Job Openings at Liquid Telecom South Africa

Job Purpose:

To provide leadership to the Enterprise sales team by directing the development of short and long-term objectives, targets, policies, budgets and operating plans for the sales team. Establishes organizational hierarchy and delegate limits of authority to subordinates in relation to legal, people, financial and operational issues. Obtain profit contribution by managing an Enterprise sales team; establishing and accomplishing business objectives. Draft and ensure implementation of the companys retention strategy to maximize the existing customer base thereby ensuring a high percentage level of in contract customer base. To assist the sales teams to meet and exceed their financial targets and to ensure Customer satisfaction measurements are met.

Minimum Requirements of Job

Formal Qualifications Required

• Relevant Degree (or equivalent), or
• Relevant experience in sales and track record of achievement

Job Related Experience Required

• 8 years experience in sales management
• 5 years experience in sales management in the South African telecommunications industry or
• 6 years elevant leadership and employee motivation experience

Job Related Knowledge Required

• Experience in strategic sales planning and execution.
• Experience in developing and implementing new strategies and procedures
• Proven track record in sales
• Proven track record in managing a Sales Team

Job Related Skills Required

• In-depth knowledge of the telecommunications industry.
• Ability to identify key strategic initiatives and drive to closure.
• Knowledge of contracting, negotiating and change management
• Ability to develop financial plans and manage resources.
• Ability to analyse and interpret financial data.
• Ability to develop and deliver presentations.
• Ability to identify and secure revenue sources.
• Professional written and verbal communication and interpersonal skills.
• Ability to motivate teams and simultaneously direct several projects.

Key Outputs:

Compile and Operationalise the Segment Strategy

• Compile and Drive the strategic plan to advance the segments strategic goals and objectives and to promote revenue, profitability and growth.
• Manage multiple business priorities concurrently while delivering on the business as usual requirements of the company.
• Develop an understanding of the department€™s revenue contribution and or revenue influence to enable granular tracking of quarterly targets.
• Develop an understanding of the department€™s cost structures to enable granular tracking of OPEX and CAPEX.
• Review activity reports and financial statements to determine progress and status in attaining objectives and revise objectives and plans in accordance with current conditions.
• Understand and operationalize the complexities of the companies operating model to focus on quarterly and annual objectives.
• Assisting sales team to achieve and exceed customer satisfaction measurements
• To provide leadership of the sales team, to recruit, develop, coach, mentor & retain individuals to ensure a motivated sales team to meet and exceed sales targets.
• Evaluate performance of employees for compliance with established plans and objectives of the company and contributions in attaining sales and strategic objectives.
• Review group policy matters and ensure they are Implemented specific to the segment.
• Relationship building with stakeholders at a high level.
• Drive new business development within the Enterprise segment using account planning as a basis.
• Lead a collaborative culture based around cross-functional teamwork, pursuit of excellence and customer first focus.
• Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives

Management of Sales Segment

• Develop sales strategy for the segment to achieve annual target
• Constantly attempt to grow profit levels through innovative ideas, new business and client spend enhancement.
• Lead team directly to understand the Customer€™s business and the associated strategies, plans, competitive position and trading methods to create a partnering concept to build solutions.
• To understand trends and market dynamics in the vertical segments in the portfolio to enable positive opportunity engagements with customers and potential customers.
• Engage in key or targeted customer activities
• Ensure detailed account plans for large enterprise to identify and manage the customer strategically and ensure long term profitable relationships for both parties.
• Champion continuous improvement across the business unit.
• Provide inputs on investments based on customer growth plans, market trends, emerging growth markets and business needs.

Implement and ensure Compliance to Sales Cadence

• Manage defined Sales Cadence including but not limited to Logging of opportunities and opportunity management, commitment of opportunities and management thereof to ensure accurate forecasting for LTSA. Use Salesforce.com as the tool to ensure accurate qualification and forecasting of the account pipeline.
• Achieve the current defined ACV and TCV targets
• Maintain current revenue run-rate business within the established account portfolio.
• Oversee operations to include evaluating operating and financial performance
• Provide accurate monthly sales forecasts and program updates, while ensuring that pipeline/funnel development activities aligns with sales strategy and business objectives
• Undertake key client and prospect engagement, where appropriate, to support team and business unit objectives.

