Manager, Regional High Value Segment Job at Airtel Nigeria

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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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