MISSION
To lead and manage the Customer Team (CT) Airtel for Africa, to deliver Nokia products and services to the customer Airtel, manage customer satisfaction as well as achievement of Nokia’s key performance indicators.As a senior sales professional, you will be responsible for the end to end and management of the CT including Sales, operations, stakeholder relationship management, internal processes including alignment with the CT team in India.
MAIN RESPONSIBILITY AREA
Develop and sustain strong relationships with customer, including CxO level across the sub-region (beyond the CTO) to enable successful positioning and sales of Nokia products and services
Be responsible for the business strategy as well as the coordination of Nokia contacts with the customer.
Develop and articulate the overall sales strategy and lead account planning focused on key market segments and for the customer
To maintain effective internal communications and networks with appropriate stakeholders and to galvanize support, maximize Nokia’s effectiveness and meet customer expectations
Accountable for business execution, operations, post sales and managing the account including all internal processes (e.g. strategy, demand planning, project execution, sales and resource management
Provides goals and strong leadership for the team of sales professionals working in the CT and ensures that they have the appropriate skills, training and knowledge to position and value sell Nokia’s products/services/solutions to our customer and that the CT works efficiently.
Proactively provides CT cash collection and credit control
Ensures compliance with Nokia risk management, SOX/policies, procedures and reporting for the account
Controls OPEX, inventory and receivables of the CT
KEY COMPETENCIES
The role requires senior sales leadership skills, solid experience in handling an account/customer of comparable size and complexity.Deep understanding of Nokia’s product & solution and overall telecommunications market, trends and related regulationsStrong Leadership skills to be able to lead the Account, Delivery & Sales Development teamsStrong negotiation, communication and good interpersonal skillsExperience with a multi-country operator, handling headquarter and opcosIdeally previous experience in working with Bharti India or Airtel AfricaManage a large P&L and Multi BG Sales and delivery teams.Ability to have a good understanding of the customer’s business/competitive situation/strategy and an understanding of the drivers of customer profitability to drive Nokia business targets for the CTAbility to build strong relationships with influential stakeholders in the marketDevelop/execute strategies addressing all stakeholdersInfluence buying decisions at the customer centrally on market-wide dealsAbility to provide leadership and guidance during critical deal making process and collaboration with BGsFinancial and risk management skills to support forecasting and the qualification of opportunitiesExperience with contract management, financial terms and conditionsGood understanding of project management
INTERFACES AND REPORTING
Works closely with
GCBT/CBT
Pre-sales in BGs
CO HoS across BGs
Delivery in BGs
Head of Technologies
Strategy & Sales Ops
Pricing Manager
Legal
F&C
Customer CxO
Customer procurement
Reports to
Market Unit Head (Solid Line)
Global CBT Head (Dotted line)
Qualifications
At least 10+ years relevant experience
Telecoms or IT background is a must
Proven track record in business development
Relevant university degree in telecommunications, technical, business or similar qualification.
Strong leadership profile with presence and credibility in the market
Systematic thinker and a winning mindset
Having worked with the customer before and having a good network within the Indian market will be a huge advantage