Management of internal and external stakeholders

• Develop and implement a strategic sales plan with a view to retain and grow revenue within existing and new customers.
• Pro-actively liaise with other company functions (e.g. product management / marketing / finance / operations) aimed at maximizing profitable revenue growth and customer satisfaction.
• Establish resilient relationships at Senior Management level with our Strategic Clients and/or decision makers
• Engage with the marketing team to position LTSA in the market.
• Leverage technology, manage and support the sales and external partnering processes.
• Establish strategic partnerships in the Industry.
• Work closely with internal teams - technical, commercial, product management and other support teams to ensure close link between customer requirements and our ability to deliver excellent service.

People Management

• Display leadership skills and thus can motivate the team to achieve synergy
• Drive the Performance Management process and ensure clear understanding within the Enterprise sales segment.
• Embed Coaching management in the business by conducting coaching sessions and sourcing formal training if required.
• Identify "Talent" by analysing KRA-ratings and participating in next line€™s career development interviews.
• Monitor and advise on poor Performance Improvement Plans (PIP's) for poor performers together with line managers.
• Develop detailed annual succession plans for the respective area/s for Talent roles and ensure traction
• Monitor effectiveness of training interventions and adjust where required
• Plan resources for own business unit to meet recruitment demands
• Oversee key hiring and talent development programs
• Supporting the development of a healthy internal culture that retains key employees and encourages their professional development
• Optimize employee performance through setting clear performance expectations and conducting objective and regular performance reviews.

Retentions Management

• Ensure the teams engage with external and internal customers to ensure high level of quality support is provided.
• Ensure an in-depth analysis of all segments is conducted to provide KAMs, SMs and Execs with trends found and suggest methods to counter these.
• Ensure weekly reports are provided to all SMs/GMs on all successful and unsuccessful cross and upselling opportunities
• Ensure Team is provided with adequate technical sales support throughout the sales process from the sales support and solutions team.

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Requirements & Qualifications:

Formal Qualifications Required

• Relevant National Diploma or Bachelor Degree
• Postgradute qualifications will be highly advantageous
• Relevant experience in sales and track record of achievement

Job Related Experience Required

• 6 years experience in a leadership role within the ICT/Telecommunications space

Job Related Knowledge Required

• Experience in strategic sales planning and execution.
• Experience in developing and implementing new strategies and procedures
• Proven track record in sales
• Proven track record in managing a Sales Team

Job Related Skills Required

• In-depth knowledge of the telecommunications industry.
• Ability to identify key strategic initiatives and drive to closure.
• Knowledge of contracting, negotiating and change management
• Ability to develop financial plans and manage resources.
• Ability to analyse and interpret financial data.
• Ability to develop and deliver presentations.
• Ability to identify and secure revenue sources.
• Professional written and verbal communication and interpersonal skills.
• Ability to motivate teams and simultaneously direct several projects.

Job Purpose:

• To provide leadership to the respective Sales team by directing the development of short and long-range objectives, policies, budgets and operating plans for the segment.
• Establishes organizational hierarchy and delegate limits of authority to subordinates in relation to legal, people, financial and operational issues. Obtain profit contribution by managing a division; establishing and accomplishing business objectives.
• Draft and ensure implementation of the companys retention strategy to maximize the existing customer base thereby ensuring a high percentage level of in contract customer base.
• Should you not here from us within 2 weeks, please consider your application unsuccessful.
• To ensure suitability, for both you and Liquid Telecom alike, please read through the key outputs for this position on our website before applying.

go to method of application »

Job Purpose:

• To maximize revenue opportunities through establishing, developing and maintaining long-term relationships with strategic customers as well as defining and executing sales strategies that focus on increased sales and profitability.
• Managing strategic accounts and delivering profitable, long term revenue from nominated accounts.
• Ensuring delivery of annual revenue targets through delivery of information, communication and technology solutions.
• Establishing appropriate relationships with customers and leverages those relationships to achieve financial targets
• Work collaboratively to set up service relationship for nominated accounts.
• Serve as the primary relationship owner for an assigned group of top tier client accounts with responsibility retain and grow these accounts.

