Key Account Manager (JHB) at DFA

Job Description
Main purpose

• Achieve the revenue sales target for the given account portfolio by managing customer relationships at all levels, ensuring customer satisfaction, and identifying, creating, and pursuing new opportunities and revenue growth for the portfolio.

Key performance areas and tasks

• Develop and maintain high level relationships within mobile network operators to expand market share and make DFA preferred partner. 
• Gather customer intelligence information specific to mobile network operator industry to understand customers better and lead customer needs conversations.
• Perform market and competitor analysis specific to mobile network operators.
• Pitch and sell service offerings to new customers utilizing strategic, conceptualized solutions approach.
• Engage senior management regularly to facilitate top management at customer engagement.
• Entertain key customers within set budget.
• Attend customer events and conferences to more effectively engage with key customers.
• Retain existing customer business through renewal of contracts.
• Drive and support new products, services and solutions into customer account making use of diligent, robust, and thorough account management principles.
• Manage pre- and post-sales support to ensure seamless integration of service offerings into customer’s business.
• Generate healthy pipeline opportunities based on customer needs.
• Prepare account strategies to outline sales account plans, forecasts, and pipeline management for new and existing customers.
• Manage and update Sales pipeline.
• Create action steps against pipeline to convert into sales.
• Forecast sales accurately and assess feasibility of opportunities.
• Assess historical data for trends in customer purchasing.
• Monitor order intake velocity.
• Develop and maintain strong internal relationships with key BUs to execute deliverables on key customer accounts.
• Present individual customer interest internally to ensure service adjustments done where necessary.
• Resolve problems and manage risk to ensure set targets.
• Perform regular forecasting and reporting on sales.
• Use the CRM system to generate reports.
• Manage customer enquiries for services and ensure quotations are completed timeously.
• Receive and process orders.
• Ensure acceptance test certificates collected from customers on time.
• Working conditions
• Office based
• Some travel may be required
• Extended working hours may be required

Knowledge, experience, and qualifications

• National Senior Certificate
• Tertiary qualification in sales or marketing or related advantageous
• 3 years of experience in sales or account management, preferably in mobile network operator segment
• Technical telecoms understanding preferable
• Proven track record in closing large deals in mobile operator segment