Detailed Description
Reporting to the Sector Manager, the successful candidate will be responsible for managing Strategic Accounts (TML-Target Market List) within the Public Sector and NGOs vertical; to drive and achieve revenue targets through solution selling and segment propositions.
Key Responsibilities
Sales acquisition and revenue growth
Individual contributor in a sales role responsible for delivering set revenue targets.
Identify growth prospects (New/Up-sell/Cross-Sell) within the TML.
Drive the identification and adoption of relevant segment propositions.
Device strategic plans for Relationship penetration and ensure implementation of tactical plans including opportunity pipeline management.
Proactive Relationship performance management and tracking.
Position new Solution offerings within Public Sector and NGOs TML; through retention, acquisition and penetration.
Drive acceleration in new growth areas of ICT and IOT.
Provide thought leadership and Insights from customer engagements within the Public sector and NGOs Vertical.
Relationship & baseline retention
Develop and execute customer ring fencing strategies in Public sector and NGOs Vertical.
Stimulate existing prepositions within Public sector and NGOs Vertical.
Develop strong relationships at CXO level in government and wider Buying Centers to understand mid-to-long term Public sector and NGOs objectives.
Churn Management in Public sector and NGOs Vertical.
Contract Management: Follow up on all existing contracts & renewal.
Provide insight into the refinement of customer journey processes.
Timely response to customer correspondence (not later than 24 Hrs.).
Flag potential escalations in a timely manner.
NPS- Manage customer relationships to drive Net Promoter Score by;
Maintaining strong and deep relationships with accounts under direct management.
Follow through on all customer issues until closure.
Maintaining communication with the customer throughout the entire customer journey.
Sales account development planning
Formulate and manage customer relationship through up-to-date Account Development Plans, opportunity road maps, pipeline management and the entire sales cycle plan.
Leverage company assets (events & activities) to nature relationship with key stakeholders (CXO & Buying Centre).
Reporting
Manage reporting cycles (daily, weekly, and monthly).
Strict adherence on use of CRM systems for progressing customer orders and reporting.
Timely circulation of customer meeting minutes (Not later than 24 Hrs.)
QUALIFICATIONS
Degree in Commerce/ICT or a business related.
Work experience of 4-5 years managing enterprise customers in a B2G or B2B environment.
Knowledge/ Work experience in ICT working in Public Sector, NGOs, Civil society will be an added advantage.
Strong relationship building skills.
Ability to deliver results and meet and surpass targets.
New business development skills.
Be commercially savvy with a deep understanding and demonstration of Solution Selling.
Apply via :
safaricom.taleo.net