Minimum Requirements of Job

• Related University degree or diploma
• 5 years account management experience dealing specifically with Public Sector clients (SOE's, Departments, Municipal etc)
• Business Acumen - Essential
• Proficient in MS Office

Key Outputs:

Strategic Sales Management:

• Plan and develop account strategies outlining the sales account plans, forecasts and pipeline management for new and existing clients.        
• Understand customer strategic, tactical and operational strategy              
• Understanding of prospective client€™s business and product /services requirements. Develops and lead the implementation of the account strategies based on an appropriate understanding of customer situation, its needs and industry trends.              
• Ability to understand and articulate the LTSA value proposition 
• Strategic and conceptual selling using solution selling approach 
• Produce Informative, executable and measurable account plan  
• Engage Executive leadership collaborating to achieve creative solutions to drive positive revenue growth as well as contribute to complex problem solving  
• Effectively solve problems and manage risk to ensure that set targets are met. (mitigate risk at all times)               
• Forge or develop high level relationships (D and E levels) with the intention of expanding our market share and make LTSA the preferred partner of the assigned portfolio to ensure incremental business for LTSA products and services               
•  Influence and inform customer strategy to enhance competitive advantage. Align client needs to LTSA product offering
• Upsell and cross sell existing and new LTSA products and services through diligent, robust and thorough account management principles

Customer Engagement:

• Adhoc and planned customer engagement sessions to achieve set objectives and goals as set out in the account plan               
• Oversee and coordinate the relationship between team members in own organization with their counterparts in allocated accounts.        
•  Develop a positive relationship with the relevant stakeholders in the account, prioritising communication at Executive level.   
• Set up strategic product and service review meetings on quarterly and or half yearly to facilitate LTSA client top management engagement         
• Promote LTSA brand by being true LTSA ambassador in the industry. (exemplary and professional)           
• Build trust and credibility by living the LTSA values          

Account Management:

• Aggregated point of contact for the LTSA client  
• Drives growth in allocated accounts through the introduction of new products and services (increase number of products and services we provide)          
•  Take ownership of the new business opportunity and the business case up to the signature of the contract.        
• Identify and evaluate value creating business opportunities €“ individually and in collaboration with Solutions architects.          
• Identify strategic fit and prioritise opportunities and pursue and implement identified opportunities       
• Leading the sales opportunity & customer interface for the proposal to ensure that information is provided to the Bid team to improve the bid and there- after to close the sale.          
• Leading the process to convert the new sales opportunity into an order
• Manage the quote and order process to completion through SFDC           
• Adopt virtual team leader role encompassing all the customer facing and affecting functions that LTSA provide   
• Drive collaboration between internal LTSA teams that are assigned to deliver services and value to the customer
• Chair and/or facilitate all customer-related contact sessions like meetings, quarterly review, strategic planning sessions             
• Manage the preparation of contractual agreements.      
• Drive and supports new products, services and solutions into the account.           
• Manages pre - and post-sales support areas to ensure seamless introduction of new product services and propositions to accounts.      
•  Represent client interest within LTSA to ensure that service adjustments are done where necessary       
• Where required assist in expediting payment by the client            
• Ensure that they obtain sufficient Product Sales /Technology / Solutions / Services Training to enhance their knowledge of LTSA offering.     

Achieve Sales Target:

• Generate leads and build sustainable pipeline relative to sales target      
• Convert leads and client generated opportunities to committed order    
• Sell LTSA products and services to assigned client portfolio           
• Ensure revenue protection mechanisms are operating at optimal levels  
• Grow client portfolio revenue in line with business financial year targets
• Optimal retention of existing business and or clients by maintaining minimum target churn rate
• Migrate clients from run rate generating model to large scale wholesale volume and term deals 
• Improve ROI by increasing sales volumes on existing LTSA network infrastructure             
• Ensure sales target variance is regularly tracked against account pipeline             

Reporting:

