Key Account Manager (Corporate Sales) at Airtel

Job description

Airtel Kenya is looking for suitable candidates to strengthen our Corporate Sales team within the Enterprise & Wholesale Business Division. Managing a dedicated portfolio of key business accounts, the role holder will be responsible for overall business account strategy and management, account development and delivery of an aggressive sales quota.

Reporting to the Head of Corporate Sales, the key responsibilities for this role will include;

• Quota bearing - Meet and exceed sales targets within a dedicated target market list of multinational corporations (MNCs), strategic business accounts and GTM partners
• Understand customer overall strategy, ICT roadmap and key business drivers; and build plans with customer that address their needs while expanding Airtel Business services market share/penetration, and share of customer Telco spend
• Develop multi-level and multi-functional long-term relationships (CEO, CFO, CIO, Business Unit Leaders) that help to position Airtel as a trusted advisor and business partner to the customer
• Drive enterprise and business solutions that are both innovative and responsive to the customer needs, fully understanding the customer buying cycle and mapping that to the sales process to manage business opportunities and sales pipelines
• Serve as customer advocate, accountable for escalation and proper customer positioning on all issues pertaining to customer satisfaction across organizational and departmental boundaries
• Ensure maximum customer exposure through a proactive approach of regular sales calls and visits, as well as service reviews with relationship management teams
• Ensure that all account plans, organizational charts, updated customer databases and other related documentation at both the executive summary level and line management detail level are kept current. Providing critical communication links to the customer, business units, necessary functional organizations, executive and senior managers
• Keep up to date information on the customers including legal, product pricing, commercial management relative to contract agreements, price books, pricing tools, one-off deal specific bids, etc. and ensure that the customer contract is kept up-to-date
• Ensure accuracy and timeliness of reporting in sales pipeline management & opportunity management, as well as all regular and ad hoc sales reports & analysis
• As required provide concise and professional presentations to customer and Airtel Business management

Qualifications & Competencies:

• Degree in Business, Finance, Economics, Marketing or related fields is required. Professional memberships and accreditations is an added advantage.
• 3-5 years proven track record in consultative selling, business consulting and business development.
• Managing key/strategic business accounts, relationships and top dollar business opportunities
• Knowledge of creating business solutions for customers based on the customer business plans and priorities rather than on a company’s product offering
• A strong background in telecoms (ISP / Carrier / Fully Integrated Operator) or banking industry selling business solutions and a good knowledge of current services, solutions and trends is a key competency for the role
• Ability to project a strong positive image of him/herself and the company
• Sound business and commercial acumen