus on business development and/or sales.
Seasoned experience in a local and global sales/ key account management role.
Demonstrated experience in B2C and B2B customer engagements
Advanced experience in account planning and working across multiple stakeholders to achieve sales growth.
Seasoned experience working with Salesforce.com contact platform.
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