Account Manager. at Vodacom

Job description
Role Purpose

The Account Manager will secure new business from their allocated customer list, derived from a specific set of customers. The Account Manager will need to successfully manage their current base whilst selling additional products and services into these customers. The Account Manager will be required to minimise churn and maximise revenues with revenue growth being a key performance indicator. The objective is to increase the business from a target list of customers.

Key Accountabilities

• Responsible for managing specific accounts and delivering profitable, long term business from those accounts
• Works collaboratively to set up service relationship for nominated accounts
• Provide input to help with decisions about new propositions, product mix and services for customers

Key activities/decision areas

Responsiblities

• The Account Managers will be responsible for managing their allocated accounts on a daily basis in their entirety to the extent that
• There is a single point of contact for both the customer and Vodacom’s internal third parties who may need to communicate and deliver solutions to the customer.
• The Account Manager is responsible for building the relationship with the customer and will be required, when appropriate, to build relationship with the client which may at times involve meeting with the customer after normal working hours.
• Plan and develop relationships with allocated customers to identify opportunities and strategies to win new or further business from these customers.
• Develop new and existing relationships, with contacts from the allocated account list for customers.
• Within allocated account base, effectively balance focus and time between suspects and prospects for continued development into winnable opportunities.
• Ensures account plans signed off and agreed with Line manager.
• Analyses statistical data related to clients business and industry to identify market trends for products and services.
• Provide timely and accurate forecasting.
• Revenue collection and managing debtor days within the accounts.
• Collaborates on the service relationship with Customers and Vodacom to agree service level
• Deliver best practice for On-Boarding of new customers.
• Provide leadership for new products and services set to the nominated customer list.
• Work diligently with Vodacom to ensure billing customer Develop & implement Vodafone Way of selling roadmaps for all opportunities where applicable.
• Analyse customer data and ensure best practice from Sales Academy learning’s are used in order to build accurate commercial offer.
• Effectively manage numerous internal and external deadlines in order to respond to large RFPs for single and multi-country deals.
• Responsible for representing customer views and insight to help define product proposition roadmaps for customers.
• Introduce new innovations and concepts to key decision makers within the customer. Understand service centres are supporting the nominated accounts.
• Engage and collaborate with the go-to-market team.
• Develop outstanding behaviour with customers within Vodacom using customer insight data and feedback to improve services through engagement at the right business, level the customer’s strategic and operational issues.
• Provide factual information and influence customers and management about the correct strategy to bid or no-bid opportunities

Technical/Professional Expertise

• Understanding of the telecommunications landscape
• Understanding of customer requirements
• Team dynamics
• Understanding of business landscape
• Understanding of the Value Chain Analysis with regards to various customer businesses.
• Understanding of technical concepts and the ability to communicate it as viable appealing market offerings
• Job Knowledge
• Technical sales
• Financial concepts
• IT&T environments
• Purchasing practices
• Industry knowledge
• Knowledge of Vodacom’s products and solutions set and their value to customers
• Corporate governance
• Job Related Skills
• Solution selling
• Relationship management
• Account acquisition and development
• Creative and innovative
• Customer centric
• Networking at different levels Proactive self-motivated
• Ability to work independently
• Prepared to cold-call
• Multilingual desirable
• Ability to work and manage in an ambiguous and changing environment

Qualifications

• Matric with a minimum of 5 years’ experience in Account Management
• A 3 year commercial (BCom/Business Science, IT) Degree or Equivalent qualification will be an advantage.

OR

• A 3 year commercial (BCom/Business Science, IT) Degree or Equivalent qualification with 3 years’ experience in Account Management.

Experience

• Experience in solution sales and relationship management with a track record of solution selling
• A broad understanding of the ICT Landscape and Strategic ICT enablers.
• A thorough understanding of converged and networking technologies and services.
• Demonstrated understanding of important financial concepts, the IT&T environments, purchasing
• practices and industry specific aspects of corporate customers.