Senior Account Manager Pan-African at Diebold Nixdorf

Position Overview:

The Senior Sales Manager for Pan-African Banks, will determine and formulate the overall direction of the  sales strategy in accordance to the direction of Group’s strategy.The person will own the  P&L (top and bottom line) for: software solution, services and hardware sales within the banking industry.

Develops and executes sales plans / strategies to effectively bring DN products and services to market. Drives revenue generation and identifies and closes new opportunities within current and new customer accounts. Facilitates and leads customer negotiations to achieve mutually beneficial results. Utilizes knowledge of DN offerings and understanding of the customer's business to develop customized proposals that present creative solutions. Develops, nurtures and maintains customer relationships across a range of accounts to ensure their benefit from and optimization of DN products and services.

Key Responsibilities:

• Create and execute a strategic sales plan that expands our customer base and extends the company's global reach
• Maintain key point of contact relationship with current accounts, cultivating and maintaining these customer relationships by assessing their needs, understanding business requirements, and managing overall expectations
• Maintain all additional points of contact related to selling the traditional product and service portfolio
• Responsible for proactively engaging clients to develop a pipeline of product and service portfolio opportunities
• Assessment of whitespace opportunities with these clients
• Oversee the successful delivery of service into client accounts focussing on achieving the highest levels of customer satisfaction
• Define and organize the customer account team and use DN internal governance to push forward its strategy and projects.
• Maintain comprehensive understanding in DN products and services and an understanding of new products or services
• Maintain comprehensive understanding of DN's Connection Points software and can speak in technical detail about it within sales opportunities 
• Consistent and accurate forecasting of renewals, growth and at risk deals
• Consistently meet or exceed renewal and growth sales objectives and monthly key performance indicators
• Sets strategy, goals and metrics for assigned areas. 
• Compiles and analyzes statistical data and trends relating to service level compliance and operational effectiveness. 
• Manages and drives problem solving efforts between customers and service personnel. 
• Owns responsibility for teams meeting established performance metrics, including time-to-engage, time-to-resolve, customer satisfaction, retention and renewal. 
• Responsible for developing and implementing customer growth plans, including retention, renewal and revenue targets. 
• Responsible for revenue and profit goals and effectively manages P&L across multiple deal structures.

Required Qualifications:

• Bachelor's Degree or equivalent work experience required/  a Master degree is valuable
• Min 10 years of experience in managing sales in a corporate setting with proven track record in leading a  high quota carrying in a Sales Team ideal and excellent people management skills
• Experience in African, Pan-African market.
• Experience in payment industry.
• Excellent communication, interpersonal, and organizational skills
• Consultative sales experience at C Level with complex solution design is desired
• Fluent business English skills (written and spoken) 
• Strong business acumen and customer focus.
• Shows flexibility in social networking and a target/ achievement oriented person

Preferred Qualifications

• Preferred comprehensive knowledge of IT, payments and banking center operations, procedures and the utilization of technology within the banking center environment
• Exhibit skills, characteristics, traits and work habits that greatly enhance the likelihood of success as an Account Executive, ex: solution-oriented and entrepreneurial mindset, time and territory management, customer empathy
• Familiar with Data Analytics and Business Intelligence
• Excellent negotiation, judgement and decision making skills. 
• Demonstrated relationship building skills 
• Experience working within a customer focussed B2B environment and developing strategic client relationships and accounts with senior stakeholders