Job Title: Multi-Country Fixed Line Specialist
Employer: Hamilton Lloyd and Associates
Our client is the leading provider of pan-African corporate connectivity and telecommunications. With customers in 43 sub-Saharan markets, they offer business communications services to regional and multinational corporations operating across the continent, connecting over 1 200 of the continent's largest and leading corporations. Their Nigerian office seeks to fill the position of a Multi-Country Fixed Line Specialist, below is a detailed description of the role.
Department: Commercial
Location: Lagos, Nigeria
Reporting to: EHOD, Business Development in Nigeria
Role Summary: The candidate is primarily responsible to win new fixed business by identifying, developing and closing opportunities centered in the organisation' s multi-country fixed solutions in all territories in West Africa except Nigeria. The candidate is a level 4 position and will report to EHOD, Business Development in Nigeria.
Key Accountabilities:
• Plan and develop relationships (in conjunction with the National Account Manager/Global Account Manager) with customers to create opportunities and strategies to win business.
• Develop new and existing customer relationships, at all (senior) levels across numerous functions.
• Effectively balance focus and time between suspects and prospects for continued development into winnable opportunities.
• Lead planning and development of fixed sales strategies to acquire organisation accounts in cooperation with the GAM/NAM.
• Understand relevant High Level Value Propositions which can be developed to suit the customer's needs and derived from the company's portfolio.
• Identify winning strategies with the GAM/NAM to take advantage of fixed indivisible proposals.
• Analyses statistical data related to clients business and industry to identify market trends for global Fixed products and services, focusing on new business.
• Understand customer preferences, pricing, product, terms and conditions to ensure that their requirements are met; gather and analyze data regarding competitor pricing and products and ensure that company's products and services fit customer requirements.
• Provide timely and accurate revenue forecasting.
• Drive accelerated revenue growth by identifying potential markets for new and existing products and services in accounts by focusing on services with high revenue.
• Lead and take active participation in solution sales teams, working with appropriate colleagues to win complex new business.
• Ensure delivery of new revenue targets through delivery of UC and Fixed services.
• Understand the customer's decision making and buying process, building a strategy that considers political alignment and the goals of the stakeholders nationally and globally.
• Secure, manage and deepen the Company's customer relationship with the focus being to build company's credibility and explore ways to present solutions to meet customer needs.
• Work with local/global team to deliver tender responses including commercial, contracts, special coverage, technical architects, commercial development, project and service management.
• Work collaboratively with the local/global team on an account, across geographies and time zones, representing region's interest as part of multi country deals.
Job Knowledge:
• Knowledge in selling UC, Fixed, FMS and Managed Services
• Avaya
• Cisco including CSC
• Microsoft PBX solutions
• IP PBX Solutions
• Financial concepts
• IT&T environments
• Purchasing practices
• Corporate governance in complex organizations
Job Related Skills:
• Global/enterprise solution selling
• Relationship management
• Identifying of customer requirements
• Creative and innovative customer-centric solution development within an international context
• Team player
• Networking amongst industry leaders
• Ability to work and manage in an ambiguous and changing environment
• Proactive
• Self-motivated
• Ability to work independently
Behavioral Competency Requirements:
• Persuading and Influencing
• Presenting and Communicating Information
• Leading and Supervising
• Formulating Strategies and Concepts
• Creating and Innovating
• Analyzing
• Deciding and Initiating Action
• Writing and Reporting
• Delivering Results and Meeting Customer Expectations
• Relating and Networking
Qualification& Experience:
• Bachelor's degree; preferably in Engineering or Commercial discipline from a reputable university.
• Minimum of 10 years Commercial Management experience; inclusive of management in the ICT Industry (essential), with pricing principals, in a Telco, ISP, or related ICT services industry
• Bid/Tender exposure preferred.
• 5 years Leadership/Management/Supervisory experience essential.
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