Regional Key Account Manager
Job Profile & Responsibilities
Overall accountability to acquire new Customers Accounts and retain existing business for Vodacom Business Unit in the entire Lake region and drive profitable revenue contribution and increased market share from Fixed; Mobile; Mpesa products and other Vodacom solution offerings.
Monitor performance of Lake Region continuously to ensure that agreed Targets are achieved through account management and acquisition across all sectors.
Managing / Acquisition of SMEs through BIR (Business in retail) Partners and sales agents.
Key accountabilities and decision ownership
•Responsible for the Lake region acquisition of Vodacom Enterprise accounts and delivery of profitable, long-term business of those accounts to Vodacom.
•Drive end to end Enterprise executions and share timely market insights for entire Lake region.
•Meet monthly targets as per agreed KPIs and KPAs to increase the monthly / annual targeted Enterprise sales across all product lines.
•Ensures delivery of all financial targets including gross margin, cost to manage, cost to connect, net assets, turnover, operational cash flow and average revenue per user (ARPU) and account (ARPA).
•Establishes appropriate relationships with customers in Vodacom and leverages those relationships to ensure maximum financial return from Vodacom customers.
•Works collaboratively to provide direction on the service relationship for nominated accounts.
•Inputs to decisions on new propositions, product mix and services for customers
•Manage customer expectation by aligning various units to ensure end to end timely deliveries within maintaining SLAs.
•To Interpret and understand client brand need / insights and their budget and communicate the same to the management to capitalize on it / win business.
•Evaluation of competitors strategies and obtain their weaknesses communicate the same to the internal design / product team and advise the management to capitalize efforts to win tenders and pitches.
•Maintain Customer relationships / retention to maintain churn rate not above 5% of Individual Existing and new business per annum relative to the Individual targets.
Qualifications, Competencies & Experience
•Experience in Enterprise sales solution and relationship management (Track record of enterprise solution selling) within Large; Government; medium and SME companies. Knowledge of mobile Voice, Mobile data; Fixed Line and other telecom operations. A technical sales background preferable
•Experience of identifying customer requirements / pain points and developing creative and innovative customer-centric solutions with an international context.
•Extensive knowledge of Vodacom products and services and their value to customers
•Demonstrated success in networking at C – level engagement amongst industry leaders with strong relationship management skills.
•Demonstrated understanding of important financial concepts, the IT&T environments, purchasing practices and industry specific aspects of corporate customers
•An understanding of corporate governance in complex organisations.
•Ability to work and manage in an ambiguous/changing environment.
•Proactive, aggressive, self-motivated, Customer obsessed, ability to work independently and under pressure, prepared to cold-call.
Must have technical/professional qualifications:
•Bachelors in business administration or equivalent
•Basic account knowledge
•Experience in handling Key Accounts and SMEs
•At least 3 years of progressive experience Sales, Marketing and Customer relations supervision.
•Computer knowledge is essential.
•Ability to communicate fluently in English.
•Well conversant with the entire Lake Region / work experience in this region is preferable.
Not a perfect fit?
Worried that you don’t meet all the desired criteria exactly? At Vodafone we are passionate about Inclusion for All and creating a workplace where everyone can thrive, whatever their personal or professional background. If you’re excited about this role but your experience doesn’t align exactly with every part of the job description, we encourage you to apply as you may be the right candidate for this role or another role, and our recruitment team can help you see how your skills fit in.