Regional Business Development Executive – East Africa at Avanti Communications Group plc

ROLE PURPOSE

The modern buyer wants to be understood before connecting with a sales org — we will take the proper strides to develop that kind of understanding. Having a dedicated business development infrastructure will help us get there.

Prospecting and qualifying new opportunities across East Africa region, to develop new and profitable customers whilst proactively undertaking a variety of sales and account management responsibilities to deliver significant revenue growth in Carriers, MNO’s and associated partners. 

Building strategic relationships with multi-national companies to ensure Avanti is the company of choice.

Reporting to the Head of Sales and International Development Projects, this role holder will also champion Avanti’s CSR and Humanitarian work to elevate their status amongst customers in East Africa and to help achieve our International Development objectives.  

KEY ACCOUNTABILITIES

• Develop and grow the sales pipeline, generate leads, define appropriate solutions for current/future;
• Achievement of agreed quarterly sales targets;
• Identify and proactively develop new and profitable business in line with Avanti’s strategy for Carriers and other East Africa based MNO’s and rural partners and assist in delivering the Carriers vertical team strategy for Africa;
• Identify opportunities to take a greater market share of Carrier/MNO’s annual satellite spend across the East Africa region;
• Increase the value of designated Carriers/MNO’s by maintaining strong business networks to ensure Avanti is viewed as an integral partner to their business and go to market strategy;
• Identify needs and high level requirements and work with internal resources to structure and deliver compelling, creative solutions for target Carriers/MNO’s;
• ·Build strong and effective relationships with Delivery and other internal functions to ensure your customers receive the correct support and prioritisation. Delivering a collaborative Customer First Approach;  
• Develop and meticulously follow a sales plan for agreed target customers in East Africa;
• Demonstrate exemplary networking and relationship management skills to maintain a high level of customer satisfaction;
• Elaborate a sales and go-to-market strategy together with an action plan;
• Provide market intelligence and competitive analysis on a monthly basis in order to reach and exceed the sales and revenue target with new and existing carriers;
• Maintain and optimise the existing client base, developing a core of long term, stable revenues from a series of strong relationships;
• Manage and maintain an opportunities pipeline and ensure all sales administration is kept up to date at all times using Smartsheets;
• Act as the key contact point for allocated client relationships, providing a timely response and resolution to client/internal queries/problems ensuring a high level of customer satisfaction is maintained at all times;
• Support the Head of Sales & International Development Projects – East Africa and wider Carriers Sales teams to ensure effective execution of all Avanti capabilities and services post bid approval, contract and rollout execution including documentary review, onboarding activities, 3rd party engagement/alignment, capture billing and reporting requirements and negotiation with Legal;
• Research, develop and understand the Carriers/MNO market across East Africa. Monitor customer, market and competitor activity and provide feedback to company leadership and the wider Carriers Team;
• Develop, maintain and apply a high-level knowledge of Avanti’s portfolio of products, solutions and services;
• Develop an understanding of Competitors products, solutions and services, and how they compare to Avanti’s.

SKILLS & QUALIFICATIONS

• Exemplary track record of improving sales performance in similar organisations to Avanti;
• Proven experience in identifying, building and maintaining key customer relationships at all levels;
• Previous experience of selling satellite services or other related ITC related products;
• Experience in the management and development of business relations with carriers, wireless, VSAT operators in Kenya and a great understanding of the distribution landscape;
• Driven and multi-tasking with a start-up state of mind, you consider yourself as a hands-on individual who will always go the extra mile to develop new business;
• Previous experience of developing or managing other Carrier/Mobile Network Operators across East Africa;
• Ability to generate ideas and solutions, influence key decision makers to follow through to execution
• Excellent organisational, time and problem management skills;
• Attention to detail and ability to work under pressure;
• Self-motivated, determined and results driven;
• Team player and contributor;
• Negotiating skills and ability to influence;
• Requirement to travel internationally as required, at times on short notice for short term assignments;
• This is a customer-facing role that requires travel to customer locations up to 30%-60% of the time, based on the needs of the business;
• A high degree of resilience and tenacious approach;
• Kenyan National or MUST have a VALID visa to work in Kenya.

In addition to the above responsibilities, the jobholder is required to perform other reasonable duties as assigned by the line manager from time to time.