Sales Relationship Manager – Public Sector at Safaricom Kenya

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.