Key Account ManagerLocation:Kampala, Uganda, Africa
Senior (5+ years of experience)
Education: Bachelor's Degree
22 Mar, 2013
Our client is a leading independent owner and operator of wireless and broadcast communication sites that is seeking to recruit result driven and motivated individuals for the Vacancy above;
Reports to: Director of Sales & Marketing
The Key Accountant Manager is responsible for revenue generation in assigned Tier 1 accounts through developing positive relationships using a consultative sales approach with the ability to present technical solutions to non-technical people. This involves understanding the customers’ business and technical needs by providing professional account management. The Key Account Manager conducts sales and revenue growth efforts for assigned accounts within the framework of an agreed account development plan which meet the ATC Uganda annual operational targets for sales, revenues, profitability and outstanding customer satisfaction. This role is a largely client-facing which requires the Key Account Manager to work on both strategic and short term plans and projects.
Duties & Responsibilities:
Consistently achieve monthly, quarterly, annual sales objectives through securing signed tenant licenses, contract renewals and additional business within in order to meet and exceed targets as agreed with the Director of Sales & Marketing
Project manage and document all technical projects carried out with clients
Ensure client’s support issues are resolved in a fast and professional manner with operations teams and comply to agreed Service Level Agreements
Use relevant metrics and measures to routinely monitor progress against targets and take appropriate action to ensure sales and project targets are met or exceeded
Develop a pipeline of opportunities which are systematically qualified, by managing the accounts decision-making process to ensure closed revenues
Develop new business by maximising revenue contribution from target accounts through a program of pro-active sales and strategic account management
Provide sales performance data and information to support management decision-making
Support the Director of Sales & Marketing in developing sales plans by providing professional inputs, advice and project management
Ensure integrated information management by entering appropriate data into the collocation tracker and ATC sales management applications
Program manage the “collocation and build to suit” process with customers from inquiry to site on air by using ATC’s program management tools
Prepare, present and negotiate, solutions, specifications, proposals and quotations in professional format in order to acquire signed service level agreements and contracts
Provide accurate and timely account pipeline reports, account plan updates and financial forecasts
Exercise thought leadership at Board level to demonstrate an understanding of the customers business strategies; presenting the compelling value proposition of ATC
Coach and lead virtual internal and external teams
Develop a contact strategy with at CxO and key influencers via teleconference, e-mails, meetings and customer events
Maintain effective working relationships with internal and external suppliers maintaining deep relationships with radio engineers and network deployment teams
Advocate on behalf of the customer with the ATC account team and relevant cross functional departments
Proactively resolve all issues and disputes internally and externally to drive completion of customer collocations and build to suits
Serve as primary contact for all client needs, requirements and expectations. This includes but is not limited to; the preparation of quotes, formal proposals, management of change requests and responsibility for liaising with billing and credit control departments
Experience of contributing to sales strategy and decision-making processes, providing relevant inputs
Ability to present compelling arguments for proposed technical solutions
Ability to work on multiple projects simultaneously
Experience of developing and implementing standard technical communications solutions in an enterprise solutions market
An understanding of the needs of telecommunications and broadcast business in Uganda
An ability to exercise "thought leadership" throughout customer organisations, ATC and to lead and manage a virtual account team, while motivating others to achieve targets
An analytical thinker who can plan/execute action to exploit sales or revenue growth opportunities
An active listener who present compelling business cases at CxO level for capital investment and sales opportunities
Experience in interfacing with internal and external customers at all levels with the ability to represent and communicate customer opportunities to key stakeholders• Utmost professional integrity
An understanding of the key links between reporting data, forecasting, business development and customer satisfaction.
Excellent customer service, organisational, written and verbal communication skills• Strong program management, presentation, analytical and decision making skills• Proactive, detail orientated, self-motivated, able to work in a team and independently
Detail and results oriented and able to multitask and meet deadlines
Able to influence and motivate others and work with the utmost integrity
Valid driver’s license
5 years consultative selling
Technical, IT&T knowledge or wireless networking preferred
Computer literate (MS Office)
How to Apply:
Please follow the instructions as stated below as failure to do so could lead to disqualification.
1. Send an Application letter and CV/Resume.
2. Merge these two documents into one document in either word or pdf format.
3. Do not attach or send any scanned documents, these are sometimes too large for our inbox.
4. Include the job title and/or reference number in the subject line of the email address and send your application by email to email@example.com
5. Only successful candidates will be contacted. For all other inquiries please contact our offices directly.