Account Manager - Account Manager Large Enterprises Gauteng Enterprise Business Unit at MTN

Job Description

• Support and assist with the implementation and management of operational and promotional plans within assigned accounts, ensuring effective delivery and support of strategy and macro-plans as defined. Incentivized to increase the Clients wallet share and need to maintain existing billing and increase new billing. 1 role is focused on farming existing accounts to ensure revenue retention, and the other is focused on hunting for new revenue and handover to farmers.

Responsibilities

Driving Profitable growth for MTN Business

• Achieve weekly/ monthly and annual sales targets through strategic and targeted Cross-Selling/Upselling opportunity management
• Opportunity Management and identification through strategic account planning and whitespace targeting
• Provide input into operational and promotional planning which will ensure revenue growth within an allocated portfolio of accounts.
• Monitor growth opportunities through competitor activity scanning and feedback to business on such opportunities for further development.
• Recommend ways to exploit new opportunities to grow the business further
• Develop and grow existing share of customer wallet.
• Provide input into the fine tuning of processes, systems and support in line with changing work practices.

Ensuring a culture of Operational Excellence 

Account management

• Maintain a thorough knowledge of commercial terms of agreements and manage and grow commercial relationships within assigned portfolio of accounts. 
• Carry out commercial relationship obligations (or assist into) within allocated portfolio of accounts, after commercial agreements are concluded. 
• Assist with the management and maintenance of account and promotional plans for an assigned portfolio of accounts. 
• Provide assistance with the end-to-end management of sub-portions of the RSM’s accounts under the RSM’s supervision.
• Manage one or more allocated accounts in line with regional / channel strategy and macro-plans as defined by the channel / sub-channel / regional managers.
• Resolve escalated issues or escalate as appropriate.
• Implement innovative promotional activities in line with Marketing and channel objectives, requirements and guidelines.
• Increase MTN’s Brand presence continuously by increasing MTN influence within the allocated portfolio of accounts.
• Provide input into the forecasting of acquisition numbers, retention numbers and stock required for the allocated portfolio of accounts.
• Liaise with relevant areas to ensure delivery of SLA for the assigned portfolio of accounts (e.g. supply chain, billing, etc).
• Support in the identification of P&S information and training requirements for staff within allocated portfolio of accounts and liaise with Marketing and Training to ensure provision of effective information and training as required.
• Provide regular feedback on competitive threats to MTN business and advise on product/service enhancement requirements.
• Provide feedback on MTN’s risk exposure regarding the financial performance of the allocated portfolio of accounts and provide recommendations as appropriate.
• Prepare reports on account performance as required.
• Provide input into operational and promotional planning which will ensure revenue growth within an allocated portfolio of accounts.Monitor growth opportunities through competitor activity scanning and feedback to business on such opportunities for further development.
• Recommend ways to exploit new opportunities to grow the business further
• Provide input into the fine tuning of processes, systems and support in line with changing work practices.

Focus on providing exceptional Customer Experience

• Build and maintain solid relationships with all stakeholders.
• Provide on-going support to existing accounts and work actively towards creating new profitable revenue streams through new accounts. 
• Ensure all customer queries are attended to and resolved within agreed SLA’s.
• Ensure that customer specifications are met and that the customer is satisfied with the end service and/or product.
• Consider the implications of actions to be taken for the customer / the effect of actions on the customer.
• Provide advice on the best approach to reach the best results.

Ensuring Appropriate Governance and Quality control Measures

• Utilize sound practices that comply with best practice, legislation or other regulations / parameters / guidelines.
• Maintain quality standards that will enhance the customer experience and cost efficiency.
• Work consistently according to standard operating procedures.
• Analyse situations and take necessary action to ensure quality is maintained.
• Seek feedback from clients/ stakeholders and continuously seeks ways of improving on quality and customer service standards.

Project Management

Develop and drive the execution of agreed projects 

• Drive the implementation, tracking, monitoring and compliance of Projects
• Contract management in line with Procurement Policies
• Co-ordinate project reporting
• Ensure effective implementation of the integrated project management model 
• Risk management. 

 Business Analysis

Perform Business Analysis MTN SA Business Analysis in line with the methodology and guidelines

• Identify ways to fine tune policies, processes and systems in line with changing work practices
• Determine, document, and review requirements for projects within the scope of the value stream or impacting processes and systems 
• Design, analyse and document workflow and make appropriate recommendations that will positively impact operational effectiveness
• Identify Business Improvement and Optimisation opportunities that will result in improvement of process performance 
• Ensure that benchmarking is conducted with other companies and organizations within and outside the industry. 
• Construct business cases for initiations proposed by the business. Research and consider best practice, local conditions, trends, as well as competitor activity
• Identify and implement innovative ways to use minimum resources to achieve maximum outputs

Qualifications

Education:

• Minimum of 3 year degree/diploma in Commerce (Financial /Marketing / Communication) or related. 

Experience:

• Minimum of 3 years’ experience in an area of specialization / ICT 
• Experience working in a medium organization in Account Management as a Hunter is essential, preferably in fast moving industry
• ICT Experience is preferable
• Experience in Account Management is essential, preferably in fast moving industry
• Requires understanding of ICT buying cycles. 
• Developing customer relationships. 
• Understanding a broad range of company technologies and offering is required
• Strong skills in competitive sales and protecting the installed base as well as creating new opportunities is essential 
• Ability to understand customer needs and vision from a customer management perspective, match it against the full breadth of the company's value proposition, 
  and position it in a powerful way in order to generate budgets and close deals.