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  • Posted: May 10, 2022
    Deadline: Not specified
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    MTN Group Limited entered the telecommunications scene at the dawn of South Africa’s democracy, in 1994. In 1998, we began our expansion by acquiring licences in Rwanda, Uganda and Swaziland. Since then, we continued to grow, with a view of bringing world-class telecommunications and digital services to markets across Africa and the Middle East. Throug...
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    Senior Manager: Global Accounts Management (GAM)

    Mission / Core purpose of the job

    The Senior Manager (GAM) will manage a group of selected global MNC accounts (1 to 6 accounts) with a prime focus on increasing share of wallet. He/she will work with a diverse team (including but not limited to Sales, Pre-Sales/Solution Architects, Service Managers) to maintain and grow account base and ensure service delivery and customer satisfaction

    Key Performance Areas: Core, essential responsibilities / outputs of the position (KPA's)

    The Senior Manager: GAM will be accountable to achieve the following objectives:

    • Manage ~1 to 6 regional MNC accounts throughout their lifetime with MTN (existing and potential perspective clients) and across and beyond MTN footprint
    • Be fully 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
    • Work collaboratively to provide direction on the service relationship for nominated accounts e.g., interlocks with supporting departments to ensure accurate billing
    • Remain 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
    • Develop relationships to guarantee understanding and involvement in the connectivity RFPs issued by of his/her managed accounts in order to increase the chances of conversion for MTN
    • Interlock with supporting departments to ensure billing customer service centres are supporting the nominated accounts

    Job Requirements (Education, Experience and Competencies)

    Education:

    • Minimum 4-year Academic Degree (Sales & Marketing / Finance / IT)
    • Post graduate qualification (MBA/CA/Masters as advantage)
    • English, French and Arabic (as advantage)

    Experience:

    • 6-10 years sales experience in ICT industry focussed on the ISP/Telecommunications sector
    • Experience with Multinational Accounts
    • 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)

    Method of Application

    Interested and qualified? Go to MTN on group.mtn.com to apply

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