Job Title: Manager, Regional High Value Segment
Location: Abuja, FCT (Nigeria)
Employer: Airtel Nigeria
JOB PURPOSE: To drive high value channel development in order to enhance our competitive differentiation through quality acquisition, increase in pipeline sales and retention.
KEY ACCOUNTABILITIES:
Responsible for the implementation of acquisition strategy for prospective High Value Individual (HNI) accounts in Region;
• Identify and create opportunities to for acquisition of High Value Individuals across the region.
• Create exceptional opportunities to sell HNI products and services within region
HNI Relationship Management;
• Develop good relationship management processes with both existing accounts and prospective customers.
• Encourage and develop opportunities to have Airtel presence in all high value customer locations, institutions, recreational and professional clubs, HORECA, companies, private schools, shopping outlets, airports and residential neighborhoods.
• Create symbiotic relationships in events sponsorship with high value customer presence to drive sales and revenue growth.
Effective Reporting and Database Management;
• Timely reporting of all initiatives, potential prospects, queries, challenges, call plan and new sales made in region
• Maintain and manage database of all Corporate customers in your sector
Industry Awareness/Competition Intelligence;
• Monitor the activities of competition and develop or recommend counter measures to win competition
• Responsible for analysis of competitor's high value customer focused activities as well as relevant market development and proposing pre-emptive counter measures
• To immediately address or escalate any unusual competitor activity and sale support that may be a threat to performance of the business
Cross Functional Liaison and Support;
• Co-ordinate with all internal stakeholders (marketing, sales, IT, service delivery and networks) to delivery excellent customer experience, design value propositions, training intervention for field sales employees and channel partners
• Work with service delivery and support bill delivery and collection for postpaid high value customers in the zone
Target Allocation, Forecasting, Reporting;
• Accountability for ensuring that agreed target are cascaded across Zones, channel partners and field sales agents
• Responsibility for managing performance variances and reallocating targets as required
• Timely repot, of all activities (Daily, weekly, monthly, quarterly etc.. and as required)
• Acquisition – Performance Vs. Target and against all product lines
• Lost Opportunities
• Initiatives
• Service queries and challenges
Others;
• Presence at relevant events, ensuring expected benefits are realized
• Reduce debt portfolio and churn in your segment
• Carry out all other functions as directed by Zonal Business Manager
Major Challenges;
• Managing and monitoring field sales teams and indirect sales channel
• Expanding our acquisition drive, and retaining High Value Accounts.
• Creating visibility of Airtel products and services
• Effective and timely communication of all schemes and product launches to direct and indirect sales teams
• Expanding high value individuals sales coverage by appointing new sales partners
Key Decisions;
• Responding to market dynamics and recommending measures to increase sales from existing & new accounts.
• Constantly tracking and reviewing field sales activities and pre-empting counter solution for market expansion.
Performance Measures;
• Revenue Growth
• Postpaid Gross Adds/Activations
• Activations within service level agreement
• Query resolution within service level agreement
• Churn Management
• Quality of Gross Adds
• Channel Satisfaction Score
• Active Channel Partner
Desired Skills & Experience:
Educational Qualification;
• A first degree or its equivalent in Computer science, Business Administration, Sales and Marketing or Business related discipline
• Superior written and verbal communication skills
• Selling skills, organizational skills, and self-directed time management skills
• Ability to plan daily/periodic operations
• Proficiency in Microsoft Office, especially PowerPoint presentations
Relevant experience;
• 5+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling high net worth accounts/individuals.
• Relevant experience in Telecom industry is desirable
• Solid track record of high value acquisitions and key account management with a passion for Airtel Nigeria products/services
Attributes;
• High level of professionalism in both appearance and attitude.
• Authoritative, ultra professional experts with an inviting and friendly demeanor
• Demonstrated passion for sales and delivering unparalleled customer service
• Goal-oriented, self-motivated and possess an entrepreneurial spirit which sparks their creativity and resourcefulness.
• Patience, flexibility, tact, integrity, and dependability.
Type: Full-time
Experience: Mid-Senior level
Functions: Sales
Industries: Telecommunications
Job ID: 6185776
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