• Careful, accurate forecasting and reporting in a timely manner as requested from time to time. 
• Provide monthly sales forecast reports as and when required.   
• Present monthly / weekly qualified sales pipeline/forecast to ensure that red flags are raised on time.    
•  Ensure that SFDC is an accurate reflection of pipeline status      
• Secure reliable business intelligence relevant to new business opportunities and provide feedback at weekly sales meetings            
• Participate and take ownership during weekly meetings especially parking bay issues which may affect the order intake.
• Provide constant feedback regarding the network performance and network uptime to ensure that LTSA deliver on its promise             

Budget Management:

• Develop and control annual budget and forecasts / pipeline on monthly basis     
• Prepare and control both sales and expense budgets      
• Align sales and expense budgets to goals and objectives set out in account plans
• Ensure acceptable return on marketing investment        

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Requirements & Qualifications:

• Related university diploma.
• 5 years knowledge and proven track record in sales.
• Proficient in MS Office especially MS Excel and PowerPoint.

Job Relates Skill Requirement:

• Negotiation skills
• Communication skills – written and verbal
• Project management skills
• Proficient in MS Office
• Presentation skills
• Proposal Writing
• Business Acumen
• Planning and organising skills
• Multitasking

Job Purpose:

• To effectively position Liquid Telecom to be the Telecommunications partner of choice in the market by cultivating relationships, identifying opportunities and consultatively solution selling Liquid Telecom’s services that meets the client’s requirements. The Key Account Manager is therefore responsible to nurture a healthy prosperous relationship between Liquid Telecom and the customer. 
• This successful applicant will be managing and consulting for several of Liquid Telecom's largest and most complex accounts/clients. This will require the relevant person to have extensive knowledge, competence and experience in both ISP and Telco products and services.
• To ensure suitability, for both you and Liquid Telecom alike, please read through the key outputs for this position on our website before applying.

go to method of application »

Job Purpose:

To effectively position Liquid Telecom to be the Telecommunications partner of choice in the market by cultivating relationships, identifying opportunities and consultatively solution selling Liquid Telecom€™s services that meets the client€™s requirements. The Key Account Manager is therefore responsible to nurture a healthy prosperous relationship between Liquid Telecom and the customer.

Minimum Requirements of Job

Formal Qualifications Required

• Matric
• Related University degree advantageous

 Job Related Experience Required

• 3 years knowledge and proven track record in Sales

Key Outputs:

Effective Account Management

• Develop and maintain business relationship with customers
• Gain in-depth understanding of the customer€™s business and industry
• Identify key role players and develop and maintain a personal professional network with relevant decision makers
• Develop and maintain an account plan within the context of the customers objectives and Liquid Telecom's strategy
• Obtain information on competitor activity and evaluate and implement
• Understand the customers€™ requirements and implement customer business growth strategies in conjunction with
• Liquid Telecom's delivery and support functions
• Ensure that all Service Levels agreements are met.
• Track and record sales activities on all accounts on SFDC.
• Maintain accurate customer data
• Responsibility of all orders on hold in WIP

Build and Grow Client Relationships To ensure excellent Customer Experience

• Understand clients' business and generate new ideas to enhance client performance.
• Build trust, credibility, and client referrals.
• Develop a client centric strategy
• Maintain or improve account profitability by customizing solutions as per customer requirements
• Participate in broader Liquid Telecom strategies and business initiatives in order to generate more revenue.
• Identify new market opportunities by selling and integrating Liquid Telecom€™s offerings to new and existing clients
• Develop, review and implement a detailed sales strategy for all accounts
• Ensure all support departments are adequately briefed on customer details, to enable delivery of the order and adequate after sales customer support.
• Conducts business professionally and ethically by adhering to all company policies, procedures and business ethics codes
• Hunters, farmers, hybrids

Development and maintenance of a sales pipeline in order to reach sales targets

• Responsible for generating leads and developing a pipeline for the sales segment
• Identify and establish relationships in new and existing geography and segments
• Provide pre-sales and after-sales assistance in bid/tender processes
• Manage customer relationships with allocated and new clients
• Deliver presentations and propose consultation based solutions
• Keep abreast on the market changes and have a broad understanding of Telecommunication Services, Frameworks, Technologies

Should you not here from us within 2 weeks, please consider your application unsuccessful.

To ensure suitability, for both you and Liquid Telecom alike, please read through the key outputs for this position on our website before applying.