National/Territory Account Manager Job at WTS Energy

To acquire new customers on behalf of of the client; primarily within a target base of national incountry customers operating both nationally (in-country) regionally (pan-Africa) and globally.

The primary objective of the role is to increase revenue by securing contracted incremental business for the client whilst delivering a world class level of customer relationship management through a solution sale based approach.

The role is strategically important to the development of the client. Where the allocated customers exist in additional countries you will work as part of the wider client organisation engaged with the same customers.

In summary the key company interface responsible for establishing strong one to one long term relationships with key decision makers / influencers up to C Level within the customer that result in the winning of new incremental revenue.

DESCRIPTION OF TASKS/PROCESSES AND OPERATIONS

1. Sales

1.1 Identifies and pursues sales opportunities and leads which may come from meetings, clients, other sales force, vendors and others.

1.2 Supports the allocated global / regional account manager with their global acquisition strategy and leverage global deals to win locally, including sign off of a local account plan aligned to the global account plan.

1.3 Ensures all contracted revenue streams from won opportunities are being accounted for in all allocated accounts.

1.4 At any time after the probationary period have a total qualified pipeline value of open opportunities greater than 5 X TCV target.

1.5 Maintains allocated pipeline product and country mix to reflect the strategic aims of the business aligned to specified objectives.

1.6 Maintains company CRM tool in an up to date state with all required data at all times such as customer contacts, account plans, customer landscape e.g. wallet share and diary events.

1.7 Ensures customer satisfaction scores are constantly improving by measurement through approved organisational policy and tools.

2. Documentation and Reporting

2.1 Keep Salesforce updated at any given point in time

2.2 Populate Salesforce with correct contacts and details of the customer Relevant Report

2.3 Follow the laid process of the department

2.4 Deliver an agreed minimum incremental total contract value (TVC) of business per annum or pro-rata if starting mid-year.

3. Collaboration

3.1 Coordinates with internal Product Development

3.2 Coordinates with external solution suppliers

3.3 Engages with the client's internal departments to confirm that the proposed solution can be delivered and supported.

3.4 Assesses the customer satisfaction of the solution, capturing lessons learned and sharing these with the appropriate teams to drive improvements.

4. Financial

4.1 Responsible for managing a portfolio of opportunities with a specified Total Contract Value.

5. Typical Outputs

5.1 Proposal & RFP documentation

5.2 Business cases and financial illustrations

KEY DECISIONS MADE

• Decides on the best and optimum solution which will fit the customer requirement.

SUPERVISORY CONTROLS

• The role will be supervised and guided by Sales Manager

Supervision Given

• None

KEY CONTACTS and purpose (if applicable)

• N/A

PLANNING

•  As per the Targets issued

EDUCATION

• Degree level education, MBA preferred or substituted for by broad experience in similar roles.

POST SCHOOL QUALIFICATIONS

• Preferred membership of recognised professional institution within the sales and marketing eco-system.

EXPERIENCE 

• 5+ years’ working for a blue chip company in sales, commercial or marketing role.
• 3+ years’ successful experience working in a solution sales quota bearing role within a blue chip company.
• 2+ years’ experience interacting at strategic CxO level within a blue chip organisations as part of the decision making process.

KNOWLEDGE AND SKILLS 

• Demonstrate an understanding of key financial metrics such as ROI and demonstrate a capability to use these as key selling tools.
• Demonstrate experience in identifying up-selling sales opportunities which increase product penetration within the customer.
• Demonstrate an understanding of and an ability to manage the opportunity lifecycle from discovery to generation of proposal and subsequent closure and implementation.
• Demonstrate high level of competence with Microsoft PowerPoint, Excel, Outlook and Word.  Demonstrate an ability to understand and effectively use internal process management tools.
• Demonstrate the introduction of new innovative concepts to key decision makers within the customer through relationship and stakeholder management of the CxO level within the customer organisation.
• An awareness of the telecoms and the ICT industry and the impact it is having on the customer organisation.

HAZARDS AND SAFETY REQUIREMENTS

N/A