Senior Manager - Corporate Sales Job at Airtel Nigeria

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Job Title: Senior Manager: Corporate Sales

Job Code: 5081

Job Location: Lagos, Nigeria

Organisation: Airtel Nigeria

JOB PURPOSE:

• To plan and develop strategies that drive the sales of enterprise products and services across the regions in order to ensure delivery on acquisition and revenue targets.

PRINCIPAL ACCOUNTABILITIES

MAJOR ACTIVITIES AND EXPECTED END RESULTS

Effective development of Corporate Sales strategy

• Design and drive the implementation of acquisition & retention strategies for prospective and existing corporate accounts across the zone

• Liaise with the Regional enterprise sales teams in driving sales initiatives targeted at enhancing profitability.

• Work with marketing teams to develop appropriate sales collaterals for enterprise products

Performance Management

• Provide strategic support to enhance the delivery on regional corporate sales targets.

• Develop procedures for setting and communicating sales targets and monitoring performance.

• Deploy relevant metrics to routinely monitor progress against targets and recommend appropriate remedial actions to ensure targets are met or exceeded.

• Develop and manage a sales pay plan which provides incentives and rewards to meet/exceed sales targets.

• Provide sales performance data to support management decision making

• Perform regular review of the Sales Incentive Plan – Measurement Criteria, Monthly/Quarterly targets etc to ensure alignment with business focus and strategy

Cross Functional Engagement and Support

• Act as the Single Point of Contact for all Enterprise Sales related engagement across stakeholder departments in head office

• Provide support to the Regions on the sale of complex to large enterprise organizations by developing counterpart relationships with these organizations.

Trade and Sales team information dissemination and Training

• Carry out regular corporate sales training needs analysis

• Coordinate content development and delivery of skill enhancement programs to enhance professionalism of the corporate sales team

• Effective interpretation and cascade of all new enterprise value propositions to the regional Enterprise sales team

Effective Corporate Sales Processes

• Establish and continuously review corporate sales management process to support the sale of enterprise products and services. Such processes include:

• Bid Management

• Contract Management

• Drive effective account management efficiency including account development and planning, salespipelines management etc

• Ensure complete integration of corporate account management, supported by appropriate IT infrastructure as required

• Monitor alignment of Key Account Managers to assigned sectors/industry

Effective Competitor analysis and Intelligence

• Effectively liaise with Marketing in analyzing competitor's activities as well as relevant market development and proposing pre-emptive counter measures

MAJOR CHALLENGES

• Driving exponential business growth across all regions

• Limited IT capabilities of data management and segmentation of this segment

• Creating visibility of Airtel products and services

• Effective and timely communication of all schemes and product launches to existing and potential Corporate accounts

KEY DECISIONS

• Responding to market dynamics and recommending measures to increase sales from existing & new accounts.

• Constantly tracking and reviewing enterprise activities across the Regions and pre-empting counter solution for market expansion.

DIMENSIONS (METRIC MEASURES)

(1) Revenue Growth (2) Activation across all product lines mobile & solutions

(3) Activations within SLA (4) Query Résolution within SLA

(5) Corporate Account Management

Educational Qualifications & Functional / Technical Skills

• A first degree or its equivalent in Computer science, Business Administration, Sales and Marketing or Business related discipline

Relevant Experience

• 8+ years of varied experience in Sales & Marketing with at least 4 years at middle management level handling independent businesses.

• An in-depth knowledge of enterprise systems is highly desirable

• Relevant experience in Telecom industry is desirable

Other requirements (Behavioural etc)

• Innovative

• High drive for results

• Analytical & strategic

Skills & Knowledge

• Strategic Sales Management, Channel management, Key account management, Presentation, Business Case Development.

Deadline: 29th September, 2012.

Senior Manager - Corporate Sales Job