Job description
Airtel Kenya is recruiting for the position of Head of Corporate Sales, within the Enterprise Division. This role will report to the Enterprise & Wholesale Business Director.
Managing a high value business segment and accounts and responsible for overall segment strategy and management, the key responsibilities for this role shall include:
Sales targets: Meet and exceed agreed sales & profitability targets for the corporate sales segment
Business Development: Detailed segment planning to grow market and wallet share across different verticals including banking & financial services industry, manufacturing sector, services industry and non-governmental organizations based on thorough understanding of customer overall strategy, ICT roadmap and business drivers. Ensure maximum customer contact, exposure and engagement
Planning & forecasting: Plan and prepare sales forecasts, targets and action plans and oversee the execution and delivery of the same, fully understanding customer buying cycles and mapping that to the sales process to manage business opportunities and sales pipelines
Revenue Management: Protect and grow baseline segment revenues through quality acquisitions, usage stimulation and churn containment working closely with relationship managers. Support collection and recovery efforts from segment accounts to avoid bad debt costs
Customer Delight: Develop and maintain mutually beneficial multi-level multi-functional long term relationships (CEO, CFO, CIO, Business Unit Leaders) with existing, new and potential customers as well as provide inputs to improve customer satisfaction indices
Market Intelligence: Track and maintain competitor activity and highlight key items for action
Reports: Provide required sales and segment report inputs at defined frequency and quality
People: Manage the corporate accounts sales team maintaining a high performance culture
Compliance: Adherence to established processes, work ways, policies and business practices
Qualifications:
Bachelor’s degree in Business or related discipline. Professional memberships and accreditations an added advantage
6-8 years experience in sales management handling high value business accounts, strategic business relationships and top dollar business opportunities
Working experience in Telecoms/ICT/ISP and solid understanding of current and emerging business services and solutions, as well as the complex IT environment large organizations operate in
Knowledge of creating business solutions for customers based on the customer business plans, needs and priorities as opposed to a company’s product offering
Proven track record in consultative selling, business consulting and development
Ability to project a strong positive image of self and company
Sound business and commercial acumen
Commitment to value based leadership
Well networked
