Manager - Key Account Management (KAM) Enterprise Business Unit MANCO at MTN

Responsibilities

• The Manager: Key Account Management be accountable to achieve the following objectives:
• Manage ~1 to 4 regional MNC accounts throughout their lifetime with MTN (existing and potential perspective clients) and across and beyond MTN footprint
• Responsible and accountable for the managed accounts revenue targets
• Deliver account planning and manage pipeline through use of statistical data related to clients and industry trends
• Defend accounts through understanding competitive intelligence and understanding customer’s needs
• Cross-sell and up-sell to existing client to grow account revenues and share of wallet
• Pursue sales opportunities and leads to close new accounts
• Ensure delivery of financial and operational targets 
• Liaise with and manage interaction with Local Account Managers for his dedicated accounts within each OpCo and other virtual team members across all relevant functions
• Coordinate operations related to his/her managed accounts with the Local Account Managers within each OpCo
• Partner with bid management organization to build out detailed RFP responses and contract development
• Develop and maintain strong long-term relationships with the key account decision makers
• Evaluates customer preferences, pricing, product terms and conditions to ensure that client requirements are met; gather and analyse data regarding competitor pricing and products and ensure that MTN products and services fit customer requirements
• Provide input into data collection for reporting and forecasting
• Adhere to MTN policies for compliance and sound governance
• Collaborate to provide direction on the service relationship for nominated accounts e.g., interlocks with supporting departments to ensure accurate billing
• Responsible for quality bid and proposal management, identifying and reporting on key risks and issues
• Provide inputs to decisions on new product propositions and services for customers based on his understanding of the customer requirements and needs
• Create reports on sales pipeline and expected RFPs from the account managed

Qualifications
Education:

• Minimum 3 year Academic Degree (Sales & Marketing / Finance / IT)
• Post graduate qualification (as advantage)
• English, French and Arabic (as advantage)

Experience:

• Minimum 5 years sales experience in ICT industry focussed on the ISP/Telecommunications sector 
• Gold Certified Seller as per MTN Sales Academy Certification process – within 12 months in the role
• Experience with Multinational Accounts and growing accounts into large revenue accounts 
• Ability to manage virtual teams to optimize virtual collaboration and performance
• Knowledge of sales performance reporting 
• Excellent communication skills across verbal, written, and presentation and experience of presenting to senior customers
• Worked across diverse cultures and geographies advantageous
• Experience in global/multinational enterprise, coupled with working in emerging markets
• Proven track record of performance against sales targets 
• Fluency in French (desired)
• Deep understanding of MTN products and solutions
• Ability to share knowledge about the different solutions to address the demand with client and account team (without necessarily the need of pre-sales and specialist team)

Competencies:

• Ability to operate in a complex environment, full of ambiguity and continuous change
• High energy and work rate with ability to manage highly stressful periods
• Curious mindset, excited and have the ability to learn new ICT offerings
• Available to travel locally or internationally dependant on operational requirements