Account Manager - SME Enterprise Business Unit at MTN

Responsibilities
Key performance areas:

• The provision of innovative solutions and service excellence tensure effective retail services for the Channel in an everchanging Environment.
• Provide input intaction plans and tactical strategies in order tsustain and grow revenues within the assigned account portfolio.
• Implement the retail framework. Ensure alignment of all activities and communication of the strategy, objectives and requirements of MTN SA and alignment tthe overall strategy for Enterprise Retail Channel.
• Provide input towards long-term forecasts and predictions (2-3 years), analyzing trends and highlighting areas of the business that may be developed further
• Provide input intreviewing organisational activities that impact on retail channel, assisting in recommending corrective actions if necessary.
• Tunderstand, anticipate and capitalise on changes in consumer behaviour
• Drive relationships with Internal and external stakeholders, in order tdeliver bottom line results
• Tachieve measurable results through the leverage of Key Account Management, customer interaction and relationships,

Account Management

• Communicate set and allocated targets as agreed, sales and service matrix for the assigned account portfolio, identifying and reporting on possible problems and variances appropriately.
• Increase revenue through effective account management and development, effective product mix and excellent customer service, amongst others
• Establish / grow value of accounts within assigned portfolios
• Provide input and direction tthe development of sales and service matrix within the assigned national account
• portfolio.
• Provide input intthe distribution footprint opportunities within portfolio
• Put effective methods and standards in place in order tprovide a holistic Key account management interface with assigned national account portfolio.
• Improve customer service delivery
• Liaise with relevant areas of the business tensure effective POS material management
• Identify, implement and give feedback on income generating opportunities, ensuring viable cost-benefit ratios.
• Track and optimise accounts performance in terms of cost and revenue contribution, reporting on performance as appropriate.
• Provide input intaccurate forecasting on all product and service requirements and liaise with relevant areas of the business tensure timeous execution
• Provide input intaccurate and valid communication on new products and services & any enhancements tinternal and external stakeholders within allocated portfolio
• Communicate retailer credit tall stakeholders internally and externally, ensuring that they remain within authorised credit limits and escalating anomalies appropriately.
• Provide input intranging and forecasting of stock
• Provide input intstock (stock reconciliation, stock days & stock rotation), ensuring sell through of product and stock tminimise obsolescence.
• Build and maintain professional relationships with retailers, suppliers and internal stakeholders
• Provide input intan ongoing and thorough understanding of MTN Commercial Trading Terms & Agreement including
• Commission Annexure, and all amendments, as well as MTN standard operating procedures and ensure compliance in all aspects with the assigned national account portfolio.
• Ensure that assigned retailers conform tregulatory requirements
• Collect correct and complete signature and ensure the correct filing of Agreements and appendages.
• Ensure compliance tcommercial relationship obligations within assigned national account portfolio, recommending and implementing corrective action.
• Increase brand presence continuously by growing MTN influence at store and customer level within the assigned portfolio
• Provide input intinnovative promotional planning within assigned national account portfoliand assist with
• achievement of targets.
• Drive implementation of promotional plans in line with Marketing and Sales plans, objectives and requirements,
• including marketing and store promotions, liaising with relevant areas of the business for successful implementation when needed.
• Collect and collate competitor information, generating information and provide feedback and recommendations tstakeholders
• Mediate resolution of escalated queries within the assigned portfoliof accounts.
• Ensure constant update of knowledge and growth and development of staff as applicable
• Identify training needs and liaise with Marketing and Training tensure that internal and external sales teams are trained and skilled tengage with customers and utilise sales tools effectively.
• Prepare for, provide input intand attend regular handset manufacturer meetings and Retailer meetings
• Maintain self-development and knowledge in all required areas as per PDP’s
• Demonstrate proficiency on all required systems and access of information pertaining taccount management

Account sustainability

• Provide input intthe viability, sustainability and financial performance of accounts in the assigned portfoliand providing
• recommendations and putting corrective action in place as appropriate.
• Assist retailers with strategic and business planning tensure account viability and sustainability.
• Identify non-performance and non-achievement of target, using Key Account Plan and Business Plan as reference.
• Provide input intthe optimisation of cost of sales for the accounts
• Assist retailers with identifying and meeting training needs
• Create reports on Retailer performance as required
• Ensure retailer base maintenance and growth

Cost Control

• Ensure spending remains within budget limits through actions considered
• Record and track the budget and escalate variances

Reporting

• Prepare relevant information and data for reporting purposes during departmental meetings
• Identify and prepare relevant information and data for reporting purposes
• Make assessments of and draw solutions from qualitative data. Make logical deductions and draw conclusions that can be motivated

Customer Satisfaction

• Ensure a proactive approach is adopted tprevent problems from arising in the future.
• Develop and maintain solid relationships with stakeholders, building relationships tensure that all queries are responded tquickly and effectively.
• Educate stakeholders and internal customers on the role of retail channel and how they may contribute and add value.
• Ensure delivery on customer specific strategies via the Key Accounts team and Support Areas
• Identify trends / patterns pertaining tcustomer needs and filter this information through the correct channels.
• Initiate change tcontinually improve all aspects of service delivery and drive continuous improvement as an important
• element of service delivery.
• Monitor and control customer-related system efficiencies, and escalate non functional systems
• Understand customer needs and develop and fine-tune systems accordingly, ensuring that effective PPP’s are in place and valid.
• Put contingency plans in place tprevent delivery and service delays and enhance the customer experience via the Key Accounts team and Support Areas
• Quality Management
• Ensure legislative compliance
• Work consistently according tstandards of accuracy, deadlines and formats

Qualifications
Education:

• 3-year Degree / Diploma in Commerce (Marketing / Communication) or related

Experience:

• Minimum of 3 years’ experience in an area of specialization, with experience in supervising others.
• Experience working in a medium organization