Head of Corporate Sales at Airtel

Airtel Kenya wishes to recruit for the position of Head of Corporate Sales within the Enterprise Division. Reporting to the Enterprise Director the incumbent’s overall role will be to implement and drive the sales strategy, action plans and account management for the Corporate Business segment.

Key responsibilities will include but are not limited to the following:

• Meet and exceed agreed sales and profitability targets for the corporate sales segment
• Prepare detailed segment planning to grow market revenue share based on thorough understanding of the customer’s overall strategy, ICT roadmap and business drivers.
• Plan and prepare monthly sales forecasts, targets and action plans and oversee the execution and delivery of the same
• Lead the team to fully understand customer buying cycles, how to map it onto the sales process to manage business opportunities and sales pipelines
• 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
• Develop and maintain mutually beneficial long-term key relationships with existing, new and potential customers as well as provide inputs to improve customer satisfaction indices
• Track and maintain competitor activity and highlight to the internal stakeholders’ key items for action
• Provide required sales and segment report inputs at defined frequency and quality
• Manage and coach the corporate accounts sales team maintaining a high-performance culture
• Drive a culture within the team of adherence and compliance to established processes, work ways, policies and business practices

Qualifications:

• Bachelor’s degree in business or related discipline
• Professional memberships and accreditations will be an added advantage
• 6-8 years’ work experience in corporate sales management of high value business accounts and strategic business relationships in Telecoms/ICT/ISP

Behavioral Competencies:

• Strong leadership skills
• Good presentation and communication skills
• Sound business and commercial acumen
• Well networked with excellent interpersonal skills
• Good planning and organization skills